Territory Sales Manager - Columbus, Ohio

Convatec•Columbus, OH

About The Position

The Territory Sales Manager manages an assigned geographic territory by promoting and selling company services to facilities such as urology practices, pediatric hospitals, and rehabilitation hospitals. The role maintains relationships with existing clients and establishes new accounts through cold calling. The manager works with inside office staff to service patients and facilities, develops territory routing to maximize field time, and serves as a company resource for the assigned territory. The position involves managing territory activity, budget, client relationships, and required paperwork; developing sales skills through the SPIN Selling Model and coaching; and communicating with office staff, manufacturer representatives, and other stakeholders. Travel within the territory, including overnight stays when applicable, is required. The role requires regular movement around facilities and doctors’ offices and occasional lifting of up to 30 pounds.

Requirements

Positive attitude and willingness to take ownership of the territory as if it were one's own business.
Strong track record in business acumen, market or industry knowledge, selling skills, sales results, organization, teamwork, and leadership.
Solid sales skills and a needs-based approach to selling.
Success working in a team setting and leading the development and completion of programs aligned with business initiatives.
Ability to articulate information to a diverse audience.
Positive response to coaching and demonstrated ability to develop in the role and take on new challenges and responsibilities.
Strong multitasking and time-management skills.
Strong rapport-building skills.
Availability to travel within the assigned territory, including overnight stays when applicable.
Solid understanding of managed care at local and national levels.
Experience managing a budget and running a territory.

Responsibilities

Participate in new-hire home-office-based and field-based training.
Collaborate with inside office staff to service patients and facilities.
Develop territory routing to maximize field time.
Continually improve sales skills using the SPIN Selling Model and accept coaching from the Sales Manager and Field Trainers.
Demonstrate skills in getting past gatekeepers and business acumen.
Lead by example by demonstrating what good performance looks like.
Work with the Manager to identify territory obstacles and opportunities.
Keep Territory Binder information up to date based on territory needs.
Monitor and stay within the territory budget.
Use the ACT Program to track facility calls in the territory daily.
Meet deadlines for territory management paperwork, including weekly reports, expense reports, budget analysis, and sample requests.
Communicate with office staff about collecting PDF information for Medicare.
Communicate and work with manufacturer representatives as needed.
Identify and discuss local competitors.
Communicate insurance opportunities and challenges within the market.
Comply with company policies and procedures.
Complete required DME training certifications within the required timeframe.
Act as a company resource for the assigned territory.
Promote and sell company services to facilities, maintain existing client relationships, and establish new accounts through cold calling.