Territory Manager (Wound Care) - Indianapolis

Job Function Summary:

The Wound Care Territory Manager 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 Territory Manager will target acute care customers by selling and servicing Coloplast's portfolio of skin care product lines.

Major Areas of Accountability:

Business Acumen

• Able to develop and execute on sound account level strategies.
• Able to analyse and interpret multiple sources of data when accessing sales and customer performance.
• Can position Coloplast value proposition to customer’s financial value drivers beyond Price.
• Can create a basic spreadsheet; using formulas, formatting, sorting, etc. in order to efficiently and effectively analyze customer spend and usage data.
• Knowledgeable of competitive activity and sales volume in each targeted account

Selling Skills:

• Strong desire to gain new customers and build a business from a small market share position.
• Critically think and build questions to uncover unrecognized problems or needs.
• Able to position products to specific situations, matching it to patient, clinician, and account needs.
• Able to create consensus from multiple stakeholders in an account.
• Can communicate, with impact, in individual and group settings; using verbal and/or visual platforms; such as Powerpoint, ShowPad, etc.
• Plans daily call routine to ensure appropriate coverage of key accounts given sales time allocation, sales potential, geographical location, development of sales process, etc.

Relationship Building:

• Develop and maintain long-term business relationships that lead to stable or increasing use of products within target accounts.
• Demonstrable ability to build trust with stakeholders and be viewed as a resource for the account.
   

Clinical Knowledge and Self Development:

• Clear ability to communicate clinical and technical product knowledge; can make the complex simple.
• Has a strong aptitude and ability to read, analyze, and communicate clinical information found in clinical studies, trade journals, and company provided marketing materials.
• Strong understanding of competitive activity and products as well as knowing current market trends and industry information.
• Proactively reads industry journals and articles to remain current on clinical practices.
• Viewed as an active learner; constantly seeking new and progressive techniques, through multiple platforms, to improve their skills.

Administrative:

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

Essential Qualifications:

• Bachelor’s degree required
• Successful track record in selling in the hospital environment and specifically to large IDNs.
• Minimum 3 years of successful sales experience in the medical field strongly preferred
• Willingness and ability to travel, including overnight 10% - 25%
• 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.

Required Knowledge, Skills and Abilities:

• Behavior consistent with the Coloplast Mission, Vision and Values.
• Personally, motivated to overachieve.
• Is genuinely interested in the customer; that interest, subsequently inspires effective questioning.
• Regularly needs to see results of efforts compared to peers and competitors.
• Self-starter who can navigate through a sales process with limited account information and minimal guidance.