Territory Sales Manager- Medical Device

Territory Sales Specialist - Tracheostomy | Atos Medical | Remote (Northern California, Oregon, Washington)

Must be within 30-45 miles of a major airport for frequent travel.

Atos Medical is a global leader in neck stoma care—dedicated to improving the lives of people living with laryngectomy and tracheostomy. With origins in Sweden and Germany, both our Laryngectomy and Tracheostomy brands bring decades of expertise and innovation in voice and respiratory care, offering trusted solutions such as the Provox® voice prosthesis and TRACOE tracheostomy products.

As part of the Coloplast Group, we operate in over 90 countries with a shared commitment to clinical excellence, patient support, and high-quality medical devices that help people breathe, speak, and live more comfortably.

This Territory Sales Specialist - Tracheostomy 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. This individual will target key customers by selling and servicing our portfolio of Tracheostomy (Tracoe) products.

• Effectively engage all targeted accounts as well as develop and execute a clear and logical plan to achieve overall territory sales objectives
• Ability to navigate, understand and document hospital internal ordering processes and understand the demand patterns balanced against short term product availability
• Understand the complexities of selling to Integrated Delivery Networks (IDN’s), as well as Group Purchasing Organization (GPO) affiliations and impact on the sales process and sales cycle
• Demonstrates an ability and willingness to understand the US tracheostomy business, and drive significant market share gain from well-established competitors with “minimal” perceived product differentiation
• 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 Atos
• Ensures timely advancement of the sale process with all targeted accounts achieving/exceeding the annual minimum required contract commitments; ability to provide input to National Manager, Tracheostomy on the sales process, key identifiable milestones to progress thru stages, and document the sales cycle (time from identified opportunity to close)
• Understands Financial Business Models and conducts cost/benefit analysis, speed to impact and clinical outcomes impact

• Demonstrates consultative selling skills to uncover customer strategy and presents value proposition including financial and clinical impact
• Plans monthly/weekly/daily call routine to ensure appropriate coverage of key targeted 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 contracts, marketing directives, sales reports and educational materials
• Knowledgeable of competitive activity and sales volume in each targeted account

• 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 existing accounts and potential target accounts
• Develop and maintain productive cross‑functional relationships to share knowledge and leverage synergies within the organization
• Ability to objectively identify Key Opinion Leaders (KOL’s) and key influencers within hospital systems, as well as regional and national reach
• Ability to leverage relationships appropriately to drive company objectives and expand market awareness for Tracoe while driving incremental value for the customers

• Clear “expert” with proficient…