Territory Manager - Surgical - Advanced Wound Care - Chicago

Pioneering trusted medical solutions to improve the lives we touch: Convatec is a global medical products and technologies company, focused on solutions for the management of chronic conditions, with leading positions in advanced wound care, ostomy care, continence care, and infusion care. With around 10,000 colleagues, we provide our products and services in almost 100 countries, united by a promise to be forever caring.
Our solutions provide a range of benefits, from infection prevention and protection of atrisk skin, to improved patient outcomes and reduced care costs. Convatec’s revenues in 2023 were over $2 billion. The company is a constituent of the FTSE 100 Index (LSE:CTEC).
To learn more about Convatec, please visit http://www.convatecgroup.com

 

Reporting to the Regional Sales Manager, you will be responsible for driving the commercial success of the Advanced Wound Care’s best in class portfolio of surgical products within a defined geographic area. You understand the importance of working with a team and will foster team effectiveness and accomplishment of goals by sharing knowledge, experience, and information to optimize business strategies and drive overall sales within the territory.

Your Key Duties and Responsibilities:

• Promote and sell portfolio of surgical products and understand competitive landscape to achieve sales results, quotas/targets and profitability goals
• Develop new target accounts, establish new business and increase sales of current accounts
• Develop and maintain action plans (i.e., weekly, monthly, quarterly, yearly) by analyzing territory performance, sales and reports to identify the needs of specific accounts and discuss issues with Regional Sales Manager or Area Sales Director to help the organization achieve its annual sales goals. Identify, prioritize, pull-through, and close opportunities.
• Ensure effective utilization of the products by all trained Health Care Professionals within assigned territory
• Network and build relationships across multiple care settings (i.e. OR, Nursing Units, Physician Offices, Care Coordinators, Cath Lab, L&D, etc.), and use information gathered to build territory strategy.
• Maintains thorough knowledge and capabilities of the Company’s products, channels and methods of distribution
• Demonstrate a clear understanding of clinical evidence and articulate our evidence-based value proposition
• Demonstrates clinical understanding of targeted surgical procedures
• Optimize the utilization of educational and KOL events (i.e. Examples are Trade Shows, Local Presentation at OR Department Meetings, Educational Meals)
• Develop and cultivate KOL (Key Opinion Leader) relationships
• Keeps regional manager informed of territory progress on a regular basis
• Undertakes effective calendar planning and time management skills
• Attend national, regional, and local meetings as required. Represent ConvaTec in a professional manner at scheduled meetings
• Adheres to T&E Travel Policy, Company’s compliance policy and Standards of Business Conduct & Ethics including relevant industry Codes of Practice

Principal Contacts

Hospitals, Operating Room, WOCNs, Surgeons, Cath Lab, Physician Office, Wound Care Clinics, US Marketing, ASDs/RSMs, Sales Leadership Team, Channel Management Team, Corporate/Strategic Accounts Team

Travel Requirements: 50% of the time

• Additional Job Description

 

About You:

As an innovative thinker with strong learning agility and a hunter mentality, you must be able to demonstrate a track record of success in sales, how to network effectively at all levels, and how to navigate through complex sales cycles while also managing multiple call points in a fast-paced, competitive environment. You are able to utilize your positive attitude and problem-solving skills to build long-term, productive customer relationships while interacting with surgeons, OR Staff and other HCPs. As we continue to move into a more digital world, your strong presentation skills both virtually (through MS Teams/Zoom) and in-person will be vital to your success.

Qualifications/Education:

• Bachelor’s Degree Required
• Two plus years’ experience in B2B or Medical Sales required in a complex selling environment.
• Demonstrated success in highly competitive, aggressive, growth sales environment preferred.
• Experience selling in Operating Room (OR) or surgical experience preferred.
• Documented history of sales success with stack rankings, awards.
• Experience selling through distributors is preferred.
• Proficient in MS Office applications (Outlook, Word, Excel, Teams etc.).
• Exhibits ConvaTec’s Values & Behaviors (Caring for Peop