Territory Sales Manager-Tracheostomy | Atos Medical | Remote-Ideal candidate should be located on the East Coast within 30-45 miles of a major airport.
Join us and give people a voice!
About Atos Medical
Atos Medical is a specialized medical device company and the clear market and technology leader for voice and pulmonary rehabilitation for cancer patients who have lost their voice box. We design, manufacture, and sell our entire core portfolio directly to leading institutions, health care professionals and patients. We believe everyone should have the right to speak, also after their cancer. That’s why we are committed to giving a voice to people who breathe through a stoma, with design solutions and technologies built on decades of experience and a deep understanding of our users.
This Territory Sales Manager-Tracheostomy 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. This individual will target key customers by selling and servicing our portfolio of Tracheostomy (Tracoe) products.
Main job responsibilities:
Business Acumen
- Effectively engage all targeted accounts as well as develop and execute a clear and logical plan to achieve overall territory sales objectives
- Ability to navigate, understand and document hospital internal ordering processes and understand the demand patterns balanced against short term product availability
- Understand the complexities of selling to Integrated Delivery Networks (IDN’s), as well as Group Purchasing Organization (GPO) affiliations and impact on the sales process and sales cycle
- Demonstrates an ability and willingness to understand the US tracheostomy business, and drive significant market share gain from well-established competitors with ”minimal” perceived product differentiation
- 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 Atos
- Ensures timely advancement of the sale process with all targeted accounts achieving/exceeding the annual minimum required contract commitments **Ability to provide input to National Manager, Tracheostomy on the sales process, key identifiable milestones to progress thru stages, and document the sales cycle (time from identified opportunity to close).
- Understands Financial Business Models and conducts cost/benefit analysis, speed to impact and clinical outcomes impact.
Selling Skills:
- Demonstrates consultative selling skills to uncover customer strategy and presents value proposition including financial and clinical impact
- Plans monthly/weekly/daily call routine to ensure appropriate coverage of key targeted 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 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 existing accounts and potential target accounts
- Develop and maintain productive cross-functional relationships to share knowledge and leverage synergies within the organization
- Ability to objectively identify Key Opinion Leaders (KOL’s) and key influencers within hospital systems, as well as regional and national reach.
- Ability to leverage relationships appropriately to drive company objectives and expand market awareness for Tracoe while driving incremental value for the customers.
Clinical Knowledge and Self Development:
- Clear “expert” with proficient understanding of clinical and technical product knowledge. Ability to communicate such knowledge during sales interactions and in-service settings
- 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
Administrative:
- Organize and manage information utilizing CRM tool as directed, specifically Opportunity Pipeline and logging all activities relevant to drive opportunities forward to close.
- Maintains current records and administrative duties, including sales reporting and expense management
REQUIREMENTS:
- Education: Bachelor’s Degree required
- Experience: 3-5+ years of Medical Device Sales
- Must possess a valid US Driver’s License, own or have leased a late model automobile appropriate for the position, a credit rating acceptable for extensive travel
- Must be available for national and global travel up to 50%
- Must be able to complete credentialing requirements that meet the access requirements of each healthcare facility such as Tuberculosis screening upon employment and Hepatitis B declaration.
We offer:
You will be part of an ambitious work environment in which teams work together to continuously grow and develop the business. You will have great opportunities to learn and develop, and you will be offered a competitive salary package and benefits.
Atos Medical is a global leader with Swedish headquarters and more than 20 subsidiaries worldwide. We are committed to living our values. We connect with stakeholders, involving them in our activities and striving to support and empower our users and each other every day. No matter whom we interact with – users, colleagues, health care professionals, business partners – respect and integrity are at the core of everything we do.
Additional benefits for Inside Sales (Customer Support) Representative:
- Flexible work schedules with summer hours
- Market-aligned pay
- 401k dollar-for-dollar matching up to 6% with immediate vesting
- Comprehensive benefit plan offers
- Flexible Spending Account (FSA)
- Health Savings Account (HSA) with employer contributions
- Life Insurance, Short-term and Long-term Disability
- Paid Paternity Leave
- Employee Assistance Program
- Wellness Resources
- Training and Development
- Tuition Reimbursement
Atos Medical, Inc. is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. Equal Opportunity Employer Veterans/Disabled. To request reasonable accommodation to participate in the job application, please contact 800-217-0025.
Founded in 1986, Atos Medical is the global leader in laryngectomy care as well as a leading developer and manufacturer of tracheostomy products. We are passionate about making life easier for people living with a neck stoma, and we achieve this by providing personalized care and innovative solutions through our brands Provox®, Provox Life™ and Tracoe.
We know that great customer experience involves more than first-rate product development, which is why clinical research and education of both professionals and patients are integral parts of our business.
Our roots are Swedish but today we are a global organization made up of about 1400 dedicated employees and our products are distributed to more than 90 countries. As we continue to grow, we remain committed to our purpose of improving the lives of people living with a neck stoma.
Since 2021, Atos Medical is the Voice and Respiratory Care division of Coloplast A/S
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