Territory Manager (Continence Care) - Springfield, IL

The Continence Care 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 key customers be selling and servicing Coloplast’s portfolio of Continence Care products.  

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 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 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 i.e. 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: 

• Bachelor’s degree is highly preferred with 3+ years of med tech sales experience, OR 

• 2-year associate degree with 5+ years of med tech sales experience, OR 

• 7+ years of med tech sales experience 

• Willingness and ability to travel, including overnight -- 25% - 50% 

• Must possess a valid driver’s license as driving will be required for this position