The 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 Advanced Wound Dressings products within the Wound & Tissue Repair portfolio.
Major Areas of Accountability:
Selling Skills:
- Strong desire to gain new customers and build a business from a small market share position.
- Curious and seeks to understand and gain deeper insight into customer behavior and processes
- 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.
Business Acumen
- Able to develop and execute on sound account level strategies.
- Able to analyze 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. to efficiently and effectively analyze customer spend and usage data.
- Knowledgeable of competitive activity and sales volume in each targeted account
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.
- Has a strong aptitude and ability to read, analyze, and communicate clinical information found in clinical studies, trade journals, and company provided marketing materials.
- 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.
Other:
- Organize and manage information utilizing CRM tool as directed.
- Maintains current records and administrative duties, including sales reporting and expense management.
- Coloplast employees are required to conduct business to the highest ethical and professional standards; comply with applicable laws and regulations, the Advamed Code of Ethics on Interactions with Healthcare Professionals, and company policies.
- Other job duties as assigned
Essential Qualifications:
- Bachelor’s degree is highly preferred with 3+ years of sales experience, OR
- 2-year associate degree with 5+ years of sales experience, OR
- 7+ years of sales experience
- Successful track record in selling in the B2B environment, with a strong preference for medical device sales, specifically selling into acute care
- Minimum 3 years of successful sales experience; 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.
- Competitive, regularly needs to see results of efforts compared to peers and competitors.
- Self-starter who can navigate through a longer sales process with limited account information and minimal guidance.
- Resilient, able to overcome obstacles and setbacks while pursuing a goal.
- Adaptable- ability to adjust to new conditions, changes, or challenges effectively. Be able to pivot when circumstances shift
Pursuing an ambitious growth agenda, Coloplast develops and markets products and services that make life easier for people with intimate healthcare needs. Employing about 16,000 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.
Visit us on Coloplast.com.
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Coloplast employees are required to conduct business to the highest ethical and professional standards; comply with applicable laws and regulations, the Advamed Code of Ethics on Interactions with Healthcare Professionals, and company policies.
Coloplast is committed to a policy of Equal Employment Opportunity (EEO) which means we employ and promote individuals based on their merits, regardless of race, color, religion, sex, national origin, age, disability, veteran status, pregnancy, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status, status with regards to public assistance or any other protected classification.
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