Territory Sales Manager - Columbus, Ohio

Convatec•Dayton, OH

About The Position

The Territory Sales Manager manages an assigned geographic territory by promoting and selling company services to facilities such as urologists, 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, develops territory routing, monitors the territory budget, manages territory-related paperwork and records, and acts as a company resource for the assigned area. Travel, including overnight stays when applicable, is required to manage accounts.

Requirements

Positive attitude and willingness to take ownership of the territory as if it were one's own business.
Strong performance in business acumen, market and industry knowledge, selling skills, sales results, organization, teamwork, and leadership.
Solid sales skills using a needs-based approach.
Ability to work in a team and lead 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, with overnight stays when applicable.
Solid understanding of managed care at local and national levels.
Budget-management experience running a territory.

Responsibilities

Participate in new-hire home-office-based and field-based training.
Work collaboratively with inside office staff to service patients and facilities.
Develop territory routing to maximize field time.
Improve sales skills using the SPIN Selling Model and accept coaching from the Sales Manager and Field Trainers.
Demonstrate skill in getting past gatekeepers and business acumen.
Lead by example and demonstrate effective practices.
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 by 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 services to facilities, maintain existing client relationships, and establish new accounts through cold calling.
Travel within the assigned territory, including overnight stays when applicable.