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 portfolio of ostomy, wound and skincare product lines.
Major Areas of Accountability:
Business Acumen
Effectively engage all targeted accounts as well as develop and execute a clear and logical plan to achieve overall territory sales objectives
Develop and implement strategies to maximize territory and company objectives, including analysing key sales and marketing data to determine the most leveragable 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 Coloplast
Ensures timely advancement of the sale process with all targeted accounts achieving/exceeding the annual minimum required contract commitments
Understands Financial Business Models and conducts cost/benefit analysis
Selling Skills
Demonstrates consultative selling skills to uncover customer strategy and presents value proposition including financial and clinical impact
Plans daily call routine to ensure appropriate coverage of key 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 GPO and IDN 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 target accounts
Develop and maintain productive cross-functional relationships to share knowledge and leverage synergies within the organization
Clinical Knowledge and Self Development
Clear understanding of clinical and technical product knowledge
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 ie UOA meetings, trade shows, WOCN meetings
Administrative
Organize and manage information utilizing CRM tool as directed
Maintains current records and administrative duties, including sales reporting and expense management
Essential Qualifications
Bachelors degree required
Minimum 3 years successful sales experience in the medical field strongly preferred
Strong interpersonal and relationship building skills
High attention for detail and follow through
Exceptional listening skills
Proficient in Microsoft Office applications including Word, Excel and PowerPoint
Willingness to travel overnight (25-50%)
Demonstrate effective time and territory management skills, administrative capabilities and effective written and oral communication capabilities
