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The Interventional Urology Territory manager is responsible for achieving territory sales objectives through selling activities which include cultivating business partnerships with key decision makers, clinical consultations, driving market share and sales growth. The Territory Manager will target Endourology customers by selling and servicing Coloplast's implantable and single use surgical devices.
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Business Acumen
- Effectively engage all targeted accounts as well as develop and execute a clear and strategic plan to achieve overall territory sales objectives.
- Role model for developing and implementing business strategies to maximize territory and company objectives, including analyzing key sales and marketing data to determine the best opportunities in the territory.
- For all targeted accounts, understands customer's environment, including who the clinical, financial, and 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 business and marketing target set for each product line focus.
- Demonstrates a proficient understanding of Financial Business Models and conducts cost/benefit analysis.
- 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.
Selling Skills
- Proficient at demonstrating consultative selling skills to uncover customer strategy and presents value proposition including financial and clinical impact.
- Plans daily call routine and account penetration 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, marketing directives & tools, sales reports, education materials as well as National contracts (GPO, IDN, etc.)
- Knowledgeable of competitive activity and sales volume in each targeted account.
Relationship Building
- Takes a strategic approach to influence others and develop relationships to help teach peers across product categories to maximize customer engagement.
- 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
- Proficient in understanding of clinical and technical product knowledge.
- Leverages clinical knowledge to help educate peers on product categories.
- Strong understanding of competitive activity and products as well as knowing current market trends and industry information.
- Attends and actively participates in industry related training/meetings/events for business development opportunities.
Healthcare Facility/Operating Room Interactions
- Interacts frequently with Health Care Professionals including surgeons, nurses, doctors, technicians, procurement, inventory control, administrative staff and related personnel.
- Present during procedures and surgeries as requested/required to assist healthcare professionals with Coloplast product related questions - interaction includes following operating room protocols, but does not include crossing the sterile field or patient interactions.
- Conforms with all Healthcare Facility/Operating Room compliance standards.
Administrative
- Organize and manage information utilizing CRM or related tool as directed.
- Maintains current records and administrative duties, including sales reporting, forecasting, inventory and expense management.
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Basic Qualifications
- Bachelor's degree highly preferred with 3 years of med tech sales experience, OR 2 year associates degree with 5 years of med tech sales experience, OR 7 years of med tech sales experience
- Minimum 5 years successful medical sales experience selling to physicians
- Urology background and implantable device sales preferred
- Proficient in relationship and consultative selling skills
- Proficient in interpersonal and customer service skills
- Proficient in negotiating, analytical, oral and written communication skills
- High attention to detail and follow through
- Exceptional listening skills
- Candidates must possess a valid driver's license as driving is a requirement for this position.
- Ability to work independently, high initiative, and results orientation
- Proficient in Microsoft Office applications including Word, Excel, and PowerPoint
- Willingness to travel overnight (30-50%)
- Demonstrates effective time and territory management skills and administrative capabilities
- Personifies Coloplast Mission, Values, and Vision as well as Coloplast Leadership Principles.
- 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.
- Valid driver's license is required
At Coloplast, we believe in recognizing and rewarding the contributions of our employees. Our total rewards package is designed to support your well-being, foster your professional growth, and ensure a healthy work-life balance. Here is some of what you can expect:
- Health and Wellness:Comprehensive medical, dental, and vision insurance plans to keep you and your family healthy. Plus, access to company sponsored wellness programs and mental health resources, paid leave of absence for qualifying events and generous paid parental leave for both birthing and non-birthing parents.
- Financial Security:A competitive 401(k) plan with company match that vest immediately, financial planning services to help you secure your future, and corporate discount programs for goods and services.
- Work-Life Balance:Generous paid time off, flexible work hours, and flexible work arrangement options to help you balance your personal and professional life may be available.
- Professional Development:Opportunities for continuous learning and career advancement through training programs, mentorship, and tuition reimbursement.
- Recognition and Rewards:Recognition programs to celebrate achievements and contributions, including peer recognition, bonuses, awards, and special events.
- Community and Culture:A supportive and inclusive work environment where everyone feels valued, and diversity is celebrated. Participate in team-building activities, volunteer opportunities, and company-sponsored events. Employee Resource Groups that support Women, Minorities, Veterans and LGBTQ Community. Sustainability strategy that outlines our ambitions for how to run our company in a more sustainable way.
- Competitive Compensation: The compensation range for this position is $165,000 - $200,000. Actual compensation is influenced by a variety of factors including but not limited to skills, experience, qualifications, and geographic location. Hired candidates may be eligible to receive additional compensation in the form of bonuses and/or incentives.
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