The Territory Manager is responsible for selling Negative Pressure Wound Therapy (NPWT) and ABThera products to achieve financial and strategic goals within an assigned territory. This role will develop and maintain customer relationships at Hospitals, Long-Term Acute Care (LTAC) facilities and Wound Care Centers. This role will act as the primary sales representative for KCI in acute care settings to influence the adoption and continued usage of NPWT and ABThera products.
1. Drive KCI revenue by:
Developing and managing relationships with key customer decision-makers including clinical, procurement, and materials management staff.
Presenting and reinforcing KCI value proposition to differentiate KCI from competitive offerings
Establishing and driving usage protocols to optimize revenue for NPWT and ABThera products
Providing in-services, training, and general guidance to customers on the appropriate and approved use of KCI products and customer facing systems (KCI Express)
2. Actively manage the sales territory by:
Developing a territory plan to prioritize account calls and activities
Partnering with the following KCI Sales team roles:
i. Strategic Account Manager: Develop a detailed strategy to capture revenue at Access accounts
ii. Territory Representative: Identify and communicate transition patients in a HIPAA-compliant manner
iii. District Clinical Specialist: Proactively coordinate activities with district resource for training and clinical support
3. Adhere to all KCI policies, procedures, and guidelines.
1. Complete essential business-tracking requirements by:
Maintaining sales call data by entering into designated KCI system (salesforce.com)
Completing required corporate and region reports within designated timeframes
As required, resolving account billing, MIA and contract renewal issues
Position Qualification Requirements:
Bachelors Degree in Business or related field
At least 2 years business to business selling
Experience with Microsoft Office applications including: Word, Excel, & Outlook
Other Position Qualifications:
In addition to the basic qualifications listed above, the following other position qualifications are required:
Experience with capital sales or large manufacturing
Experience in managing accounts
Experience with customer service
Demonstrated customer service and problem solving skills
Demonstrated communication and presentation skills
Demonstrated interpersonal skills
Ability to work independently, exercise sound judgment, and elicit support and cooperation from co-workers
Ability to travel by commercial air service to attend scheduled business and KCI Corporate functions
Ability to deal with all employee and external business contacts while conveying a positive service-oriented attitude
Ability to maintain confidentiality and exercise discretion in all business dealings
In addition to the basic qualifications and other required qualifications listed above, the following preferred qualifications also exist:
Experience in Medical Device or health care sales
Junior Military Officer (JMO) experience
The information listed in this Job Description is not a comprehensive list of all duties/responsibilities performed.
This Job Description is not an employment agreement or contract. Management has the exclusive right to alter this position guide at any time without notice.
Territory (Sales/Service only)
KCI - 10 months ago
Kinetic Concepts, Inc. (KCI) exudes positive energy for wound-healing purposes. The company's active healing solutions (AHS) business...