Territory Sales Manager - New York City

AirLife•Grand Rapids, MI

1d•$127,500 - $131,000

About The Position

The Territory Sales Manager cultivates long-term customer relationships and contributes to organizational success and revenue expansion by driving sustainable, profitable growth in new and existing accounts within an assigned geographic territory. The role emphasizes value-based selling of clinically differentiated products to members of GPOs, large hospital systems and IDNs, and surgery centers. The manager takes a total-account-management approach, uses resources appropriately, collaborates with business partners, and articulates customer value to stakeholders in Anesthesia, Respiratory, Value Analysis, and Supply Chain. The position also contributes positively to AirLife’s culture and demonstrates its core values. The role is based in a client-facing environment that includes hospitals, surgery centers, operating rooms, and homecare businesses. It requires travel within the territory, including extensive driving and occasional weekend travel. The stated base salary range is $127,500–$131,000 depending on experience; total annual compensation at 100% of plan ranges from $182,000–$187,000.

Requirements

Bachelor’s degree or equivalent, with five years of relevant medical sales experience.
At least four years of effective related sales experience selling medical products in a hospital or alternate-care environment.
Ability to use clinical knowledge to differentiate AirLife products in sales.
Demonstrated record of meeting and exceeding sales objectives through disciplined value-based selling.
Experience calling on multi-departmental functional leaders at hospitals, surgery centers, or the IDN level, and presenting to individuals and committees.
Understanding of the GPO and IDN landscape.
Business acumen and knowledge of sales processes, with strong decision-making and negotiating abilities.
Ability to travel within the designated geography, with up to 60% travel.
Excellent communication skills.
Strong organization, presentation, and strategic-planning skills.
Track record of building and maintaining long-term customer relationships.
Ability to problem-solve and make effective decisions.
Product knowledge in the relevant business area and understanding of the sales process.
Strong influencing, business-planning, and sales-strategy development skills; solid process orientation and ability to manage multiple tasks in a fast-paced environment.
Strong time-management and organizational skills.
Ability to work in a fast-paced, deadline-driven environment.
Proficiency with Salesforce.com.
Proficiency with MS Office software (Word, Excel, PowerPoint, and Outlook), contact-management software, and the Internet.
Ability to drive extensively in the territory and spend significant time working on a personal computer.

Responsibilities

Create awareness, trial, and use of AirLife respiratory and airway consumables, and help distributor partners position and grow the product line.
Expand business through direct calls on current customers and target GPO, IDN, hospital, and alternate-care accounts.
Engage Purchasing and Sourcing Managers to advance current GPO and IDN contract positions.
Ensure local contracts and internal PeopleSoft part numbers are accurately loaded in the system.
Plan, prioritize, monitor, and track sales-cycle events, presenting product clinical benefits to individuals and committees.
Forecast, monitor, and post sales activities for the territory.
Conduct onsite direct calls and clinical selling with appropriate contacts at hospitals and surgery centers.
Introduce products and provide customer education and training where appropriate.
Work with local distribution partners to place appropriate contracts, communicate monthly forecasts, and ensure supporting inventory is available.
Focus on and support GPO private-label products for Regard, S2S, and NovaPlus.
Conduct value-based, clinically focused IDN sales for smaller IDNs in the territory.
Collaborate with the Health Systems team on initiatives involving larger IDNs in the territory.
Understand customer Value Analysis members and processes and link the sales process from VAT to corporate Supply Chain.
Manage Salesforce CRM, including opportunity pipeline, forecasting, campaign management, and sales reporting.
Stay current on corporate SOPs, work instructions, product training, and corporate credentialing.

Benefits

Medical coverage
Dental coverage
Vision coverage
401(k)
Paid time off
Paid holidays
Bereavement leave
Employee Assistance Program resources
Medical leave benefits
Some positions may be eligible for bonus, commission, or other incentive compensation