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Atos Medical · 2 hours ago

Territory Sales Manager- Tracheostomy

Orlando, FL

Full-time

Onsite

Mid Level

3+ years exp

Atos Medical is a global leader in neck stoma care, dedicated to improving the lives of people living with laryngectomy and tracheostomy. The Territory Sales Manager for Florida and Georgia is responsible for achieving territory sales objectives through business partnerships, product in-services, and driving market share and sales growth for Tracheostomy products.

CollaborationHealth Care

Responsibilities

Effectively engage all targeted accounts as well as develop and execute a clear and logical plan to achieve overall territory sales objectives

Ability to navigate, understand and document hospital internal ordering processes and understand the demand patterns balanced against short term product availability

Understand the complexities of selling to Integrated Delivery Networks (IDN’s), as well as Group Purchasing Organization (GPO) affiliations and impact on the sales process and sales cycle

Demonstrates an ability and willingness to understand the US tracheostomy business, and drive significant market share gain from well-established competitors with 'minimal' perceived product differentiation

Develop and implement strategies to maximize territory and company objectives, including analyzing key sales and marketing data to determine the most leverageable opportunities in the territory

For all targeted accounts, understands customer's environment, including who the clinical, financial and other key decision makers are, their key issues/concerns, including challenges and opportunities for Atos

Ensures timely advancement of the sale process with all targeted accounts achieving/exceeding the annual minimum required contract commitments

Ability to provide input to National Manager, Tracheostomy on the sales process, key identifiable milestones to progress thru stages, and document the sales cycle (time from identified opportunity to close)

Understands Financial Business Models and conducts cost/benefit analysis, speed to impact and clinical outcomes impact

Demonstrates consultative selling skills to uncover customer strategy and presents value proposition including financial and clinical impact

Plans monthly/weekly/daily call routine to ensure appropriate coverage of key targeted accounts given sales time allocation, sales potential, geographical location, development of sales process, etc

Utilize all available tools to maximize sales growth including, but not limited to contracts, marketing directives, sales reports and educational materials

Knowledgeable of competitive activity and sales volume in each targeted account

Retain and grow business within current customer base by identifying opportunities and help formulate sales strategies

Develop and maintain long-term relationships that lead to increasing use of products within existing accounts and potential target accounts

Develop and maintain productive cross-functional relationships to share knowledge and leverage synergies within the organization

Ability to objectively identify Key Opinion Leaders (KOL’s) and key influencers within hospital systems, as well as regional and national reach

Ability to leverage relationships appropriately to drive company objectives and expand market awareness for Tracoe while driving incremental value for the customers

Clear 'expert' with proficient understanding of clinical and technical product knowledge

Ability to communicate such knowledge during sales interactions and in-service settings

Strong understanding of competitive activity and products as well as knowing current market trends and industry information

As required, attends industry related meetings/events for business development opportunities

Organize and manage information utilizing CRM tool as directed, specifically Opportunity Pipeline and logging all activities relevant to drive opportunities forward to close

Maintains current records and administrative duties, including sales reporting and expense management

Qualification

Medical Device SalesConsultative SellingClinical KnowledgeCRM Tool ProficiencyBusiness AcumenCost/Benefit AnalysisSales ReportingMarket Trends KnowledgeRelationship Building

Required

Bachelor's Degree required

3-5+ years of Medical Device Sales

Must possess a valid US Driver's License

Own or have leased a late model automobile appropriate for the position

A credit rating acceptable for extensive travel

Must be available for national up to 60% and occasional international travel to headquarters

Must be able to complete credentialing requirements that meet the access requirements of each healthcare facility such as Tuberculosis screening upon employment and Hepatitis B declaration