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The Territory Manager is responsible for achieving territory sales objectives through sales activities which include cultivating business partnerships with key decision makers, product in-services, driving market share and sales growth. The Territory Manager will target acute & chronic care customers by selling and servicing Coloplast's portfolio.
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Major Areas of Accountability:
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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 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
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, 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.
Administrative:
- Organize and manage information utilizing CRM tool as directed
- Maintains current records and administrative duties, including sales reporting and expense management
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Essential Qualifications:
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- Bachelor degree of Science in Nursing, Pharmacy or Bioscience is required
- Minimum 3 years of successful sales experience in the medical device, urology and/or incontinence care experience is a plus.
- Willingness and ability to travel.
- Employees must possess a valid driver’s license, as driving will be required for this position.
- Coloplast employees are required to conduct business to the highest ethical and professional standards; comply with applicable laws and regulations on Interactions with Healthcare Professionals, and company policies.
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Required Knowledge, Skills and Abilities:
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- 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, effective written and oral communication capabilities
- Personifies Coloplast Mission and Values
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Coloplast is one of the world’s leading suppliers of healthcare products and services, specializing in ostomy care, continence care, wound & skin care, and urology care. Coloplast’s vision is meeting users’ needs and moving care forward through understanding individuals.
www.coloplast.com
Our mission is to make life easier for people with intimate healthcare needs. This requires both an understanding of their medical challenges and the many other concerns that impact their lives. These can be related to social situations, travel, work, intimacy, exercise or just a trip to the shops. We gain this understanding by listening to them and to nurses and specialists who care for them. It is what inspires us and enables us to deliver the products and services that can make a difference.
In GCC we are expanding in a transformational way fuelled by new launches and new programs, leading the way in care & technology.
Pursuing an ambitious growth agenda, Coloplast develops and markets products and services that make life easier for people with intimate healthcare needs. Employing about 16.000 people and with products available in more than 143 countries, we are one of the world´s leading medical device companies. We are constantly growing our business and always looking for new ways to move forward – we explore, learn and look for new ways of doing things.
Coloplast is committed to being an inclusive organization, where people bring their differences to work each day, fulfil their potential and have a strong sense of belonging because – and not despite – of their differences. We therefore encourage all qualified candidates to apply regardless of gender, age, race, nationality, ethnicity, sexual orientation, religious belief or physical ability.
Visit us on Coloplast.com.
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