POSITION SUMMARYThe Territory Sales Manager is entrusted with cultivating long term customer relationships and being a valuable, individual contributor to the organization's overall success and revenue expansion. This entails creating sustainable, profitable growth by increasing penetration and profitability of new and existing accounts within the assigned geographic territory.
This newly elevated Territory Sales Manager position emphasizes value-based selling as an essential part of the position because AirLife focuses on the sale of clinically differentiated products to members of GPO's, large hospital systems/IDNs, and Surgery Centers. The Territory Sales Manager approaches each customer with a total account management perspective, leveraging resources appropriately, collaborating with business partners and accurately articulating the value proposition for the customer, to include key stakeholders in Anesthesia, Respiratory, Value Analysis and Supply Chain.
The Territory Sales Manager will be a positive contributor to the culture of AirLife with a winning attitude and by demonstrating AirLife's core values: Customer First: We differentiate with our People; Bias for Action; Continuous Improvement; and Accountability.
QUALIFICATION REQUIREMENTS To perform this job successfully, an individual must be able to perform essential duties satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Bachelor's degree or equivalent with 5 years relevant medical sales experience
- Minimum of four years of effective related sales experience selling medical products in a hospital or alternate care environment.
- Ability to sell utilizing clinical knowledge to differentiate AirLife products.
- Demonstrated track record of meeting and exceeding sales objectives using disciplined value-based selling.
- Experience calling on multi-departmental functional leaders at a hospital, surgery center, or at the IDN level. Expertise in presenting to both individuals and committees.
- Understands the Group Purchasing Organization (GPO) and Integrated Delivery Network (IDN) landscape.
- Demonstrated business acumen and knowledge of sales processes, as well as strong decision-making and negotiating abilities.
- Ability to travel within designated geography with up to 60% travel.
ESSENTIAL DUTIES AND RESPONSIBILITIESThe following includes the essential duties and responsibilities; however, others may be added or changed as the need arises:
- Aggressively create awareness, trial, and usage for AirLife products (respiratory and airway consumables), while assisting distributor partners in properly positioning and growing the product line.
- Expand existing business through direct call on current customer base and target accounts to include GPO, IDN, individual hospital and alternate care accounts.
- Target Purchasing and Sourcing Managers to move forward current GPO and IDN contract positions.
- Ensure local contracts and Peoplesoft/internal part numbers are accurately loaded within the system.
- Competency in planning, prioritizing, monitoring, and tracking all sales cycle events, while presenting the clinical benefits of our products to individuals and committees.
- Responsible for forecasting, monitoring, and posting sales activities for the respective territory.
- Onsite direct call and clinical selling with the appropriate call points within the hospital and surgery centers in the territory.
- Provide product introduction, education, and training to customers where appropriate.
- Work directly with local Distribution partners to ensure placement of appropriate contracts, appropriate monthly forecasts are communicated and supporting inventory is available.
- Focus and support of GPO Private Label products for Regard, S2S and NovaPlus.
- Value Based and clinical IDN focused sales for smaller IDNs within the territory.
- Collaborate with the Health Systems team to support initiatives with the larger IDNs within the territory.
- Responsible for understanding the Value Analysis members and process within customer base to help link the sales process from VAT to corporate Supply Chain.
- Complete management and fluency of Salesforce CRM to include opportunity pipeline, forecasting, campaign management and sales reporting.
- Stay up to date with all training including Corp SOPs, WI's, product training and corporate credentialing.
OTHER SKILLS and ABILITIES- Excellent communication skills.
- Strong organization, presentation, and strategic planning skills
- Track record of building and maintaining long-terms customer relationships.
- Ability to problem solve and make effective decisions.
- Proven product knowledge in business area with understanding of sales process.
- Strong business acumen and excellent negotiation, communication, influencing, business planning and sales strategy development traits are paramount. Solid process orientation and the ability to perform multiple tasks in a fast-paced environment.
- Outstanding time management and organizational expertise.
- 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.
PHYSICAL DEMANDS- Individual must be able to spend at least 60% of time traveling.
- Individual must be able to drive extensively in the territory.
- Job requires occasional weekend travel (tradeshows, meetings, etc.).
- Job requires individual to spend significant amount of time working on a personal computer.
WORK ENVIRONMENT- Working environment is dynamic.
- Work is normally performed in a client-based environment.
- Client based environment include hospitals, surgery centers, operating rooms, and homecare businesses.
