Territory Manager (Advanced Wound Dressings) - San Francisco

Coloplast is a Danish multi-national company that has been making life easier for people with very personal and private medical conditions for more than 60 years. In our Advanced Wound Dressing (AWD) business, our customers are hospital systems and other care settings where we engage with decision makers such as WOC nurses, Infection Prevention Nurses, and Supply Chain Managers. Our mission is to make life easier for patients and for those who care for them. We have ambitious growth targets and unique product solutions.

 

Job Function Summary:

 

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 products within the Advanced Wound Dressings portfolio. Candidates that reside in any of the following locations will be considered: San Francisco, San Jose, Fremont, and Oakland.

 

Major Areas of Accountability:

 

Business Acumen

• Able to develop and execute on sound account level strategies.
• Able to analyse 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

Selling Skills:

• Strong desire to gain new customers and build a business from a small market share position.
• 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.

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.

Administrative:

• Organize and manage information utilizing CRM tool as directed.
• Maintains current records and administrative duties, including sales report