Smith & Nephew
ENT Territory Manager ( Dallas, Texas )
Smith & Nephew, Dallas, TX, United States
Life Unlimited. At Smith+Nephew we design and manufacture technology that takes the limits off living.
Reporting to a Director of Sales, the ENT Territory Manager is responsible for annually exceeding the assigned territory sales quota and growing the collective ENT business, within a defined geographical area by effectively selling Smith & Nephew's ENT products and services. The position requires the ability to target and onboard competitive customers, introduce new therapies across a variety of sites of care and understand the economic environment in which customers make buying decisions.
What will you be doing?
New Customer Acquisition: The territory manager must have: the ability to formulate and articulate mutually beneficial strategies to potential customers. A core responsibility of the territory manager is to build on the current territory customer base by successfully converting surgeons from competitive products through proficient utilization of all company assets (clinical, marketing, sales and reporting tools) to aid in the customer conversion experience.
Maintenance of Core Business: Protection of current business and maintenance of accounts on a regular cycle is vital to the long-term health of the territory. Conducting annual business reviews with customers and at minimum, quarterly analysis and calibration of the territory business plan with the DOS is critical to minimizing erosion and competitive losses. To be competitive, the TM must be able to demonstrate resilience and determination in difficult and complex selling environments.
Growth Within Current Accounts/Customers: The TM must have the ability to identify opportunities to expand usage of S+N ENT products to additional surgeons within active accounts. Consistently operating with integrity and delivering "best in class" service are essentials to laying the groundwork for growth within existing accounts.
Product/Procedure and Clinical Expertise: The territory manager is expected to be an expert regarding all S+N ENT products - to include the technical features of each product, the clinical basis for use and the competitive advantages and disadvantages vs. products and modalities currently in use. Additionally, the TM will fully understand all relevant anatomy, surgical techniques and product advantages and limitations to be a valuable resource and consultant in the clinical environment. Experience in clinically supporting cases in awake patient environments is preferred. The TM must have the ability to digest clinical data and disseminate it to a surgical audience effectively.
Selling Skills: The territory manager should be able to fully integrate the Smith+Nephew sales model, including Challenger, with existing selling style and experience. The TM should also the ability to manage sales opportunities from identification, to close, to maintenance and growth. Strategically navigating the hospital purchasing process and experience with successfully selling in to IDN's are essential. The TM will also provide support to peers, management and marketing as needed in a team environment.
What will you need to be successful?
The actual base pay offered to the successful candidate will be based on multiple factors, including but not limited to job-related knowledge/skills, experience, geographical location, and internal equity. It is not typical for an individual to be hired at the high end of the range for their role at Smith + Nephew.
Compensation decisions are dependent upon the facts and circumstances of each position and candidate.
All field sales and or marketing professionals that are required to gain entry into healthcare facilities to perform the basic remit of their role, must successfully complete our credentialling process, which often includes COVID 19 vaccine management.
You. Unlimited
We believe in creating the greatest good for society. Our strongest investments are in our people and the patients we serve.
Inclusion, Diversity and Equity- We are committed to welcoming, Celebrating and Thriving on Diversity, Learn more about Employee Inclusion Groups on our website (https://www.smith-nephew.com/ ).
Other reasons why you will love it here!
#LI-LS2
#LI- REMOTE
Smith+Nephew provides equal employment opportunities to applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability.
Stay connected and receive alerts for jobs like this by joining our talent community.
We're more than just a company - we're a community! Follow us on LinkedIn to see how we support and empower our employees and patients every day.
Check our Glassdoor page for a glimpse behind the scenes and a sneak peek into You. Unlimited., life, culture, and benefits at S+N.
Explore our new website and learn more about our mission, our team, and the opportunities we offer.
Reporting to a Director of Sales, the ENT Territory Manager is responsible for annually exceeding the assigned territory sales quota and growing the collective ENT business, within a defined geographical area by effectively selling Smith & Nephew's ENT products and services. The position requires the ability to target and onboard competitive customers, introduce new therapies across a variety of sites of care and understand the economic environment in which customers make buying decisions.
What will you be doing?
