Territory Manager (CC)- Southwest

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Company: FloodGate Medical

Location: Medical Lake, WA 99022

Description:

  • The Continence Care VA Specialist 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 VA Specialist will target key customers by selling and servicing Coloplast's portfolio of Continence Care products.
    Products
    • Luja, Self-Cath, Speedicath, Conveen, SureCath, Freedom, Peristeen, Manhood.

    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
    • Develop and implement strategies to maximize territory and company objectives, including analyzing key sales and marketing data to determine the most leverageable 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 sale 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 clinical impact
    • 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 FSS and MSPV contracts, marketing directives, sales reports and educational materials
    • 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
    • Develop and maintain long-term relationships 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 and Self Development:
    • 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 for business development opportunities i.e. AUA meetings, trade shows, SGSU, PVA and VA Education Days, etc.

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

    Essential Qualifications:
    • Bachelors degree required
    • Minimum 3 years of successful sales experience in the medical field strongly preferred
    • Successful sales experience within the VA Health System
    • Willingness and ability to travel, including overnight - 50% to 70% travel
    • Clinical training and/or background is preferred
    • 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
    • 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:
    • Strong Interpersonal and relationship building skills
    • High attention for detail and follow through
    • Exceptional listening skills
    • Proficient in Microsoft Office applications including Word, Excel and PowerPoint
    • Demonstrate effective time and territory management skills, administrative capabilities and effective written and oral communication capabilities
    • Personifies Coloplast Mission and Values

    Compensation Information:
    Base: $85-95k
    Variable: $65k
    $150-160k at plan
    Additional Benefits:
    • Car Package: Company car is included, but could also do car allowance
    • Fuel: Yes - company card
    • Expenses: Yes - company card
    • Health benefits: Medical/Dental/Vision
    • Additional benefits: Basic Life and Accidental Death & Dismemberment (AD&D), Short-Term Disability Coverage, Long-Term Disability Coverage, Employee Assistance Program (EAP), Tuition Reimbursement, Health Advocacy Solution, Optional Benefits Programs, Pre-Paid Legal Services, Group Term Life Insurance, Accident Insurance, Critical Illness Insurance, Hospital Indemnity Insurance
    • 401K: 100% of your contribution up to 3%, and 50% of the next 2% of your deferral. The maximum match is 4%


Location

Territory Parameters: SW- CA, AZ, NM, West TX

Acceptable Candidate Location: San Diego or Los Angeles, CA- within an hour of the airport

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