Territory Manager (CC)- Boston

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: $85-90k
Variable: $65k

$150-155k 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: Boston, including Worcester, north and south shore MA + RI
• Acceptable Candidate Location: Between Boston and Providence is ideal