Job Description
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 targetkeycustomers by selling and servicing the company's portfolio ofContinence Care products.
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 the company
- 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 -- 10%
- Must possess a valid drivers license as driving will be required for this position
- Employees in this role are expected to meet healthcare customers in person at their facilities or healthcare systems; therefore, this will require completion of credentialing requirements that meet the access requirements of each healthcare facility or system
- Employees must possess a valid drivers license, as driving will be required for this position
Required Knowledge, Skills and Abilities:
- Strong Interpersonal and relationship building skills
- High attention for detail and follow through
- Exceptional listening skills
- Proficient in Microsoft Office applications including Word, Excel and PowerPoint
- Demonstrate effective time and territory management skills, administrative capabilities and effective written and oral communication capabilities