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Territory Manager

2 weeks ago

Tampa, Florida, United States FloodGate Medical Full time
Job Description

This is a field-based sales role 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. In this role, you will target key customers by selling and servicing Coloplast's portfolio of Ostomy Care products.

Products
  • This rep will focus on 81 different Ostomy Care products for men, women and children
Minimum Requirements
  • Minimum 3+ years of successful sales experience
  • Must have a 4 year degree
  • Must live in the territory
  • Willingness and ability to travel, including some overnights
  • 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
Ideal Attributes
  • 3+ years successful sales experience (ideally Medical Sales, but may consider some B2B)
  • Experience in hospital/acute care is preferred
  • Current relationships in the market is preferred
  • Prior B2B sales experience is a plus
  • Experience working with complex/longer sales cycles
  • Experience working in a consultative sales role
  • Strong interpersonal and relationship building skills
  • High attention for detail and follow through
  • Exceptional listening skills
  • Hunter mentality
  • High sense of urgency
  • Entrepreneurial spirit
  • High degree of business acumen
  • Passionate, motivated and enthusiastic
  • A confident approach and ability to close the sale
  • Driven to win
  • Demonstrates effective time and territory management skills, administrative capabilities and effective written and oral communication capabilities
  • An excellent track record of success with top 25% sales rankings
  • Be located centrally within the territory
  • Proficient in Microsoft Office applications including Word, Excel and PowerPoint
Job Requirements

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 analysing key sales and marketing data to determine the most leveragable 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 financial and 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 GPO and IDN 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 ie UOA meetings, trade shows, WOCN meetings
Administrative
  • Organize and manage information utilizing CRM tool as directed
  • Maintains current records and administrative duties, including sales reporting and expense management
Compensation Information

Base: $80-90k

Variable: $65k

Total Comp: $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: WV and SW PA
  • Acceptable Candidate Location: Morgantown, WV and surrounding. Fairmont, Bridgeport, Clarksburg, Buckhannon, Weston, down to Charleston