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Sales Territory Executive

2 months ago

Halifax, Nova Scotia, Canada Coloplast Full time

Overview of the Role

Coloplast presents a compelling opportunity for a Territory Manager to take on a pivotal role within our expanding organization.

In this position, you will be tasked with meeting territory sales goals through strategic sales initiatives and marketing efforts that enhance and nurture business relationships with key stakeholders. Your role will involve providing product assistance and services to both new and existing clients, ultimately contributing to the growth of Coloplast's market presence and sales performance. The Territory Manager is expected to embody Coloplast's Mission, Values, and Vision, serving as a representative of the brand. Reporting directly to the National Sales Manager for Continence Care, you will play a crucial role in our success.

Key Responsibilities

Business Insight

Engage effectively with all targeted accounts while crafting and executing a coherent strategy to meet overall sales objectives in the Continence Care sector. Formulate and implement plans to optimize territory and corporate goals, including analyzing vital sales and marketing metrics to identify the most significant opportunities within the territory. Develop a comprehensive understanding of the customer's landscape, including identifying clinical, financial, and other key decision-makers, as well as their primary concerns and opportunities for Coloplast. Ensure the timely progression of the sales process with all targeted accounts, achieving or surpassing the required annual contract commitments. Create and execute an annual business strategy that aligns with the organization's strategic goals.

Sales Proficiency

Exhibit consultative selling techniques to uncover customer strategies and present value propositions, including financial and clinical benefits. Maintain, prioritize, and communicate an active list of target accounts and sales pipeline for the territory. Strategically plan daily activities to ensure adequate coverage of key accounts based on sales time allocation, potential, geographical factors, and sales process development. Leverage all available resources to enhance sales growth, including national accounts, key accounts, local contracts, marketing initiatives, brand strategies, educational resources, and sales analytics. Stay informed about competitive actions and sales performance within each targeted account.

Relationship Development

Retain and expand business within the existing customer base by identifying opportunities and formulating effective sales strategies. Build and sustain long-term relationships with key decision-makers, clinicians, end-users, and professional organizations to promote increased product utilization within target accounts. Foster productive cross-functional relationships to share insights and leverage organizational synergies. Collaborate with internal and external partners to uphold Coloplast's leadership in the market.

Clinical Expertise

Possess a solid understanding of clinical and technical product knowledge. Maintain a strong awareness of competitive products and current market trends. Attend industry-related events as necessary to enhance understanding and support growth within the assigned territory.

Standards for Territory Managers

Adhere to all standards for customer service, responsiveness, territory management, and professional conduct. Collaborate effectively with all Coloplast personnel. Organize and update information using CRM tools as directed. Maintain accurate records, Coloplast assets, and sample inventory. Complete all necessary administrative tasks, including sales reporting and expense management. Fulfill additional projects and requests as assigned. Conduct a minimum of 25 sales calls weekly. Limit administrative tasks to no more than 0.5 days per week. Travel within the territory as required for internal meetings and initiatives.

Essential Qualifications

Bachelor's Degree preferred. A minimum of 3 years of proven sales experience in the medical technology sector, engaging with healthcare providers. Experience with a manufacturer or distributor of medical devices, disposables, or pharmaceuticals is preferred. Strong interpersonal and relationship-building capabilities. High attention to detail and follow-through. Excellent communication, presentation, and listening skills. Proficient in Microsoft Office Suite, including Word, Excel, and PowerPoint. Candidates must meet healthcare customers in person, necessitating compliance with credentialing requirements for access to healthcare facilities. A valid driver's license is required, as driving is an essential part of this role. Coloplast employees are expected to conduct business with the highest ethical standards, adhering to applicable laws and regulations, as well as company policies.

Coloplast is dedicated to pursuing an ambitious growth strategy, developing and marketing products and services that simplify life for individuals with intimate healthcare needs. With a workforce of approximately [number] and products available in over 143 countries, we are among the world's leading medical device companies. We continuously seek innovative ways to advance our business and explore new methodologies.

Committed to inclusivity, Coloplast values the diverse backgrounds of our employees, fostering an environment where everyone can thrive and feel a sense of belonging.