Sales Territory Manager

Sales Territory Manager

The Territory Manager is responsible for working with the Area Sales Manager, Patient Care Services (PCS) Representatives, and Doctor's offices to facilitate sales growth as well as efficient insurance authorizations and placements for DJO's products. The Territory Manager will also partner closely with the other Territory Managers in his/her geographical area to learn the Bone Growth Stimulator business and assist with identifying and cultivating potential customers and closing business. A key component of this role pertains to servicing customers. This includes fitting patients and following up with Health Care Providers on the status of patients.

Key Responsibilities:

• Partners with members of the Team in all aspects of the sales call pattern, including but not limited to, covering accounts in the assigned territory, promotion of the products in assigned accounts, managing inventory, and, as he/she learns and grows, beginning to convert customers to DJO.
• Sales Support? Partners with the Team and organization to meet and exceed business targets (quotas). Responsible for keeping the Team informed of all sales related activity, market trends, and competitor activity within the territory. Coordinates daily/weekly scheduling to ensure proper coverage of patient appointments and physicians and clinicians calls.
• Sales Activity? Assists Area Sales Manger in identifying and qualifying potential sales leads. Introduces the Company's products to potential customers. Cultivates customer relationships by initiating contact with surgeons, physicians, therapists, and other device users. Partners with Area Sales Manager on inventory management and building of proper inventory levels and sets to meet customer needs.
• Product Knowledge? Following product training, tailors DJO's promotional message based upon knowledge of the customer, advises on appropriate product selection, answers customer questions about product functionality and distinguishes DJO products from those of DJO's competitors. Provides education to patients on the application, use, care, and expected outcome for CMF products as indicated by the physician instructions and manufacturer recommendations. Delivers, sets up, instructs, and educates patients on the safe and appropriate use of CMF products at medical facilities or private residences. Assists with equipment delivery, set-up, follow-up, and service as needed.
• Administrative? Coordinates, prepares, gathers and submits accurate paperwork required for insurance billing in a timely manner. Obtains accurate insurance information to be used for verification and pre-authorization, when appropriate. Processes all patient documentation daily, ensuring that claims are accurate, timely and fully documented. Follows up on all open accounts, maintaining thorough chronological records on each patient account.
• Compliance? Demonstrates commitment to the DJO Compliance & Ethics Program, the DJO Code of Conduct, the DJO Sales and Marketing Code of Conduct, the AdvaMed Code of Ethics, and all supporting and applicable regulations, policies and procedures. Treat Protected Health Information (PHI) with the strictest confidentiality in accordance with HIPAA standards. Acquires a basic understanding of the field to include regulatory compliance issues and adhere to these guidelines. Other duties as assigned.

Minimum Basic Qualifications:

• High proficiency in MS Office required. High School Diploma or GED required. Bachelor's Degree in Business, Marketing, or related healthcare field preferred. Must possess a valid Driver's License and current automobile insurance. Must be able to relocate in the specified geography upon assignment to Territory Manager role. Must be willing to remain in the Sales Associate role for a minimum of one year.
• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public. Technical Skills Demonstrates necessary eagerness to acquire necessary technical knowledge, skills and judgment to serve customer needs and accomplish goals. Assesses own strengths and weaknesses. Pursues training and development opportunities. Strives to continuously build knowledge and skills.
• Quality Management Demonstrates attention to detail. Looks for ways to improve and promote quality. Demonstrates accuracy and thoroughness. Communicates changes and progress.
• Analytical and Mathematical Skills Synthesizes complex or diverse information. Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.
• Written Communication Writes clearly and informatively. Varies writing style to meet needs. Able to read and interpret written information. Ability to write reports, business correspondence, and procedure manuals.
• Verbal Communication Speaks clearly and persuasively in positive or negative situations. Listens and gets clarification.
• Interpersonal Skills Ability to work with co-workers and customers, both internal and external, of all levels. Ability to professionally interact and build constructive and effective relationships. Ability to effectively interface with others on behalf of the organization.
• Problem Solving Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form. Gathers and analyzes information skillfully. Develops alternative solutions. Uses reason even when dealing with emotional topics.
• Decision Making Exhibits sound and accurate judgment. Includes appropriate people in decision-making process. Identifies and resolves problems in a timely manner.
• Adaptability Embraces and adapts to change and demonstrates a willingness to learn. Ability to respond quickly to change, and to prioritize actions to meet customer needs.
• Collaboration and Teamwork Works collaboratively and cooperatively with teams cross-functionally. Energetic and willingness to work closely with all team members to achieve success.
• Business Acumen Understands business implications of decisions. Develops a strong grasp of business concepts and related issues. Shows understanding of issues relevant to organization. Keeps up to date with current practices and trends. Develops and uses cross functional knowledge.
• Customer Orientation Demonstrates a keen understanding of various customers' (internal or external) needs and utilizes a variety of resources to provide solutions and a compelling value proposition.
• Computer Skills Proficient computer system based tools including Microsoft Office applications, e-mail, web browsers and spreadsheet software. Experience with Salesforce.com preferred.

Travel Requirements:

• Must be able to travel up to 25% of the time. Considerable time spent traveling in car. Must be willing to travel to various locations upon request, using own transportation. Travel may be a routine or scheduled, or may change from day to day.

Creating better together. It's the Enovis purpose, and it's what drives us and empowers us every day on a global scale. We know that the power to create better for our customers, our team members, and our shareholders begins with having the best team, pursuing common goals, operating at the highest levels, and delivering extraordinary outcomes.

We offer a comprehensive benefits package that includes:

• Medical Insurance
• Dental Insurance
• Vision Insurance
• Spending and Savings Accounts
• 401(k) Plan
• Vacation, Sick Leave, and Holidays
• Income Protection Plans
• Discounted Insurance Rates
• Legal Services

EQUAL EMPLOYMENT OPPORTUNITY Enovis provides equal employment opportunities based on merit, experience, and other work-related criteria without regard to race, color, ethnicity, religion, national origin, sex, age, pregnancy, disability, veteran status, or any other status protected by applicable law. We also strive to provide reasonable accommodation to employees' beliefs and practices that do not conflict with Enovis policies and applicable law. We value the unique contributions that every employee brings to their role with Enovis.