Job Description
Job Function Summary:
- The Wound CareTerritory 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 a portfolio of skin care product lines.
Major Areas of Accountability:
Business Acumen
- Able to develop and execute on sound account level strategies.
- Able to analyze and interpret multiple sources of data when accessing sales and customer performance.
- Can position the value proposition to customers financial value drivers beyond Price.
- Can create a basic spreadsheet; using formulas, formatting, sorting, etc. in order 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 reporting and expense management.
Essential Qualifications:
- Bachelors degree required.
- Successful track record in selling in the hospital environment and specifically to large IDNs.
- Minimum 3 years of successful sales experience in the medical field strongly preferred.
- Willingness and ability to travel, including overnight 10% - 25%.
- Employees must possess a valid drivers license, as driving will be required for this position.
Required Knowledge, Skills and Abilities:
- Behavior consistent with the Mission, Vision and Values.
- Personally motivated to overachieve.
- Is genuinely interested in the customer; that interest subsequently inspires effective questioning.
- Regularly needs to see results of efforts compared to peers and competitors.
- Self-starter who can navigate through a sales process with limited account information and minimal guidance.