Territory Sales Manager - Minneapolis, MN

AirLife•Minneapolis, MN

About The Position

The Territory Sales Manager cultivates long-term customer relationships and contributes to organizational success and revenue growth by creating sustainable, profitable growth in new and existing accounts within an assigned geographic territory. The role emphasizes value-based selling of clinically differentiated respiratory and airway consumables 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 communicates product value to stakeholders in Anesthesia, Respiratory, Value Analysis, and Supply Chain. This individual is expected to contribute positively to AirLife’s culture and demonstrate its core values. The role involves direct selling and account development across hospitals, surgery centers, IDNs, alternate care settings, and distributor partners. The Territory Sales Manager conducts clinical product presentations, introductions, education, and training; supports contracts and inventory planning; manages territory sales activity and forecasts; and maintains Salesforce CRM records and reporting. Travel within the territory may reach 60%, with extensive driving and occasional weekend travel.

Requirements

Bachelor’s degree or equivalent and 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 multidisciplinary functional leaders at hospitals, surgery centers, or the IDN level.
Expertise presenting to individuals and committees.
Understanding of the GPO and IDN landscape.
Business acumen and knowledge of sales processes, with strong decision-making and negotiation abilities.
Ability to travel within the designated geography, with travel up to 60%.
Excellent communication, organization, presentation, strategic planning, problem-solving, and decision-making skills.
Ability to build and maintain long-term customer relationships.
Proven product knowledge in the 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, deadline-driven environment.
Strong time-management and organizational skills.
Proficiency with Salesforce.com, MS Office (Word, Excel, PowerPoint, and Outlook), contact management software, and the Internet.

Responsibilities

Create awareness, product trials, and usage for AirLife respiratory and airway consumables, and help distributor partners position and grow the product line.
Expand existing business by calling 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 part numbers are accurately loaded in the system.
Plan, prioritize, monitor, and track sales-cycle events, and present 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 stakeholders at hospitals and surgery centers.
Introduce products and provide customer education and training where appropriate.
Work with local distribution partners on contract placement, monthly forecasts, and supporting inventory availability.
Focus on and support GPO private-label products for Regard, S2S, and NovaPlus.
Conduct value-based, clinically focused sales to smaller IDNs and collaborate with the Health Systems team on initiatives involving larger IDNs.
Understand customer Value Analysis members and processes and connect the sales process from VAT to corporate Supply Chain.
Manage Salesforce CRM, including the opportunity pipeline, forecasting, campaign management, and sales reporting.
Stay current with 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, subject to applicable eligibility requirements.