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Territory Sales Manager

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Sacramento, California, United States DJO Global Full time
Job Description:

As a Territory Sales Manager within the Bracing and Supports Business Unit, you will be responsible for expanding the sales of Company products and converting competitive products. You will leverage the Company value-added services to develop and expand customer relationships.

Your key responsibilities will include:

Sales Activity:
  • Accountable for achieving assigned Company goals and objectives through sales to designated accounts.
  • Cultivate customer relationships by initiating contact with physicians, clinic staff, and other device users.
  • Understand industry trends and the Company's market position.
  • Provide product education on technical and clinical aspects of products to customers, prospective customers, and patients.
  • Assist with equipment delivery, setup, follow-up, and service as needed.
  • May assist with measuring, fitting, and troubleshooting Enovis products, including custom braces as needed.
Sales Territory Management:
  • Develop and execute a business plan to meet and exceed financial, market, and product portfolio goals for assigned territory.
  • Utilize SalesForce to maintain up-to-date contacts, opportunities, targets, and outcomes.
  • Maintain a funnel for sustained opportunities.
  • Maintain comprehensive and effective strategic call plans to drive positive sales results.
  • Schedule and prioritize time for effective territory coverage.
  • Identify, qualify, and cultivate new sales opportunities and effectively manage leads.
  • Responsible for performing effective region penetration coverage and account identification to drive sales and increase the customer base for applicable Enovis products.
  • Preplan sales calls and maintain efficient time management skills to ensure maximum customer contact and high levels of customer service.
Customer Relationship:
  • Develop and maintain key customer relationships to achieve account objectives.
  • Takes responsibility for customer satisfaction and loyalty.
  • Responds to customer needs and concerns to resolve issues quickly and professionally.
Competitive Selling:
  • Proactively cultivates competitive opportunities that result in converted business.
  • Defends competitive threats to minimize losses.
  • Identifies underlying problems affecting organizational or individual performance, such as market conditions, competitor actions, or other external forces.
  • Provides presentations and demonstrations to customers on application and use of Enovis products using effective communication and sales techniques.
Leveraging Resources:
  • Demonstrates efficient use of company resources, such as time, money, materials, and people, to produce desired results.
  • Uses Sales Education resources strategically.
  • Leverages the Marketing Department and materials available.
Administrative:
  • Accurately completes and submits the paperwork required to achieve reimbursable sales.
  • Demonstrates commitment to the Enovis Compliance & Ethics Program, the Enovis Code of Conduct, the Enovis Sales and Marketing Code of Conduct, the AdvaMed Code of Ethics, and all supporting and applicable regulations, policies, and procedures.
  • Treats Protected Health Information (PHI) with the strictest confidentiality in accordance with HIPAA standards.
  • Acquires a basic understanding of the field, including regulatory compliance issues, and adheres to these guidelines.
Leadership:
  • May assist in the training and development of Sales Associates.
  • Other duties as assigned.

Qualifications:

  • Minimum of 2 years outside sales experience required.
  • Minimum of 1 year of experience in Orthopedic Sales and knowledge of Durable Medical Equipment strongly preferred.
  • Experience in medical sales strongly preferred.
  • Experience calling on hospitals preferred.
  • Experience working with distributors preferred.
  • Knowledge of healthcare insurance and third-party reimbursement preferred.