Sales Enablement Manager

Medline Industries - Winnetka, IL

Part-time - Mid Level

Winnetka, IL

Miscellaneous Manufacturing

About the position

The position involves overseeing and managing business development activities within the division, focusing on driving sales and financial growth. The role requires collaboration with sales teams to set strategies, manage a team, and adapt departmental plans to meet operational challenges. The individual will serve as a liaison between the division and sales, ensuring alignment and effective communication while managing various sales initiatives and processes.

Responsibilities

• Serve as liaison between Division and Sales aligning strategy through sales and divisional actions.
• Lead and participate in various internal pipeline and/or customer calls ensuring cohesive messaging between Division and Sales.
• Manage pipeline of opportunities & targeting from Product Management (PM) teams.
• Manage and lead difficult pricing, stock, etc. conversations with Sales teams.
• Partner with Market Directors, Reps, and CDMs on needs to funnel up to division General Manager.
• Partner on Sales initiatives, divisional collaboration, and tracking growth, expansion, and retention.
• Lead and manage the process of preparing sales bids and opportunities to make sure gross margin targets are met.
• Oversight of the entire division with the agency to adjust PM pricing for the betterment of divisional goals and targets.
• Focus on product mix, pricing standardization, and GM improvement while meeting sales needs for savings requirements.
• Serve as divisional lead on all customer facing contracts and commitments.
• Understand and apply guiderails for both division and customer facing contracts/legal agreements.
• Build relationship and understand contracting process and players.
• May provide guidance to Product Managers/Analysts in completion of pricing tables.
• Manage and review redlines and assess escalations needed to General Manager or division Director.
• Facilitate sales processes and improvements through coordination with Product Management teams, sales, operations and marketing.
• Create sales process documents and manage implementation of new processes, improvements and scorecards to ensure optimal sales processes are being followed for all product categories.
• Partner with Sales to create toolkit and training for Reps.
• Partner with Product teams to drive product launch activities.
• Lead sales-facing divisional interactions, mentor team, project manage and collaborate with division General Manager, Sales leadership, and Marketing teams.
• Develop a team including proper planning and preparation to meet work demands.
• Hire, train, coach, evaluate and manage performance, oversee resource allocations, delegate and coordinate work.
• Maintain sales relationships and positive reputation.
• Work with Sales leadership to identify needs and create education with Product Management teams for continuous education of Sales Reps & Clinicians.
• Organize quarterly skills refresh with Sales leadership and Marketing (quizzes, teach backs, etc.), and participate in master classes.
• Partner in revamp of phase training and build in structure/reporting with Sales/Marketing.
• Coach Reps through how to navigate objections, competitive selling strategies, GPOs etc.
• Develop sales content and tools for Reps' use.
• Stay involved in divisional solutions content, updates, and provide divisional oversight when applicable.
• Represent the division in collaborations with Marketing on data and presentations, ensuring divisional awareness and influence.
• Assist as needed with customer presentations related to Medline's product offerings and overall solutions serving as a strategic partner to achieve best outcomes.

Requirements

• Typically requires Bachelor's degree in related field.
• At least 4 years of sales or marketing experience, including skills in networking, closing, motivation for sales, prospecting, sales planning, identification of customer needs, territory management, and market knowledge.
• Demonstrated ability to influence sales teams in a healthcare/medical products company.
• Ability to analyze market trends to effectively develop presentations, provide recommendations and business forecasting.
• Skill and ability presenting to internal stakeholders and customer decision makers with the purpose of influencing decisions.
• Demonstrated ability assessing and initiating actions independently.
• Experience taking charge of a situation, team or project.
• Time management skills such as prioritizing/organizing and tracking details and meeting deadlines of multiple projects.
• Demonstrated ability working with cross-functional teams and facilitating teams to identify and implement solutions to complex problems.

Nice-to-haves

• Master's in Business Administration.
• Experience in healthcare industry; specifically with relevant products.
• Experience with preparing large bids/RFP responses.
• Experience directly managing a team including hiring, developing, motivating, and directing people.

Benefits

• Health and well-being benefits for employees working at least 30 hours per week.
• Financial fitness programs.
• Career development opportunities.
• Paid time off.
• 401(k) plan access for employees working less than 30 hours per week.
• Employee Assistance Program (EAP) access.
• Participation in Employee Resource Groups (ERG) and Medline Service Corps.