Territory Sales Manager- Medical Device

Territory Sales Specialist - Tracheostomy

Location:

Portland, OR, US – Remote (Northern California, Oregon or Washington). Must be within 30-45 miles of a major airport for frequent travel.

Job Family:
Sales | Country/Region:
United States

Atos Medical is a global leader in neck stoma care dedicated to improving the lives of people living with laryngectomy and tracheostomy. With origins in Sweden and Germany, our Laryngectomy and Tracheostomy brands bring decades of expertise and innovation in voice and respiratory care, offering trusted solutions such as the Provox voice prosthesis and TRACOE tracheostomy products.

As part of the Coloplast Group, we operate in over 90 countries with a shared commitment to clinical excellence, patient support, and high‑quality medical devices that help people breathe, speak, and live more comfortably.

This Territory Sales Specialist - Tracheostomy 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 individual targets key customers by selling and servicing our portfolio of Tracheostomy (Tracoe) products.

• Effectively engage all targeted accounts and develop and execute a clear plan to achieve overall territory sales objectives.
• Navigate, understand and document hospital internal ordering processes and demand patterns balanced against short‑term product availability.
• Understand the complexities of selling to Integrated Delivery Networks (IDNs), Group Purchasing Organization (GPO) affiliations and their impact on the sales process and cycle.
• Demonstrate an ability and willingness to understand the US tracheostomy business, and drive significant market share gain from well‑established competitors with minimal perceived product differentiation.
• Develop and implement strategies to maximize territory and company objectives, including analyzing key sales and marketing data to identify the most leverageable opportunities.
• For all targeted accounts, understand the customer's environment, key decision makers, and key issues/concerns.
• Ensure timely advancement of the sales process and achieve or exceed annual minimum contract commitments; provide input to National Manager, Tracheostomy on sales process milestones and document the sales cycle.
• Understand financial business models and conduct cost/benefit analysis, speed to impact, and clinical outcomes impact.

• Demonstrate consultative selling skills to uncover customer strategy and present value proposition, including financial and clinical impact.
• Plan monthly/weekly/daily call routines to ensure appropriate coverage of key targeted accounts given sales time allocation, sales potential, geographical location, and development of sales process.
• Utilize all available tools to maximize sales growth, including contracts, marketing directives, sales reports, and educational materials.
• Stay knowledgeable of competitive activity and sales volume in each targeted account.

• Retain and grow business within the current customer base by identifying opportunities and formulating sales strategies.
• Develop and maintain long‑term relationships that increase the use of products within existing and potential target accounts.
• Develop and maintain productive cross‑functional relationships to share knowledge and leverage synergies within the organization.
• Objectively identify Key Opinion Leaders (KOLs) and key influencers within hospital systems, at regional and national levels.
• Leverage relationships appropriately to drive company objectives and expand market awareness for Tracoe, delivering incremental value for customers.

• Be a "clinical expert" with proficient understanding of product knowledge, communicating this during sales interactions and in‑service settings.
• Understand competitive activity, products, and current market trends and industry information.
• Attend industry‑related meetings/events for business development opportunities as required.

• O…