Territory Manager (OC)- DC

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. In this role, you will target key customers by selling and servicing Coloplast's portfolio of Ostomy Care products.

Products

• This rep will focus on 81 different Ostomy Care products for men, women and children

Minimum Requirements

• Minimum 3+ years of successful sales experience
• Must have a 4 year degree
• Must live in the territory
• Willingness and ability to travel, including some overnights
• 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

Ideal Attributes

• 3+ years successful 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 complex/longer 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 ability to close the sale
• 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
• Be located centrally within the territory
• Proficient in Microsoft Office applications including Word, Excel and PowerPoint

Job Requirements

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 analysing key sales and marketing data to determine the most leveragable 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

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 ie 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

Compensation Information

Base: $80-85k

Variable: $65k

Total Comp: $145-150k at plan

Additional benefits:

• Car Package: Company car is included, but could also do car allowance
• Fuel: Yes - company card
• Expenses: Yes - company card
• Health benefits: Medical/Dental/Vision
• Additional benefits: Basic Life and Accidental Death & Dismemberment (AD&D), Short-Term Disability Coverage, Long-Term Disability Coverage, Employee Assistance Program (EAP), Tuition Reimbursement, Health Advocacy Solution, Optional Benefits Programs, Pre-Paid Legal Services, Group Term Life Insurance, Accident Insurance, Critical Illness Insurance, Hospital Indemnity Insurance
• 401K: 100% of your contribution up to 3%, and 50% of the next 2% of your deferral. The maximum match is 4%

Location

• Territory Parameters: DC, northern VA, West to Frederick/Hagerstown MD and south to Fredericksburg VA
• Acceptable Candidate Location: within territory