Territory Manager

Found in: Talent US C2 - 2 weeks ago

Atlanta, United States Coloplast Full time


Coloplast is a Danish multi-national company that has been making life easier for people with very personal and private medical conditions for more than 60 years. In US Wound & Skin Care, our customers are hospital systems and other care settings where we engage with decision makers such as WOC nurses, Infection Prevention Nurses, and Supply Chain Managers. Our mission is to make life easier for patients and for those who care for them. We have ambitious growth targets and unique product solutions. To expand our reach, the Coloplast Wound and Skin Care business is on a journey of transformational growth. To support this growth, we are significantly expanding our sales team in the US. We will be posting roles across the US throughout the coming months to support both our wound care and our skin care product portfolios. We are looking for motivated individuals to join our team and support our mission.

Job Function Summary:

The Skin Care Territory Manager 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 Territory Manager will target acute care customers by selling and servicing Coloplast's portfolio of skin care product lines.

Major Areas of Accountability:

Business Acumen

Able to develop and execute on sound account level strategies. Able to analyse and interpret multiple sources of data when accessing sales and customer performance. Can position Coloplast value proposition to customer’s financial value drivers beyond Price. Can create a basic spreadsheet; using formulas, formatting, sorting, etc. in order to efficiently and effectively analyze customer spend and usage data. Knowledgeable of competitive activity and sales volume in each targeted account

Selling Skills:

Critically think and build questions to uncover unrecognized problems or needs. Able to position products to specific situations, matching it to patient, clinician, and account needs. Able to create consensus from multiple stakeholders in an account. Can communicate, with impact, in individual and group settings; using verbal and/or visual platforms; such as Powerpoint, ShowPad, etc. Plans daily call routine to ensure appropriate coverage of key accounts given sales time allocation, sales potential, geographical location, development of sales process, etc.

Relationship Building:

Develop and maintain long-term business relationships that lead to stable or increasing use of products within target accounts. Demonstrable ability to build trust with stakeholders and be viewed as a resource for the account.

Clinical Knowledge and Self Development:

Clear ability to communicate clinical and technical product knowledge; can make the complex simple. Strong understanding of competitive activity and products as well as knowing current market trends and industry information. Proactively reads industry journals and articles to remain current on clinical practices. Viewed as an active learner; constantly seeking new and progressive techniques, through multiple platforms, to improve their skills.

Administrative:

Organize and manage information utilizing CRM tool as directed. Maintains current records and administrative duties, including sales reporting and expense management.

Essential Qualifications:

Bachelor’s degree required Successful track record in selling in the hospital environment and specifically to large IDNs Minimum 3 years of successful sales experience in the medical field strongly preferred Willingness and ability to travel, including overnight 10% - 25% Employees must possess a valid driver’s license, as driving will be required for this position

Required Knowledge, Skills and Abilities:

Behavior consistent with the Coloplast Mission, Vision and Values. Personally, motivated to overachieve. Is genuinely interested in the customer; that interest, subsequently inspires effective questioning. Regularly needs to see results of efforts compared to peers and competitors. Self-starter who can navigate through a sales process with limited account information and minimal guidance.

Pursuing an ambitious growth agenda, Coloplast develops and markets products and services that make life easier for people with intimate healthcare needs. Employing about 14,000 people and with products available in more than 143 countries, we are one of the world´s leading medical device companies. We are constantly growing our business and always looking for new ways to move forward – we explore, learn and look for new ways of doing things.

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