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Territory Sales Manager

2 months ago

Austin, Texas, United States Coloplast Full time
About the Role

The Ostomy Care Territory Sales Manager is responsible for driving sales growth and achieving territory objectives through strategic sales activities, including cultivating business partnerships with key decision-makers, product in-services, and market share expansion. This role targets acute care customers by selling and servicing Coloplast's portfolio of Ostomy Care product lines.

Main Responsibilities
  • Business Acumen:
    • Develop and execute a clear and logical plan to achieve overall territory sales objectives, effectively engaging all targeted accounts.
    • Implement strategies to maximize territory and company objectives, including analyzing key sales and marketing data to determine the most leverageable opportunities in the territory.
    • Understand customer environments, including key decision-makers, challenges, and opportunities for Coloplast.
    • Ensure timely advancement of the sale process with all targeted accounts, achieving/exceeding annual minimum required contract commitments.
    • Conduct cost/benefit analysis and understand financial business models.
  • Selling Skills:
    • Demonstrate consultative selling skills to uncover customer strategy and present value propositions, including financial and clinical impact.
    • Plan daily call routines to ensure appropriate coverage of key accounts, given sales time allocation, sales potential, geographical location, and sales process development.
    • Utilize available tools to maximize sales growth, including GPO and IDN contracts, marketing directives, sales reports, and educational materials.
    • Stay knowledgeable of competitive activity and sales volume in each targeted account.
  • Relationship Building:
    • Retail and grow business within the current customer base by identifying opportunities and formulating sales strategies.
    • Develop and maintain long-term relationships that lead to increasing product use within target accounts.
    • Develop and maintain productive cross-functional relationships to share knowledge and leverage synergies within the organization.
  • Clinical Knowledge and Self-Development:
    • Develop a clear understanding of clinical and technical product knowledge.
    • Stay up-to-date on competitive activity and products, as well as current market trends and industry information.
    • Attend industry-related meetings and events for business development opportunities, such as UOA meetings, trade shows, and WOCN meetings.
  • Administrative:
    • Organize and manage information using CRM tools as directed.
    • Maintain current records and administrative duties, including sales reporting and expense management.
    Essential Qualifications
    • Bachelor's degree required.
    • Minimum 3 years of successful sales experience in the medical field, strongly preferred.
    • Willingness and ability to travel, including overnight (25% - 50%).
    • Completion of credentialing requirements to meet healthcare customer access requirements.
    • Valid driver's license, as driving will be required for this position.
    • Compliance 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 to detail and follow-through.
    • Exceptional listening skills.
    • Proficient in Microsoft Office applications, including Word, Excel, and PowerPoint.
    • Effective time and territory management skills, administrative capabilities, and written and oral communication skills.
    • Alignment with Coloplast's mission and values.