The Territory Manager operates as the business leader of their assigned territory and is accountable for delivering sales growth, market share expansion, customer retention, and strategic business objectives. Success in this role requires disciplined execution, strong business acumen, effective customer engagement, and the ability to translate territory strategies into measurable business outcomes.
In the Territory Manager position you will work to build trusted partnerships with healthcare professionals, decision makers, and key stakeholders while leveraging clinical expertise and consultative selling skills to create value for customers and patients. The role requires personal ownership, accountability, and a commitment to delivering results that support Coloplast's mission and growth ambitions.
Major Areas of AccountabilityBusiness Acumen
- Own the overall performance of the assigned territory
- Develop and execute annual and quarterly territory business plans aligned to company objectives
- Analyze sales, market, customer, and competitive data to identify growth opportunities and business risks.
- Prioritize resources and activities toward the highest-value opportunities.
- Ensure strategic account plans are developed, executed, and regularly reviewed and updated.
Selling Skills
- Utilizes consultative selling skills to uncover customer needs and aligns value proposition including operational, and financial impact
- Position Coloplast's products and services as part of a comprehensive solution that improves patient experiences and outcomes.
- Build, prioritize and maintain active target account list and sales pipeline for territory
- Consistently advance opportunities through the sales process to drive sustainable growth
- Executes territory segmentation and targeting strategies to maximize impact
- Utilize all available commercial tools, resources, and programs to maximize sales growth
- Knowledgeable of competitive activity and share in each targeted account
Relationship Building
- Establish trusted advisor status with customers by delivering meaningful business and clinical value
- Retain and grow business within current customer base by identifying opportunities and help formulate sales strategies
- Develop and maintain long-term relationships at all levels with key decision makers, clinicians, end users and professional associations that lead to increasing use of products within target accounts
- Collaborate effectively and maintain productive cross-functional relationships to share knowledge and leverage synergies within the organization
Clinical and Product Knowledge
- Maintain expert knowledge of Coloplast products and services, disease states and clinical practices Strong understanding of competitive activity and product offering as well as identifying current market and industry trends
- Utilize knowledge of the disease state and products to successfully position Coloplast solutions, influence adoption, and launch new innovations
- Proactively increase awareness, utilization, and adoption of available patient support resources and Coloplast Care
- Represent Coloplast at relevant industry events, conferences, and customer educational programs
Territory Manager Standards
- Demonstrate personal ownership of territory performance and business results. Collaborate effectively across functions and contribute to a positive team culture. Use CRM and business intelligence tools to support planning, prioritization, and decision making Maintain current records, Coloplast property and sample inventory
- Complete all required administrative duties in a timely manner (i.e. sales reporting, target account lists, expense management, etc.)
- Embody Coloplast's Mission, Values, and Vision in all interactions
- Consistently deliver on commitments and maintain a high standard of professionalism
- Use data and insights to drive decisions and improve business outcomes
Basic Qualifications:- Bachelor's degree highly preferred
- 3+ years of successful Med Tech sales experience, with a demonstrated track record of achieving or exceeding sales targets and business objectives
- Experience developing and executing territory and account business plans
- Strong business acumen with the ability to analyze sales data, identify opportunities, and develop actionable growth strategies
- Experience managing complex sales cycles and engaging multiple decision makers across clinical, operational, and financial stakeholders.
- Strong interpersonal and relationship building skills
- High attention to detail and follow-through
- Exceptional communication, presentation and listening skills
- Proficient in CRM systems and Microsoft Office applications, including: Word, Excel and PowerPoint
- Employees in this role are expected to meet healthcare customers in person at their facilities or healthcare systems; therefore, this will require completion of credentialing requirements that meet the access requirements of each healthcare facility or system
- Employees must possess a valid driver's license, as driving will be required for this position
- Ability and willingness to travel domestically and internationally, including travel to the United States, for meetings, training programs, conferences, and company meetings as required. Must possess and maintain all documentation necessary for international travel
- Coloplast employees are required to conduct business to the highest ethical and professional standards; comply with applicable laws and regulations, the Medtech Canada Code of Ethics on Interactions with Healthcare Professionals, and company policies
Preferred Qualifications- Experience selling for a manufacturer or distributor of medical devices, medical disposables, or pharmaceuticals
At Coloplast, we believe in recognizing and rewarding the contributions of our employees. Our total rewards package is designed to support your well-being, foster your professional growth, and ensure a healthy work-life balance. Here is some of what you can expect:
- Health and Wellness: Comprehensive medical, dental, and vision insurance plans to keep you and your family healthy. Plus, access to company sponsored wellness programs and mental health resources, paid leave of absence for qualifying events.
- Financial Security: RRSP plan with company match and financial planning services to help you secure your future.
- Work-Life Balance: Generous paid time off, flexible work hours, and flexible work arrangement options to help you balance your personal and professional life may be available.
- Professional Development: Opportunities for continuous learning and career advancement through training programs, mentorship, and tuition reimbursement.
- Recognition and Rewards: Recognition programs to celebrate achievements and contributions, including peer recognition, bonuses, awards, and special events.
- Community and Culture: A supportive work environment where everyone feels valued, and has a sense of belonging. Participate in team-building activities, volunteer opportunities, and company-sponsored events. Sustainability strategy that outlines our ambitions for how to run our company in a more sustainable way.
- Competitive Compensation: The compensation range for this position is $115,000 - $135,000. Actual compensation is influenced by a variety of factors including but not limited to skills, experience, qualifications, and geographic location. Hired candidates may be eligible to receive additional compensation in the form of bonuses and/or incentives.
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