Cardinal Health Director of Sales in Dallas, Texas

What Territory Management contributes to Cardinal Health

Territory Management is responsible for cold calling, prospecting and building relationships that will increase account penetration, revenue growth and customer satisfaction within a specified product line, business segment and/or geography. Focus areas will include driving new business as well as increasing penetration in existing accounts.

Accountabilities in this role

Reporting to the Vice President Sales the Director of Sales calls upon assigned incumbent and potential new customers in all market segments in an effort to increase market share of the company’s products. The Director of Sales is responsible for base business protection, new product launches, customer expansion and lost sales recapture in the assigned region. The focus is to drive profitable growth either through direct sales or indirect wholesaler product pull through on Major / Rugby products. Major Rugby is a division within Cardinal Health’s Pharmaceutical Segment.

  • Develops and executes on regional business plans to meet or exceed revenue and profit targets.
  • Executes region business plan of growth / retention / expansion opportunities developed from GPO / IDN / LTC Customers. Owns the regional new business, expansion, retention and lost sales recapture sales budget.
  • Develops and coordinates with appropriate internal stakeholders pricing proposals, quotations and/or bid responses and advises customers of credit terms.
  • Manages IDN and LTC contracting initiatives in assigned region. Manages GPO / IDN / LTC Customers to drive contract compliance and participation by taking a leading role in creating awareness within the membership of new items, special buys, etc., and encouraging membership to request our items are maintained in wholesaler’s inventory.
  • Travels to assigned geographical region to call on incumbent and prospective customers.
  • Prepares reports of business transactions and keeps and manages team expense accounts.
  • Reports on competitive activities, competitive pricing and new product opportunities on a frequent basis.
  • Owns the success of product launches in assigned region.
  • Works with inside contract, chargeback and CRM tool to keep account contacts, activities and pipeline information up-to-date.
  • Develops and maintains relationships with appropriate personnel at distribution centers to drive appropriate compliance and inventory levels.
  • Frequently reports on competitive pricing and competitive initiatives.
  • Supports the investigation and resolution of customer service issues as needed in assigned region.
  • Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations.
  • Attends trade shows and industry / customer conferences, as appropriate.
  • Manages expenses appropriately and to the expense policy.


  • Bachelor’s degree from a four-year college or university with an emphasis on business administration, marketing, healthcare or a similar discipline preferred
  • Minimum of five (5) years demonstrating progressively responsible positions in sales management; GPO, IDN management. Industry experience a plus
  • Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
  • Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.
  • To perform this job successfully, an individual should be proficient in the Microsoft Office suite of applications including Word, Excel, PowerPoint, Outlook and Internet Explorer. Knowledge of Company’s proprietary FACTS and CRM systems is preferable.
  • Ability to travel
  • Proven product knowledge in business area

What is expected of you and others at this level

  • Utilizes broad and deep knowledge to develop innovative new business practices, policies and procedures
  • Contributes to the development of department strategy
  • Works on or may lead highly complex projects of large scope
  • Projects are typically cross-functional and have significant and long-term impact
  • Provides solutions which set precedent
  • Negotiates complex or risky technical business issues on behalf of the company
  • Independently defines project establishes budgets identifies participants and mitigates risk
  • Consults with management to determine project objectives with long-term implications
  • Acts as a mentor to less experienced colleagues

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.