Territory Manager (Continence Care) - Columbus

Job Function Summary:

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 porfolio of Continence Care products. Columbus Territory, must reside in the greater Columbus area (within a 2-hour radius).

 

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:

• Bachelors degree required
• Minimum 3 years of successful sales experience in the medical field strongly preferred
• Willingness and ability to travel, including overnight -- 25% - 50%
• Must possess a valid driver’s license as driving will be required for this position
• Employees in this role are expected to meet healthcare customer