Territory Sales Specialist- Tracheostomy | Atos Medical-US | Field position- candidate must maintain residency within the assigned territory
Territory: Mid-Atlantic & New England
Travel requirements: Must be able to travel up to 60% across the territory including regular overnights.
Join a growing company with a strong purpose!
Do you want to make a difference for people breathing, speaking and living with a neck stoma? At Atos Medical, our people are the strength and key to our on-going success. We create the best customer experience and thereby successful business through our 1300 skilled and engaged employees worldwide.
About Atos Medical
Atos Medical is a global leader in neck stoma care—dedicated to improving the lives of people living with laryngectomy and tracheostomy. With origins in Sweden and Germany, both our Laryngectomy and Tracheostomy brands bring decades of expertise and innovation in voice and respiratory care, offering trusted solutions such as the Provox® voice prosthesis and TRACOE tracheostomy products.
As part of the Coloplast Group, we operate in over 90 countries with a shared commitment to clinical excellence, patient support, and high-quality medical devices that help people breathe, speak, and live more comfortably.
We are seeking a Territory Sales Specialist to join our Tracheostomy (Tracoe) team!
SUMMARY
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.
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
BASIC QUALIFICATIONS
- Education: Bachelor’s Degree
- Experience: 1-5 years of Medical Sales or related experience
- 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 60% travel, including regular overnights as needed.
- Must be able to complete credentialing requirements that meet the access requirements of each healthcare facility such as Tuberculosis screening, Hepatitis B declaration and vaccination requirements.
PREFERRED QUALIFICATIONS
- Education: Master’s Degree
- Experience: 3-5+ years of experience in Medical Device Sales and/or Medical sales within Respiratory or Pulmonary specialty
WE OFFER
Atos Medical is a global leader headquartered in Sweden, united by a shared purpose and strong values. Guided by our superpowers—patient-centric, dedication, agile, and the belief that you never walk alone—we support and empower our users, our colleagues, and our partners every day. We believe in working together, growing together, and treating everyone we interact with—patients, coworkers, health care professionals, and partners—with respect and integrity.
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.
TOTAL REWARDS
At Atos Medical, a Coloplast company, we value and reward the contributions of our employees. Our total rewards package supports your well-being, professional growth, and work-life balance. Here's what you can expect:
Health & Wellness:
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- Comprehensive medical, dental, and vision coverage for you and your family.
- Access to company-sponsored wellness programs and mental health resources
- Paid leave for qualifying events, and generous parental leave for both birthing and non-birthing parents.
- Health Savings Account (HSA) with employer contributions
Financial Security: Competitive 401(k) with company match, financial planning services, and corporate discounts.
State-of-the-art facility: Hybrid and onsite employees work from our state-of-the-art facility, thoughtfully designed with sit-stand desks, large monitors, and premium onsite amenities, including a gym and golf simulator.
Work-Life Balance: Flexible work options, Generous PTO plan, 10 paid holidays, and summer hours to help you recharge.
Professional Development: Ongoing learning and career growth opportunities through training, mentorship, and tuition reimbursement.
Community & Culture: Join a Top Workplace, as recognized by USA Today and the Milwaukee Journal Sentinel. We foster a supportive environment where everyone feels valued and included. Engage in team-building, volunteer events, and our sustainability initiatives.
Compensation: The On-Target Earnings (OTE) range for this role $160,000–$165,000/yr. Additional earnings may be achieved by surpassing performance goals. Actual compensation is based on factors such as skills, experience, and qualifications. As a field position, you’ll also get a car allowance, cellphone and reimbursement for travel and business expenses etc.
Atos Medical, Inc. is an Equal Opportunity 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. 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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