Territory Sales Manager

Job Description

GENERAL SUMMARY : Under the direction of the Distributor Principal and Business Unit Leader, the Territory Manager will be responsible for assisting sales and service activities in an assigned territory. Works with the sales and support teams for the achievement of customer satisfaction, lead generation, revenue growth and long-term account goals in line with company cause and values for the non-surgical division.

ESSENTIAL FUNCTIONS :

• Responsible for supporting the sales of non-surgical devices (i.e. specialty braces) tailored exclusively to the Pediatric Medical Community in their designated area.
• Develops technical selling skills and product knowledge in all areas listed above supporting the Sales Specialist to give effective presentation of OPSB products and services.
• Complete understanding of pricing and proposal models and how this pertains to the medical / hospital contract arena.
• Attend O&P clinics where directed, and helps staff with questions related to products, and educating them on appropriate use and assembly.
• Sells consultatively and makes recommendations to prospects and clients of the various solutions the company offers to their business issues.
• Works with local Surgical Specialists to develop a database of qualified leads through referrals, telephone canvassing, face to face cold calling on business owners, direct mail, email, and networking.
• Creates and conducting effective proposal presentations and RFP responses that identify prospects business problems, the effects of the problems, and the OPSB solutions to their problems.
• Responsible for sourcing and developing client relationships and referrals from Pediatric Orthopedic surgeons and O&P clinic staff.
• Maintains accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities within their assigned territory, including the use of Microsoft Outlook and Excel to maintain accurate records to maximize territory potential.
• Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.

SUPERVISORY RESPONSIBILITIES : There are no supervisor responsibilities with this position.

QUALIFICATIONS : To perform this job successfully, an individual must be able to perform each essential duty 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.)

EDUCATION AND / OR EXPERIENCE : Requires a 4-year degree; business, marketing, sales or a STEM discipline strongly preferred. Experience in medical device sales strongly preferred (preference for orthopedics, non-surgical devices, healthcare, or capital equipment).

LANGUAGE SKILLS : Ability to read and comprehend instructions, correspondence, and memos. Ability to prepare routine reports and correspondence. Ability to communicate effectively with customers, vendors and other employees of the organization. Requires excellent grammar and spelling.

Mathematical Skills : Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals.

Reasoning Ability : Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems involving several concrete variables in standardized situations.

Certificates, Licenses, Registrations : Requires a valid driver’s license.

Other Skills and Abilities : Requires the ability to operate a variety of standard office equipment, such as a computer and keyboard, calculator, fax, photocopier, telephone, cell phone, etc. Requires proficiency with Microsoft Word, Excel, Outlook and PowerPoint.

physical demands : (The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions.)

While performing the duties of this job, the employee is regularly required to sit and use hands to finger, handle or feel. The employee is frequently required to climb stairs, talk and hear. The employee is occasionally required to stand; walk; reach with hands and arms; and stoop, kneel, crouch, or crawl. The employee must frequently lift and / or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, and ability to adjust focus.

Work Environment : (The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)

The noise level in the work environment is that found in a “normal” hospital environment; ASR will be required to comply with all hospital protocols regarding vendor relationships, sterile fields in surgery, bloodborne pathogens training, etc. The employee occasionally performs work related to travel.

The above statements reflect the general details necessary to describe the principal functions of the occupation described and shall not be construed as a detailed description of all the work requirements that may be inherent in the occupation.