Territory Manager; CC- Albany

Job Description

This is a field-based sales role 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 rep will focus on the Continence Care line of products.

• Self-Cath, Speedicath, Conveen, Sure Cath, Freedom, Peristeen, Manhood.

• Must have a 4 year degree
• Must live in the territory
• Minimum 3 years of successful sales experience in the medical field strongly preferred
• Willingness and ability to travel within the territory and overnight for meetings -- 25-30%
• 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 Power Point
• Demonstrate effective time and territory management skills, administrative capabilities and effective written and oral communication capabilities
• Personifies Coloplast Mission and Values

• 3+ years successful medical sales experience
• Experience in hospital/acute care is preferred
• Current relationships in the market is preferred
• Prior B2B sales experience is a plus
• Experience working with long or complex sales cycles
• Experience working in a consultative sales role
• Strong interpersonal and relationship building skills
• High attention for detail and follow through
• Exceptional listening skills
• Hunter mentality
• High sense of urgency
• Entrepreneurial spirit
• High degree of business acumen
• Passionate, motivated and enthusiastic
• A confident approach and will not take NO for an answer
• Driven to win
• Demonstrates effective time and territory management skills, administrative capabilities and effective written and oral communication capabilities
• An excellent track record of success with top 25% sales rankings
• Proficient in Microsoft Office applications including Word, Excel and Power Point

• 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, understands 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

• 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

• 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

• 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 ie UOA meetings, trade shows, WOCN meetings

• Organize and manage information utilizing CRM tool as directed
• Maintains current records and…