Territory Sales Manager- Tracheostomy

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Atos Medical | Remote in United States

This is a remote position that requires up to 50% regional travel. The ideal candidate will be located in the Midwest or NorthEast.

 

Join a growing company with a strong purpose!

Do you want to make a difference for people breathing, speaking and living with a neck stoma?

At Atos Medical, our people are the strength and key to our on-going success. We create the best customer experience and thereby successful business through our 1200 skilled and engaged employees worldwide.

 

ABOUT THE ROLE:

The Tracoe Sales 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 Tracoe Sales Manager will target key customers by selling and servicing our portfolio of Tracheostomy products.

 

JOB DESCRIPTION:

Business Acumen

• Effectively engage all targeted accounts as well as develop and execute a clear and logical plan to achieve overall territory sales objectives
• Ability to navigate, understand and document hospital internal ordering processes and understand the demand patterns balanced against short term product availability
• Understand the complexities of selling to Integrated Delivery Networks (IDN’s), as well as Group Purchasing Organization (GPO) affiliations and impact on the sales process and sales cycle
• Demonstrates an ability and willingness to understand the US tracheostomy business, and drive significant market share gain from well-established competitors with ”minimal” perceived product differentiation
• 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 Atos
• Ensures timely advancement of the sale process with all targeted accounts achieving/exceeding the annual minimum required contract commitments **Ability to provide input to National Manager, Tracheostomy on the sales process, key identifiable milestones to progress thru stages, and document the sales cycle (time from identified opportunity to close).
• Understands Financial Business Models and conducts cost/benefit analysis, speed to impact and clinical outcomes impact.

 

Selling Skills:

• Demonstrates consultative selling skills to uncover customer strategy and presents value proposition including financial and clinical impact
• Plans monthly/weekly/daily call routine to ensure appropriate coverage of key targeted 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 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 existing accounts and potential target accounts
• Develop and maintain productive cross-functional relationships to share knowledge and leverage synergies within the organization
• Ability to objectively identify Key Opinion Leaders (KOL’s) and key influencers within hospital systems, as well as regional and national reach.
• Ability to leverage relationships appropriately to drive company objectives and expand market awareness for Tracoe while driving incremental value for the customers.

 

Clinical Knowledge and Self Development:

• Clear “expert” with proficient understanding of clinical and technical product knowledge. Ability to communicate such knowledge during sales interactions and in-servi