Territory Manager (Continence Care) - Atlantic Canada

Job Function Summary

 Coloplast has an exciting opportunity for a Territory Manager to join our growing team.

You will be responsible for achieving territory sales objectives through sales activities and marketing programs that strengthen and cultivate business partnerships with key decision makers, provide product support and services to new and existing customers, and ultimately drive Coloplast market share and sales growth.  The Territory Manager should personify Coloplast’s Mission, Values and Vision, and act as a brand ambassador for Coloplast. The Territory Manager reports to the National Sales Manager for Continence Care.

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 in Continence Care product areas.
• Develop and implement strategies to maximize territory and company objectives, including analyzing key sales and marketing data to determine the most impactful 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 sales process with all targeted accounts achieving/exceeding the annual minimum required contract commitments.
• Develop and implement an annual business plan that is aligned with the company’s strategic priorities.

Selling Skills

• Demonstrates consultative selling skills to uncover customer strategy and presents value proposition including financial and clinical impact.
• Maintain, prioritize and communicate active target account list and sales pipeline for territory.
• 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: national accounts, key accounts, and local contracts; marketing programs; brand initiatives; educational materials; and sales reports.
• 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 at all levels with key decision makers, clinicians, end users and professional associations 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.
• Partner with internal and external stakeholders to maintain Coloplast’s leadership position.

Clinical Knowledge

• 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 to better understand, support and grow assigned territory (i.e. end user meetings, trade shows, clinician conferences).

Territory Manager Standards

• Meet all Territory Manager Standards for customer service, external and internal responsiveness, territory administration and behavior.
• Work collaboratively with all Coloplast personnel.
• Track, organize and update information utilizing CRM tool as directed.
• Maintain current records, Coloplast property and sample inventory.
• Complete all required administrative duties (i.e. sales reporting, target account lists, expense management, etc.)
• Complete other projects and requests as assigned.
• Complete a minimum of 25 sales calls per week.
• Use no more than 0.5 administrative day per week.
• Travel within the territory and may include other locations for the purposes of internal meetings and other initiatives.

Basic Qualifications

• Bachelor’s Degree preferred.
• Minimum 3 years successful, documented sales experience in the med-tech industry, calling on health care providers.
• Prefer experience selling for a manufacturer or distributor of medical devices, medical disposables, or pharmaceuticals.
• Strong interpersonal and relationship building skills.
• High attention to detail and follow-through.
• Exceptional communication, presentation and listening skills.
• Proficient in Microsoft Office applications, including: Word, Excel and PowerPoint.
• 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 that meet the access requirements of each healthcare facility or system.
• 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, the Advamed Code of Ethics on Interactions with Healthcare Professionals, and company policies.