Medical Territory Manager - Fresno, CA

ConvaTec - Bridgewater Township, NJ

Full-time - Entry Level

Bridgewater Township, NJ

Miscellaneous Manufacturing

About the position

The Medical Territory Manager is responsible for managing an assigned geographic territory by promoting and selling ConvaTec's services to various healthcare facilities, including Urologists, Pediatric Hospitals, and Rehabilitation Hospitals. This role is pivotal in maintaining relationships with existing clients while also establishing new accounts through proactive outreach and cold calling. The Territory Sales Manager will develop a strategic routing plan to maximize field time and work collaboratively with inside office staff to ensure that patients and facilities receive the best possible service. In this position, the manager will continually strive to enhance their sales skills by utilizing the SPIN Selling Model, which focuses on understanding the client's situation, problem, implication, and need-payoff. The role requires strong skills in navigating through gatekeepers and demonstrating business acumen to effectively engage with potential clients. The Territory Sales Manager will work closely with their manager to identify obstacles and opportunities within the territory, ensuring that all territory information is kept up-to-date based on the evolving needs of the market. Budget management is a critical aspect of this role, as the manager will need to monitor and stay within the territory budget while managing various administrative tasks. This includes completing all required DME training certifications within the specified time frame and acting as a resource for the company within the designated territory. The position demands a proactive approach to territory management, requiring the manager to take ownership as if it were their own business, demonstrating a strong track record of performance in sales and organizational skills.

Responsibilities

• Manage an assigned geographic territory by promoting and selling services to healthcare facilities.
• Develop a territory routing plan to maximize field time.
• Collaborate with inside office staff to service patients and facilities effectively.
• Utilize the SPIN Selling Model to improve sales skills continuously.
• Demonstrate strong skills in navigating past gatekeepers and showcasing business acumen.
• Work closely with the manager to identify territory obstacles and opportunities.
• Keep territory information updated based on current needs.
• Monitor and adhere to the territory budget.
• Proficiently use internal software to track facility calls on a daily basis.
• Manage and meet deadlines for territory management paperwork, including weekly reports and expense reports.
• Complete all required DME training certifications in a timely manner.
• Act as a company resource for the specified territory.

Requirements

• Bachelor's Degree in Business or a related field.
• 2 years of outside sales experience, preferably in Business to Business or Medical Sales.
• Ability to provide a Brag Book to document sales performance and success.
• Strong track record of performance in business acumen, market knowledge, selling skills, and sales results.
• Excellent organizational, teamwork, and leadership skills.
• Ability to articulate information to a diverse audience effectively.
• Positive response to coaching and a demonstrated ability to develop in the role.
• Strong multi-tasking and time management skills.
• Exceptional rapport-building skills.
• Willingness to travel within the assigned territory, including overnight stays when necessary.
• Solid understanding of managed care at both local and national levels.
• Experience in budget management for running a territory.