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Sales Territory Executive

2 months ago

Halifax, Nova Scotia, Canada Coloplast Full time

Job Function Overview

Coloplast presents an exciting opportunity for a Sales Territory Executive to contribute to our expanding operations.

The successful candidate will be tasked with meeting territory sales goals through strategic sales initiatives and marketing efforts that enhance and nurture business relationships with key stakeholders. This role involves providing product assistance and services to both new and existing clients, ultimately aiming to boost Coloplast's market presence and sales performance. The Sales Territory Executive is expected to embody Coloplast's Mission, Values, and Vision, serving as a representative of the brand. This position reports to the National Sales Manager for Continence Care.

Key Responsibilities

Business Insight

Proactively engage with all targeted accounts while formulating and executing a comprehensive plan to meet overall territory sales targets in Continence Care product lines. Create and implement strategies to optimize territory and organizational goals, including analyzing critical sales and marketing metrics to identify the most significant opportunities within the territory. For each targeted account, gain a thorough 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 timely progression of the sales process with all targeted accounts, achieving or surpassing the annual minimum required contract commitments. Develop and execute an annual business strategy that aligns with the company's strategic objectives.

Sales Proficiency

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

Relationship Development

Retain and expand business within the existing customer base by identifying opportunities and assisting in the formulation of sales strategies. Build and sustain long-term relationships at all levels with key decision-makers, clinicians, end-users, and professional organizations to enhance product utilization within target accounts. Foster productive cross-functional relationships to share insights and leverage synergies within the organization. Collaborate with internal and external partners to uphold Coloplast's leadership status.

Clinical Expertise

Possess a clear understanding of clinical and technical product knowledge. Maintain a strong awareness of competitive activities and products, along with current market trends and industry insights. Attend industry-related events as necessary to enhance understanding, support, and grow the assigned territory (e.g., end-user meetings, trade exhibitions, clinician conferences).

Sales Executive Standards

Adhere to all Sales Executive Standards for customer service, responsiveness, territory management, and professional conduct. Collaborate effectively with all Coloplast personnel. Organize and update information using the CRM tool as directed. Maintain accurate records, Coloplast assets, and sample inventory. Complete all required administrative tasks (e.g., sales reporting, target account lists, expense management). Undertake 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 and potentially to other locations for internal meetings and initiatives.

Essential Qualifications

Bachelor's Degree preferred. Minimum of 3 years of proven sales experience in the medical technology sector, engaging with healthcare providers. Preferably experience in sales for a manufacturer or distributor of medical devices, disposables, or pharmaceuticals. Strong interpersonal and relationship-building capabilities. High attention to detail and commitment to follow-through. Excellent 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; therefore, completion of credentialing requirements that meet the access standards of each healthcare facility is necessary. A valid driver's license is required, as driving will be part of this role. Coloplast employees are expected to conduct business with the highest ethical and professional standards, complying with applicable laws and regulations, the Advamed Code of Ethics on Interactions with Healthcare Professionals, and company policies.

Coloplast is committed to fostering an inclusive environment where individuals can bring their unique perspectives to work each day, realize their potential, and feel a strong sense of belonging. We encourage all qualified candidates to apply, regardless of gender, age, race, nationality, ethnicity, sexual orientation, religious belief, or physical ability.