Territory Manager (Continence Care) - Richmond, VA

Territory Manager (Continence Care) - Richmond, VA

Location: Richmond, VA, 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. Candidates residing in Williamsburg, Newport News, Virginia Beach and Norfolk will also be considered.

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.