Territory Manager (Continence Care) - Vancouver


Vancouver, British Columbia, CA

Job Family:  Sales
Country/Region:  Canada

Coloplast is looking for an experienced sales leader with experience in the medical device/disposable and/or healthcare field to join our growing organization.


The Territory Manager implements key elements of annual sales and marketing programs related to brand objectives, and develops and implements a territory specific sales action plan. The objective of this role is to Increase sales to meet/overachieve annually established territory sales objectives.  The Territory Manager should personify the Coloplast Mission, Values and Vision, and meet established Territory Manager Standards. The Territory Manager reports to the National Sales Manager for Continence Care.


Major Areas of Accountability

  • Achieve/Overachieve fiscal year sales objectives.
  • Complete objectives related to national sales and marketing programs at the territory level.
  • Implement activities related to quarterly and annual brand initiatives
  • Maintain active target list for territory
  • Weekly activity is consistent with Sales Action Plan and prioritize time spent on focus products and provider-based selling activity.
  • Achieve territory objectives through selling activities including close involvement with key decision makers, customer and professional associations.
  • Use telephone effectively in setting appointments and pre-qualifying sales calls. Check voice mail a minimum of 3 x per day.
  • Respond to customer calls within 24 hrs
  • Pre-call planning demonstrated on all calls.
  • Record post-call results based on pre-call plan
  • Overall strategy developed for each account as per quarterly commitments
  • Structure call patterns to minimize drive time.
  • Identify new potential growth accounts within assigned territory and implement a sales strategies to meet territory sales objectives
  • Promote dealer and distributor growth within the assigned territory by conducting regular business reviews and providing overall service and support
  • Use professional selling skills to achieve objectives
  • Participate in company training programs and meetings
  • Use mail when necessary to deliver literature, samples, etc., to non-targeted accounts or those that do not fit the Sales Action Plan requirements.
  • Keep adequate supply of samples/literature and use monthly sample system to fulfill majority of sample requests.
  • Take active responsibility for continuing self improvement
  • Assure prompt and effective communication with Canadian Sales Manager
  • Respond to requests from the Canadian head office within 24 hours.
  • Communicate via reports and document all competitive local market activity and contract information related to sales volumes within current accounts.
  • Demonstrate success in bundling resulting in contracts with providers for multiple product lines.
  • Work all levels of an account. Identify and involve all Key Decision Maker’s in the decision making process
  • Continually strive to sell to the highest decision maker.
  • Document evaluations and summarize results for customers. They are to and be reviewed with the customer and signed to validate agreement of the outcome. Evaluations are to be conducted less than 30 days, unless approved by Sales Manager.
  • Maintain and report monthly on all active target evaluations
  • Consistently present a positive, constructive attitude in response to goals, challenges, setbacks and changes within the company structure.
  • Professional appearance and conduct reflect the highest standards of Coloplast and the Coloplast Mission and Values.
  • Follow appropriate lines of communication.
  • Participate actively in company training programs as required.
  • Cooperate and employ a team-selling approach and attitude with all Coloplast Sales personnel.
  • Respond to customer requests within 24 hours.
  • Demonstrate thorough product knowledge. Conduct minimum of 30 sales calls per week. Multiple call points within a facility are considered separate calls.
  • Work actively in the field 5 days per week, working a full 8-hour day.
  • Use no more than ½ administrative day per week.
  • Submit all reports and paperwork on time.
  • Submit complete and accurate information on required weekly, monthly reports and other reports requested by the Canadian Sales Manager or, Canadian Office.
  • Reports are legible, complete, informative and accurate.
  • Comply with all Sales Force electronic communication requirements.
  • Replicate data on Lotus Notes server daily
  • Maintain all territory records in an accurate and current manner.
  • Maintain and protect all company assets under his/her control.
  • Complete projects as assigned.
  • Maintain all territory records in an accurate and current manner
  • Maintain sample inventory consistent with quarterly initiatives and programs
  • Communicate information on market trends, competitive activity and other information and ideas that contribute to the overall development of the company
  • Maintain and protect all company assets under his/her control
  • Control territory expense budget
  • Complete projects as assigned


Basic Qualifications

  • Bachelor’s Degree in the Sciences, Business, Nursing
  • Professional Sales course completion
  • Minimum 3 years successful, documented sales experience working with a manufacturer or distributor in Medical Devices or Medical Disposables, calling on health care providers
  • 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



Pursuing an ambitious growth agenda, Coloplast develops and markets products and services that make life easier for people with intimate healthcare needs. Employing about 14,000 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.


Visit us on Coloplast.com.

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Coloplast is committed to a policy of Equal Employment Opportunity (EEO) which means we employ and promote individuals based on their merits, regardless of race, color, religion, sex, national origin, age, disability, veteran status, pregnancy, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status, status with regards to public assistance or any other protected classification.