Territory Manager; Continence Care - Upstate

Territory Manager (Continence Care) – Rochester, NY

Location:

Rochester, NY, US

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 also residing in Syracuse, NY or Buffalo, NY will be considered.

• Effectively engage all targeted accounts and develop a clear 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.
• Understand customers’ environment, key decision makers, issues, concerns, challenges and opportunities for Coloplast.
• Ensure timely advancement of the sale process with all targeted accounts achieving or exceeding the annual minimum required contract commitments.
• Understand financial business models and conduct cost/benefit analysis.

• Demonstrate consultative selling skills to uncover customer strategy and present a value proposition including financial and clinical impact.
• Plan daily call routine to ensure appropriate coverage of key accounts given sales time allocation, sales potential, geographical location, and development of sales process.
• Utilize all available tools to maximize sales growth including GPO and IDN contracts, marketing directives, sales reports and educational materials.
• Stay knowledgeable of competitive activity and sales volume in each targeted account.

• Retain and grow business within the current customer base by identifying opportunities and helping formulate sales strategies.
• Develop and maintain long‑term relationships that lead to increased use of products within target accounts.
• Develop and maintain productive cross‑functional relationships to share knowledge and leverage synergies within the organization.

• Clear understanding of clinical and technical product knowledge.
• Strong understanding of competitive activity, products and current market trends and industry information.
• Attend industry‑related meetings/events for business development opportunities such as UOA meetings, trade shows and WOCN meetings as required.

• Organize and manage information using CRM tools as directed.
• Maintain current records and perform sales reporting and expense management.

• Preferred:
  Bachelor’s degree 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% to 50%.
• Valid driver’s license required.
• Expectations to meet healthcare customers in person; credentialing requirements must be met.
• Compliance with ethical standards, laws, regulations and Coloplast policies.

• Strong interpersonal and relationship‑building skills.
• High attention to detail and follow‑through.
• Exceptional listening skills.
• Proficiency in Microsoft Office applications (Word, Excel, PowerPoint).
• Effective time and territory management skills, administrative capabilities and written and oral communication.
• Personifies Coloplast Mission and Values.

• Health and wellness: comprehensive medical, dental, and vision insurance; wellness programs; mental health resources; paid leave and generous parental leave.
• Financial security: competitive 401(k) plan with matching, financial planning services, and corporate discount programs.
• Work‑life balance: generous paid time off, flexible work hours and arrangements.
• Professional development: continuous learning, career advancement training, mentorship, and tuition reimbursement.
• Recognition and rewards: peer recognition, bonuses, awards, and special events.
• Community and culture: supportive environment, team‑building and volunteer opportunities,…