Territory Manager (Continence Care) - Detroit, MI

Territory Manager (Continence Care) - Detroit, MI

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

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 by selling and servicing Coloplast's portfolio of Continence 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, understand 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:

• Bachelor's degree is highly preferred with 3+ years of med tech sales experience, OR 2-year associate degree with 5+ years of med tech sales experience, OR 7+ years of med tech sales experience.
• 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 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.
• 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.

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.
• Personifies Coloplast Mission and Values.

At Coloplast, we believe in recognizing and rewarding the contributions of our employees. Our total rewards package is designed to support your well-being, foster your professional growth, and ensure a healthy work-life balance.