Territory Sales Manager - Minneapolis, MN

AirLife•Grand Rapids, MI

About The Position

The Territory Sales Manager cultivates long-term customer relationships and contributes to organizational success and revenue expansion by creating sustainable, profitable growth across new and existing accounts in an assigned geographic territory. The role emphasizes value-based selling of clinically differentiated products to GPO members, large hospital systems and IDNs, and surgery centers. The manager takes a total-account approach, uses resources appropriately, collaborates with business partners, and articulates the customer value proposition to stakeholders in Anesthesia, Respiratory, Value Analysis, and Supply Chain. The role also contributes positively to AirLife’s culture and demonstrates its core values: Customer First, Differentiate with our People, Bias for Action, Continuous Improvement, and Accountability. The position involves extensive travel within the territory, onsite customer calls and clinical selling, and work in client environments such as hospitals, surgery centers, operating rooms, and homecare businesses. The employee provides product introductions, education, and training; supports distributor partners; manages sales activity and forecasts; and maintains Salesforce CRM records and reporting. Occasional weekend travel may be required for trade shows or meetings.

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 using disciplined value-based selling.
Experience calling on multi-departmental functional leaders at hospitals, surgery centers, or the IDN level; able to present to individuals and committees.
Understanding of the Group Purchasing Organization (GPO) and Integrated Delivery Network (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 business area and understanding of the sales process.
Strong negotiation, communication, 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, 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, product trials, and usage for AirLife respiratory and airway consumables, while helping 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.
Target 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 to appropriate stakeholders in hospitals and surgery centers.
Introduce products and provide customer education and training where appropriate.
Work with local distribution partners to ensure appropriate contract placement, communicate monthly forecasts, and maintain supporting inventory.
Focus on and support GPO private-label products for Regard, S2S, and NovaPlus.
Conduct value-based, clinically focused sales to 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, linking 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
Certain positions may be eligible for bonus, commission, or other incentive compensation