Sales Territory Manager - San Francisco Bay Area

DJO Global

Full-time - Mid Level

Management of Companies and Enterprises

About the position

The Territory Sales Manager is responsible for the ongoing development of existing and prospective Enovis customers, ensuring sales growth for the Chattanooga and LightForce product lines. This role involves performing field promotional work and relationship management to sell and develop new and existing business. The Territory Sales Manager will establish and achieve sales revenue goals and targets for the assigned area through strategic and tactical sales activities. This position requires coordination and facilitation of resources to drive revenue through Inside Sales, Regional Account Sales, and Clinical Sales Teams. In terms of sales activity, the Territory Sales Manager is accountable for achieving assigned company goals and objectives through sales to designated accounts. This includes cultivating customer relationships by initiating contact with physicians, clinic staff, and other device users, as well as understanding the competitive landscape and trends in the industry. The manager will act as a layperson expert concerning clinical science and the mechanisms of action of Enovis platforms, providing demonstrations and education on technical and clinical aspects of products to customers, prospective customers, and patients. Additionally, the role involves preparing price quotations, negotiating terms and conditions of sales, assisting with equipment delivery and setup, and supporting a network of key professionals to educate referrals on Enovis products. The Territory Sales Manager will also develop and execute a business plan designed to exceed financial, market, and product portfolio goals for the assigned territory. This includes utilizing Salesforce to maintain up-to-date contacts, opportunities, targets, and outcomes, as well as maintaining a sales funnel for sustained opportunities. The manager will be responsible for performing region penetration coverage and account identification to drive sales and increase the customer base, while also managing leads and scheduling time for effective territory coverage. Customer relationship management is a key aspect of this role, as the Territory Sales Manager will develop and maintain key customer relationships to achieve account objectives, respond to customer needs and concerns, and foster strong relationships with Regional Account Managers and the dealer network. The manager will also proactively cultivate competitive opportunities, defend against competitive threats, and provide presentations and demonstrations to customers on the application and use of Enovis products. Compliance with the Enovis Compliance & Ethics Program, the Enovis Code of Conduct, and all applicable regulations is essential. The Territory Sales Manager will also complete administrative responsibilities in an accurate and timely manner, including expense reports, surveys, business plans, and regional reports.

Responsibilities

• Accountable for achievement of assigned Company goals and objectives through sales to designated accounts.
• Cultivates customer relationships by initiating contact with physicians, clinic staff, and other device users.
• Understands the competitive landscape, trends in the industry, and the Company's position in the market.
• Acts as a layperson expert concerning clinical science & Enovis platforms' mechanisms of action.
• Demonstrates and educates on technical and clinical aspects of products to customers, prospective customers, and patients.
• Coordinates company technical engineering services to develop solutions to customers' needs.
• Prepares price quotations, communicates, and/or negotiates terms and conditions of sales within limits of authority.
• Writes orders subject to company policy.
• Assists with equipment delivery, set-up, follow-up, and service as needed.
• Supports network of key professionals & related personnel to educate referrals on Enovis products.
• Facilitates local educational and sales events to augment the business presence.
• Attends national, regional, state, and local tradeshows and conferences as required.
• Develops & executes a business plan designed to exceed financial, market, and product portfolio goals for assigned territory.
• Utilizes Salesforce to maintain up-to-date contacts, opportunities, targets, and outcomes.
• Maintains sales funnel for sustained opportunities.
• Maintains comprehensive and effective strategic call plans that drive positive sales results.
• Schedules and prioritizes time for effective territory coverage.
• Effectively manages leads: Identifies, qualifies, and cultivates new sales opportunities.
• Responsible for performing region penetration coverage and account identification to drive sales and increase customer base.
• Pre-plans sales calls and maintains efficient time management skills to ensure maximum customer contact and service.
• Drives sales through indirect sales channels.
• Develops and maintains key customer relationships to achieve account objectives.
• Takes responsibility for customer satisfaction and loyalty.
• Responds to customer needs and concerns to resolve issues quickly and professionally.
• Effectively manages customer & dealer relationships to meet sales revenue objectives.
• Fosters strong relationships with Regional Account Managers and dealer network.
• Proactively cultivates competitive opportunities that result in converted business.
• Defends competitive threats to minimize losses.
• Identifies underlying problems affecting organizational or individual performance.
• Provides presentations and demonstrations to the customer on application and use of Enovis products.
• Demonstrates commitment to the Enovis Compliance & Ethics Program and all supporting regulations.
• Treats Protected Health Information (PHI) with the strictest confidentiality in accordance with HIPAA standards.
• Completes administrative responsibilities in an accurate and timely manner.

Requirements

• Minimum of 3 years of experience in Sales or relevant Customer Service for Territory Manager; Minimum of 5 years experience for Senior Territory Manager; Experience selling capital equipment strongly preferred.
• Minimum Bachelor's degree or equivalent combination of education and experience.
• Effective communication skills at all levels of the organization, both verbally and in writing.
• Strong interpersonal skills to build constructive relationships with co-workers and customers.
• Demonstrated ability to present effectively in 1:1 or group settings.
• Ability to work independently and prioritize workload effectively.
• Strong problem-solving skills and ability to use logic to solve complex issues.
• Timely decision-making based on analysis and experience.
• Adaptability to change and ability to respond quickly to customer needs.
• Demonstrates trust and integrity in interactions with others.
• Ability to collaborate and work cooperatively with cross-functional teams.
• Strong customer orientation and understanding of customer needs.
• Business acumen and understanding of relevant business concepts.
• Proficient in Microsoft Office applications and Salesforce platform.

Nice-to-haves

• Experience in the medical device industry.
• Knowledge of regulatory compliance issues related to medical devices.