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Hospital Sales Executive

Cardinal Health St. Louis Full-Time
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Location(s): St. Louis, MO

The Hospital Sales Executive is Accountable for developing and executing a territory and account strategies to improve Cardinal Health’s profitability. Responsible for growth in distribution, Cardinal Health Brand Categories (Incontinence, Exam Gloves, Infection Control, Wound Care, and Fluid Management), Performance Plus partnerships and services portfolio at assigned hospitals and regional health systems. The HSE rep is responsible for total territory growth across current customers that leverage Cardinal distribution and those who are not current distribution customers. Will manage relationships with key distribution and product purchasing influencers, is responsible for selling a generalist product portfolio, and will coordinate the actions of field and inside specialty sellers within assigned accounts. This rep manages the key customer distribution stakeholders but is not responsible for day-to-day service issues. This is a highly visible position that reports directly to the Region Director, with ownership for meeting and exceeding sales goals in assigned accounts utilizing a solution-based sales model.


  • Develop a cross-functional account plan with other sales divisions to drive growth in assigned accounts and achieve profitability goals
  • Communicate and drive implementation of account plan across all sales reps within assigned accounts
  • Identify opportunities for specialty product and service reps within assigned accounts
  • Call on hospitals within assigned territory, including cold-calling hospitals which are not current customers, to make sales presentations to multiple decision-makers to drive product and distribution sales
  • Prepare bids, price quotes, RFP responses, and presentations for distribution services as well as products sold exclusively by the Hospital Sales Executive
  • Lead conversion of newly sold assigned products
  • Maintain relationships with purchasers of current products to preserve existing business
  • Determine customer distribution requirements for potential new distribution customers through initial due diligence and relationships with distribution purchasers
  • Provide distribution solutions by determining enhancements and alternatives for both internal and external distribution through onsite consultation and preparation of business reviews and studies
  • Assist local branches with setup, training and processing of initial orders
  • Establish and nurture client relationships by developing strong relationships with key decision makers
  • Ensure resolution of distribution service issues by members of the customer service team



  • Bachelor’s Degree


  • Experience with healthcare industry required
  • Minimum of 5 years of documented field sales success in a competitive, sophisticated environment
  • Experience working in a hospital setting or clinical setting
  • Distribution Sales Experience
  • Medical Device industry experience preferred
  • Key account development with experience accessing and developing relationships with key hospital decision-makers and influencers
  • Valid Driver's License
  • Ability to drive a car and travel in that car each day to interact with healthcare providers on-site


  • Documented history of sales quota attainment/exceeding sales goals (2+ Years)
  • Ability to present and sell multiple product lines
  • Ability to travel and work with customers during project planning, implementation and on-site issue resolution
  • Documented history of exceeding customer expectations
  • Must demonstrate strong influencing skills
  • Knowledge of hospital purchasing and industry trends
  • Ability to understand complex contracting and develop sound financial business case
  • Strong computer acumen and business application (MS Excel, Word, Outlook, Saleforce.com)
  • Strong verbal, written and interpersonal communication skills

St Louis Metro Area

Cardinal Health is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.


Recommended skills

Cold Calling
Selling Techniques
Customer Service
Account Development
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Job ID: 20054658-2


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