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Territory Manager

2 months ago

Tampa, United States FloodGate Medical Inc Full time

The Continence Care VA Specialist is responsible for achieving territory sales objectives through selling activities which include cultivating business partnerships with key decision makers, product in-services, driving market share and sales growth. The VA Specialist will target key customers by selling and servicing Coloplast's portfolio of Continence Care products.

Products

  • Luja, Self-Cath, Speedicath, Conveen, SureCath, Freedom, Peristeen, Manhood.
Major Areas of Accountability:

Business Acumen
  • Effectively engage all targeted accounts as well as develop and execute a clear and logical plan to achieve overall territory sales objectives
  • Develop and implement strategies to maximize territory and company objectives, including analyzing key sales and marketing data to determine the most leverageable opportunities in the territory
  • For all targeted accounts, understands customer's environment, including who the clinical, financial and other key decision makers are, their key issues/concerns, including challenges and opportunities for Coloplast
  • Ensures timely advancement of the sale process with all targeted accounts achieving/exceeding the annual minimum required contract commitments
  • Understands Financial Business Models and conducts cost/benefit analysis
Selling Skills:
  • Demonstrates consultative selling skills to uncover customer strategy and presents value proposition including clinical impact
  • Plans daily call routine to ensure appropriate coverage of key accounts given sales time allocation, sales potential, geographical location, development of sales process, etc.
  • Utilize all available tools to maximize sales growth including, but not limited to FSS and MSPV contracts, marketing directives, sales reports and educational materials
  • Knowledgeable of competitive activity and sales volume in each targeted account
Relationship Building:
  • Retain and grow business within current customer base by identifying opportunities and help formulate sales strategies
  • Develop and maintain long-term relationships that lead to increasing use of products within target accounts
  • Develop and maintain productive cross-functional relationships to share knowledge and leverage synergies within the organization
Clinical Knowledge and Self Development:
  • Clear understanding of clinical and technical product knowledge
  • Strong understanding of competitive activity and products as well as knowing current market trends and industry information
  • As required, attends industry related meetings/events for business development opportunities i.e. AUA meetings, trade shows, SGSU, PVA and VA Education Days, etc.
Administrative:
  • Organize and manage information utilizing CRM tool as directed
  • Maintains current records and administrative duties, including sales reporting and expense management
Essential Qualifications:
  • Bachelors degree required
  • Minimum 3 years of successful sales experience in the medical field strongly preferred
  • Successful sales experience within the VA Health System
  • Willingness and ability to travel, including overnight - 50% to 70% travel
  • Clinical training and/or background is preferred
  • Employees in this role are expected to meet healthcare customers in person at their facilities or healthcare systems; therefore, this will require completion of credentialing requirements that meet the access requirements of each healthcare facility or system
  • Employees must possess a valid driver's license, as driving will be required for this position
  • Coloplast employees are required to conduct business to the highest ethical and professional standards; comply with applicable laws and regulations, the Advamed Code of Ethics on Interactions with Healthcare Professionals, and company policies.
Required Knowledge, Skills and Abilities:
  • Strong Interpersonal and relationship building skills
  • High attention for detail and follow through
  • Exceptional listening skills
  • Proficient in Microsoft Office applications including Word, Excel and PowerPoint
  • Demonstrate effective time and territory management skills, administrative capabilities and effective written and oral communication capabilities
  • Personifies Coloplast Mission and Values
Compensation Information:

Base: $85-95k
Variable: $65k

$145-155k at plan

Additional Benefits:
  • Car Package: Company car is included, but could also do car allowance
  • Fuel: Yes - company card
  • Expenses: Yes - company card
  • Health benefits: Medical/Dental/Vision
  • Additional benefits: Basic Life and Accidental Death & Dismemberment (AD&D), Short-Term Disability Coverage, Long-Term Disability Coverage, Employee Assistance Program (EAP), Tuition Reimbursement, Health Advocacy Solution, Optional Benefits Programs, Pre-Paid Legal Services, Group Term Life Insurance, Accident Insurance, Critical Illness Insurance, Hospital Indemnity Insurance
  • 401K: 100% of your contribution up to 3%, and 50% of the next 2% of your deferral. The maximum match is 4%
Location:
  • Territory Parameters: NW- WA, OR, ID, MT, UT, CO, WY, AK
  • Acceptable Candidate Location: Seattle or Portland, within an hour of the airport 50-75% travel initially