Territory Manager

3 weeks ago

Vancouver, Canada Coloplast Full time

**Location**:
Vancouver, British Columbia, CA

**Job Family**: Sales

**Country/Region**: Canada

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.

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 Ostomy 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
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
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
Promote growth with key retail / distributor customers; conduct regular business reviews and provide overall service and support
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

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

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

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 in this role are required to be fully vaccinated for COVID 19, meaning that 14 days have passed since they received the last shot, and maintain the effectiveness of their vaccination (e.g., obtain booster vaccinations) as may be required to maintain access to healthcare facilities or systems

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

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