New Customer Acquisition: The territory manager must have: the ability to formulate and articulate mutually beneficial strategies to potential customers. A core responsibility of the territory manager is to build on the current territory customer base by successfully converting surgeons from competitive products through proficient utilization of all company assets (clinical, marketing, sales and reporting tools) to aid in the customer conversion experience.
Maintenance of Core Business: Protection of current business and maintenance of accounts on a regular cycle is vital to the long-term health of the territory. Conducting annual business reviews with customers and at minimum, quarterly analysis and calibration of the territory business plan with the DOS is critical to minimizing erosion and competitive losses. To be competitive, the TM must be able to demonstrate resilience and determination in difficult and complex selling environments.
Growth Within Current Accounts/Customers: The TM must have the ability to identify opportunities to expand usage of S+N ENT products to additional surgeons within active accounts. Consistently operating with integrity and delivering "best in class" service are essentials to laying the groundwork for growth within existing accounts.
Product/Procedure and Clinical Expertise: The territory manager is expected to be an expert regarding all S+N ENT products - to include the technical features of each product, the clinical basis for use and the competitive advantages and disadvantages vs. products and modalities currently in use. Additionally, the TM will fully understand all relevant anatomy, surgical techniques and product advantages and limitations to be a valuable resource and consultant in the clinical environment. Experience in clinically supporting cases in awake patient environments is preferred. The TM must have the ability to digest clinical data and disseminate it to a surgical audience effectively.
Selling Skills: The territory manager should be able to fully integrate the Smith+Nephew sales model, including Challenger, with existing selling style and experience. The TM should also the ability to manage sales opportunities from identification, to close, to maintenance and growth. Strategically navigating the hospital purchasing process and experience with successfully selling in to IDN's are essential. The TM will also provide support to peers, management and marketing as needed in a team environment.
What will you need to be successful?
- Education: BA or BS degree (or equivalent work experience)
- Experience: 3+ years of medical device/pharma sales experience is required
- Business Acumen: Must have a good understanding of the customer's business and therefore will be able to present solutions in accordance with their business goals. The TM needs to have a basic understanding of reimbursement components and cycles so that they can guide customers to the right resources for support. Excellent organization, time management and the ability to balance field and administrative work are essential.
- License: Valid State Drivers license
- Travel Requirements: Up to 75% to the following locations including, but not limited to (Dallas, Frisco, Plano, McKinney, Tyler, Paris, Longview, Sulfur Springs).
The actual base pay offered to the successful candidate will be based on multiple factors, including but not limited to job-related knowledge/skills, experience, geographical location, and internal equity. It is not typical for an individual to be hired at the high end of the range for their role at Smith + Nephew.
Compensation decisions are dependent upon the facts and circumstances of each position and candidate.
All field sales and or marketing professionals that are required to gain entry into healthcare facilities to perform the basic remit of their role, must successfully complete our credentialling process, which often includes COVID 19 vaccine management.
You. Unlimited
We believe in creating the greatest good for society. Our strongest investments are in our people and the patients we serve.
Inclusion, Diversity and Equity- We are committed to welcoming, Celebrating and Thriving on Diversity, Learn more about Employee Inclusion Groups on our website (https://www.smith-nephew.com/ ).
Other reasons why you will love it here!
- Your Future: 401k Matching Program, 401k Plus Program, Discounted Stock Options, Tuition Reimbursement
Work/Life Balance: PTO, Paid Holidays, Flex Holidays, Paid Community Service Day - Your Wellbeing: Medical, Dental, Vision, Health Savings Account (Employer Contribution of $500+ annually), Employee Assistance Program, Parental Leave, Fertility and Adoption Assistance Program
- Flexibility: Hybrid Work Model (For most professional roles)
- Training: Hands-On, Team-Customized, Mentorship
- Extra Perks: Discounts on fitness clubs, travel and more
#LI-LS2
#LI- REMOTE
Smith+Nephew provides equal employment opportunities to applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability.
Stay connected and receive alerts for jobs like this by joining our talent community.
We're more than just a company - we're a community! Follow us on LinkedIn to see how we support and empower our employees and patients every day.
Check our Glassdoor page for a glimpse behind the scenes and a sneak peek into You. Unlimited., life, culture, and benefits at S+N.
Explore our new website and learn more about our mission, our team, and the opportunities we offer.