Chronic Territory Manager

Convatec; San Francisco (CA); On-site; USD 120,000 - 160,000; Full time

Job summary

Convatec is seeking a dynamic Regional Sales professional to lead the Advanced Wound Care chronic care portfolio across a defined territory in the United States. You will drive commercial success, develop business plans, and build strong relationships with Hospitals, WOCNs, Physician Offices and care centers, traveling up to 50%.

You have a proven track record in B2B or medical sales, strong clinical understanding, and excellent communication skills to present evidence-based value propositions

Qualifications

• Bachelor’s Degree required.
• Minimum 2 years of experience in B2B or medical sales in a complex environment.
• Experience selling in acute facilities preferred.
• Experience selling through distributors preferred.
• Proficient in positioning and coaching to a Health Economics based solution.

Responsibilities

• Promote and sell portfolio of chronic products; achieve sales targets and profitability goals.
• Develop new target accounts and increase sales of current accounts.
• Develop and maintain business plans by analyzing territory performance and sales reports.
• Ensure effective utilization of products by trained HCPs within territory.
• Build relationships across care settings and develop territory strategy.
• Maintain knowledge of company products, channels, and distribution.
• Demonstrate clinical understanding of Advanced Wound Care dressings and evidence.
• Coordinate educational events and develop KOL relationships.
• Keep regional manager informed of territory progress; plan calendars effectively.
• Attend meetings and represent Convatec professionally; adhere to policies.

Education

Bachelor’s Degree

Job description

Reporting to the Regional Sales Manager, you will be responsible for driving the commercial success of the Advanced Wound Care’s best in class portfolio of chronic care products within a defined geographic area. You understand the importance of working with a team and will foster team effectiveness and accomplishment of goals by sharing knowledge, experience, and information to optimize business strategies and drive overall sales within the territory.

Your Key Duties and Responsibilities:

• Promote and sell portfolio of Chronic products; understand competitive landscape to achieve sales results, quotas/targets and profitability goals
• Develop new target accounts, establish new business and increase sales of current accounts
• Develop and maintain business plans (i.e., weekly, monthly, quarterly, yearly) by analyzing territory performance, sales and reports to identify the needs of specific accounts and discuss issues with Regional Sales Manager or Area Sales Director to help the organization achieve its annual sales goals. Identify, prioritize, pull-through, and close opportunities
• Ensure effective utilization of the products by all trained HCPs within assigned territory
• Network and build relationships spanning multiple care settings across Acute facilities and Wound Care Centers (i.e. Nursing Units, Physician Offices, Care Coordinators, etc.), and use information gathered to build territory strategy
• Maintain thorough knowledge and capabilities of the Company’s products, channels and methods of distribution
• Demonstrate a clear understanding of clinical evidence and articulate our evidence-based value proposition
• Demonstrate clinical understanding of Advanced Wound Care dressings
• Optimize the utilization of educational and KOL events (i.e. Examples are Trade Shows, Local Presentation at OR Department Meetings, Educational Meals)
• Develop and cultivate KOL relationships
• Keep regional manager informed of territory progress on a regular basis
• Undertake effective calendar planning and time management skills
• Attend national, regional, and local meetings as required. Represent Convatec in a professional manner at scheduled meetings
• Adhere to T&E Travel Policy, Company’s compliance policy and Standards of Business Conduct & Ethics including relevant industry Codes of Practice

Hospitals, Physicians, WOCNs, Physician Office, Wound Care Clinics, US Marketing, ASDs/RSMs, Sales Leadership Team, Channel Management Team, Corporate/Strategic Accounts Team

Travel Requirements: 50% of the time

About You:

As an innovative thinker with strong learning agility and a hunter mentality, you bring a demonstrated track record of success in sales, along with your ability to network effectively at all levels, and to navigate through complex sales cycles while also managing multiple call points in a fast-paced, competitive environment. You utilize your positive attitude and problem-solving skills to build long-term, productive customer relationships while interacting with Physicians, WOCNs and other HCPs. As we continue to move into a more digital world, your strong presentation skills both virtually (through MS Teams/Zoom) and in-person will be vital to your success.

Qualifications/Education:

• Bachelor’s Degree Required
• Minimum 2 years of experience in B2B or Medical Sales required in a complex selling environment.
• Demonstrated success in a highly competitive, aggressive, growth sales environment preferred
• Experience selling in Acute facilities preferred
• Experience selling in a complex, matrix environment preferred
• Documented history of sales success with stack rankings, awards
• Experience selling through distributors is preferred
• Proficient in positioning and coaching to a Health Economics based solution
• Exhibits Convatec’s Values & Behaviors
• Clean driving record and valid driver’s license required
• Must reside in or be willing to relocate to the assigned territory area

Working Conditions:

Will spend a significant amount of time traveling

May have to work evenings & weekends

Our progress will give you countless opportunities to move forward too. Seek out new challenges, and you’ll find them. Stretch your thinking, and you’ll find new ways to make an impact. And if you embrace the opportunity to drive your own growth, you could go further, and achieve more, than ever before.