Territory Manager (Interventional Urology - ProACT) - Detroit

Territory Manager (Interventional Urology - ProACT) - Detroit

Location: Detroit, MI, US Job Family: Sales Country/Region: United States

The Interventional Urology Territory Manager is responsible for achieving territory sales objectives through selling activities which include cultivating business partnerships with key decision makers, clinical consultations, driving market share and sales growth. The Territory Manager will target Urology customers by selling and servicing Coloplast's Stress Urinary Incontinence device.

Major Areas of Accountability

Business Acumen

Effectively engage all targeted accounts as well as develop and execute a clear and strategic plan to achieve overall territory sales objectives. Role model for developing and implementing business strategies to maximize territory and company objectives, including analyzing key sales and marketing data to determine the best opportunities in the territory. For all targeted accounts, understand customer's environment, including who the clinical, financial, and key decision makers are, their key issues/concerns, including challenges and opportunities for Coloplast. Ensure timely advancement of the sales process with all targeted accounts achieving/exceeding the business and marketing target set for each product line focus. Demonstrate a proficient understanding of Financial Business Models and conduct cost/benefit analysis.

Selling Skills

Proficient at demonstrating consultative selling skills to uncover customer strategy and presents value proposition including financial and clinical impact. Plan daily call routine and account penetration 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, marketing directives & tools, sales reports, education materials as well as National contracts (GPO, IDN, etc.) Knowledgeable of competitive activity and sales volume in each targeted account.

Relationship Building

Take a strategic approach to influence others and develop relationships to help teach peers across product categories to maximize customer engagement. 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

Proficient in understanding of clinical and technical product knowledge. Educate and train physicians, surgeons, and hospital personnel and office staff on technical matters relating to Coloplast products. Leverage clinical knowledge to help educate peers on product categories. Strong understanding of competitive activity and products as well as knowing current market trends and industry information. Attend and actively participate in industry related training/meetings/events for business development opportunities.

Healthcare Facility/Operating Room Interactions

Interact frequently with Health Care Professionals including surgeons, nurses, doctors, technicians, procurement, inventory control, administrative staff and related personnel. Present during procedures and surgeries as requested/required to assist healthcare professionals with Coloplast product related questions - interaction includes following operating room protocols, but does not include crossing the sterile field or patient interactions. Conform with all Healthcare Facility/Operating Room compliance standards.

Administrative & Other

Organize and manage information utilizing CRM or related tool as directed. Maintain current records and administrative duties, including sales reporting, forecasting, inventory and expense management Support Surgeon implanter's submission of VAC Documents. Coloplast employees are required to conduct business to the highest ethical and professional standards; comply with applicable laws and regulations, the Advamed Code of Ethics on Interactions with Healthcare Professionals, and company policies. Other duties as assigned.

Basic Qualifications

Bachelor's degree required +1 year successful medical experience preferably in medical device marketing, sales or service Ability to be on time and prepared for each case deployed every time Ability and willingness to travel domestically and overnight (up to 50%) Proficient in Microsoft Office applications including Word, Excel, and PowerPoint 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 driver's license, as driving will be required for this position

Preferred Qualifications

Urology background and/or implantable device case coverage or sales Strong interpersonal and customer service skills Strong analytical, oral, and written communication skills High attention for detail and excellent follow through Knowledge of current and new industry trends, technologies, competitors, and place in the market Pro-active; high-performance and results oriented Ability to work independently Demonstrate effective time management skills with administrative capabilities Ability to adapt and willingness to change Ability to consistently work, manage, and lead with ethical integrity Excellent written and verbal communication skills with the ability to listen, articulate, and advocate Personifies Coloplast Mission, Values, and Vision as well as Coloplast Leadership Principles

Compensation

The compensation range for this position is $120,000 - $190,000. Actual compensation is influenced by a variety of factors including but not limited to skills, experience, qualifications, and geographic location. Hired candidates may be eligible to receive additional compensation in the form of bonuses and/or incentives.