Territory Sales Manager - Bay Area, San Francisco

DJO Global - Sacramento, CA

Full-time - Mid Level

Sacramento, CA

Management of Companies and Enterprises

About the position

The Territory Sales Manager for DJO Global is responsible for expanding sales of the company's products within the Bracing and Supports Business Unit. This role involves engaging with acute care markets and leveraging various resources to convert competitive products and develop customer relationships. The position requires a strategic approach to territory management, customer relationship building, and effective sales techniques to achieve company goals.

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 trends in the industry and the Company's position in the market.
• Provides product education on technical and clinical aspects of products to customers, prospective customers and patients.
• Assists with equipment delivery, set-up, follow-up, and service as needed.
• May assist with measuring, fitting, and troubleshooting Enovis products including custom braces as needed.
• Develops and executes a business plan that is designed to meet and exceed financial, market, and product portfolio goals for assigned territory.
• Utilizes SalesForce to maintain up to date contacts, opportunities, targets, and outcomes.
• Maintains funnel for sustained opportunities.
• Maintains comprehensive and effective strategic call plans that drive positive sales results.
• Schedules and prioritizes time for effective territory coverage.
• Identifies, qualifies and cultivates new sales opportunities and effectively manages leads.
• Responsible for performing effective region penetration coverage and account identification to drive sales and increase the customer base for applicable Enovis products.
• Pre-plans sales calls and maintains efficient time management skills to ensure maximum customer contact and high levels of customer service.
• 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.
• Proactively cultivates competitive opportunities that result in converted business.
• Defends competitive threats to minimize losses.
• Identifies underlying problems affecting organizational or individual performance such as market conditions, competitor actions, or other external forces.
• Provides presentations and demonstrations to the customer on application and use of Enovis products using effective communication and sales techniques.
• Demonstrates efficient use of company Resources such as time, money, materials and people to produce desired results.
• Uses Sales Education resources strategically.
• Leverages the Marketing Department and materials available.
• Accurately completes and submits the paperwork required to achieve reimbursable sales.
• Demonstrates commitment to the Enovis Compliance & Ethics Program, the Enovis Code of Conduct, the Enovis Sales and Marketing Code of Conduct, the AdvaMed Code of Ethics, and all supporting and applicable regulations, policies and procedures.
• Treats Protected Health Information (PHI) with the strictest confidentiality in accordance with HIPAA standards.
• Acquires a basic understanding of the field to include regulatory compliance issues and adhere to these guidelines.
• May assist in the training and development of Sales Associates.

Requirements

• Minimum of 2 years outside sales experience required.
• Minimum of 1 year of experience in Orthopedic Sales and knowledge of Durable Medical Equipment strongly preferred.
• Experience in medical sales strongly preferred.
• Experience calling on hospitals preferred.
• Experience working with distributors preferred.
• Knowledge of healthcare insurance and third-party reimbursement preferred.