Territory Manager (Continence Care - Veteran Affairs) - Northwest

Territory Manager (Continence Care - Veteran Affairs) - Northwest

Location : Seattle, WA, US

Below, you will find a complete breakdown of everything required of potential candidates, as well as how to apply Good luck.

Job Family : Sales

Country / Region : United States

The Continence Care VA Specialist 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 VA Specialist 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.
• 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.
• Ensure timely advancement of the sale process with all targeted accounts achieving / exceeding the annual minimum required contract commitments.
• Understand Financial Business Models and conduct cost / benefit analysis.

Selling Skills :

• Demonstrate consultative selling skills to uncover customer strategy and present value proposition including clinical impact.
• Plan 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 FSS and MSPV 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.
• Attend industry related meetings / events for business development opportunities.

Administrative :

• Organize and manage information utilizing CRM tool as directed.
• Maintain current records and administrative duties, including sales reporting and expense management.

Essential Qualifications :

• Minimum 3 years of successful sales experience in the medical field strongly preferred.
• Successful sales experience within the VA Health System.
• Willingness and ability to travel, including overnight 50% to 70% travel.
• Clinical training and / or background is preferred.
• 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.
• Employees must possess a valid driver’s license, as driving will be required for this position.

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.

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