Veterans Affairs Territory Manager; Continence Care - Lakes

Veterans Affairs Territory Manager (Continence Care) - Great Lakes

Location:

Cleveland, OH, US

Job Family:
Sales

Country/Region:
United States

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. Candidates residing in Chicago & Indianapolis will also be considered.

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:

• Bachelor’s degree highly preferred with 3+ years of med tech sales experience, OR
• 2-year associate degree with 5+ years of med tech sales experience, OR
• 7+ years of med tech sales experience
• 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 Power Point
• Demonstrate effective time and territory…