Territory Sales Manager - Atlanta, GA

AirLife; United States; Sur place; USD 85 000 - 125 000; Plein temps

Avantages offerts par ce poste

Medical, dental, vision coverage

401(k) plan

Paid time off

Résumé du poste

AirLife in the United States is seeking a Territory Sales Manager to cultivate long-term customer relationships and drive revenue by expanding penetration within a defined geographic region. You will act as an individual contributor, leveraging clinical knowledge to differentiate AirLife products to hospital systems, IDNs, and GPOs.

The role requires calling on multi-department leaders, presenting to committees, and traveling up to 60% to cover the territory with a focus on value-based selling

Qualifications

• Bachelor's degree or equivalent with 5 years medical sales experience.
• Experience selling medical products in hospital/alternate care environment.
• Ability to sell using clinical knowledge to differentiate AirLife products.
• Proven track record of meeting sales objectives using value-based selling.

Responsabilités

• Aggressively create awareness, trial, and usage for AirLife products while assisting distributors in positioning and growing the product line.
• Expand existing business through direct calls on current customers and target accounts including GPO/IDN and hospital/alternative care accounts.
• Target Purchasing and Sourcing Managers to advance current GPO and IDN contracts.
• Ensure local contracts and PeopleSoft/internal part numbers are accurately loaded within the system.
• Forecast, monitor, and post sales activities for the territory.
• Onsite direct call and clinical selling within hospitals and surgery centers in the territory.
• Provide product introduction, education, and training to customers where appropriate.
• Collaborate with local Distribution partners to secure contracts and ensure inventory availability.
• Focus and support GPO Private Label products for Regard, S2S and NovaPlus.
• Value Based and clinical IDN focused sales for smaller IDNs within the territory.
• Collaborate with Health Systems team for initiatives with larger IDNs.

Connaissances

Medical sales

Hospital sales

GPO/IDN knowledge

Clinical value-based selling

CRM Salesforce

Negotiation

Communication

Formation

Bachelor's degree or equivalent

Outils

Salesforce CRM

Description du poste

c Ompany Description

At AirLife, we are dedicated to improving the quality of every breath. Excellence with Every Breath is not just a tag line, but the way we work and take care of our customers. With a mindset to evolve, innovate, and grow, we are a premier manufacturer of the highest-quality and market-leading breathing consumables. This growth philosophy has positioned us to increase our global footprint and business reach, impacting even more people around the world. Our expanding family of the most trusted brands offers a product portfolio that spans the continuum of care from first responder to home care, with safety, patient comfort, and clinical performance in mind. Collective expertise allows us to provide quality products and experiences to our patients, customers, and our people. Our values of Customer first, Differentiate with our People, Bias for Action, Continuous Improvement and Accountability define who we are and how we work. Join us!

At AirLife, we are dedicated to improving the quality of every breath. Excellence with Every Breath is not just a tag line, but the way we work and take care of our customers. With a mindset to evolve, innovate, and grow, we are a premier manufacturer of the highest-quality and market-leading breathing consumables. This growth philosophy has positioned us to increase our global footprint and business reach, impacting even more people around the world. Our expanding family of the most trusted brands offers a product portfolio that spans the continuum of care from first responder to home care, with safety, patient comfort, and clinical performance in mind. Collective expertise allows us to provide quality products and experiences to our patients, customers, and our people. Our values of Customer first, Differentiate with our People, Bias for Action, Continuous Improvement and Accountability define who we are and how we work. Join us!

Position Summary

The Territory Sales Manager is entrusted with cultivating long term customer relationships and being a valuable, individual contributor to the organization’s overall success and revenue expansion. This entails creating sustainable, profitable growth by increasing penetration and profitability of new and existing accounts within the assigned geographic territory.

This newly elevated Territory Sales Manager position emphasizes value-based selling as an essential part of the position because AirLife focuses on the sale of clinically differentiated products to members of GPO’s, large hospital systems/IDNs, and Surgery Centers.

The Territory Sales Manager approaches each customer with a total account management perspective, leveraging resources appropriately, collaborating with business partners and accurately articulating the value proposition for the customer, to include key stakeholders in Anesthesia, Respiratory, Value Analysis and Supply Chain.

The Territory Sales Manager will be a positive contributor to the culture of AirLife with a winning attitude and by demonstrating AirLife's core values: Customer First: We differentiate with our People; Bias for Action; Continuous Improvement; and Accountability.

Qualification Requirements

To perform this job successfully, an individual must be able to perform essential duties 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.

• Bachelor's degree or equivalent with 5 years relevant medical sales experience
• Minimum of four years of effective related sales experience selling medical products in a hospital or alternate care environment.
• Ability to sell utilizing clinical knowledge to differentiate AirLife products.
• Demonstrated track record of meeting and exceeding sales objectives using disciplined value-based selling.
• Experience calling on multi-departmental functional leaders at a hospital, surgery center, or at the IDN level. Expertise in presenting to both individuals and committees.
• Understands the Group Purchasing Organization (GPO) and Integrated Delivery Network (IDN) landscape.
• Demonstrated business acumen and knowledge of sales processes, as well as strong decision-making and negotiating abilities.
• Ability to travel within designated geography with up to 60% travel.

Essential Duties And Responsibilities

The following includes the essential duties and responsibilities; however, others may be added or changed as the need arises:

• Aggressively create awareness, trial, and usage for AirLife products (respiratory and airway consumables), while assisting distributor partners in properly positioning and growing the product line.
• Expand existing business through direct call on current customer base and target accounts to include GPO, IDN, individual hospital and alternate care accounts.
• Target Purchasing and Sourcing Managers to move forward current GPO and IDN contract positions.
• Ensure local contracts and Peoplesoft/internal part numbers are accurately loaded within the system.
• Competency in planning, prioritizing, monitoring, and tracking all sales cycle events, while presenting the clinical benefits of our products to individuals and committees.
• Responsible for forecasting, monitoring, and posting sales activities for the respective territory.
• Onsite direct call and clinical selling with the appropriate call points within the hospital and surgery centers in the territory.
• Provide product introduction, education, and training to customers where appropriate.
• Work directly with local Distribution partners to ensure placement of appropriate contracts, appropriate monthly forecasts are communicated and supporting inventory is available.
• Focus and support of GPO Private Label products for Regard, S2S and NovaPlus.
• Value Based and clinical IDN focused sales for smaller IDNs within the territory.
• Collaborate with the Health Systems team to support initiatives with the larger IDNs within the territory.
• Responsible for understanding the Value Analysis members and process within customer base to help link the sales process from VAT to corporate Supply Chain.
• Complete management and fluency of Salesforce CRM to include opportunity pipeline, forecasting, campaign management and sales reporting.
• Stay up to date with all training including Corp SOPs, WI’s, product training and corporate credentialing.

OTHER SKILLS And ABILITIES

• Excellent communication skills.
• Strong organization, presentation, and strategic planning skills
• Track record of building and maintaining long-terms customer relationships.
• Ability to problem solve and make effective decisions.
• Proven product knowledge in business area with understanding of sales process.
• Strong business acumen and excellent negotiation, communication, influencing, business planning and sales strategy development traits are paramount. Solid process orientation and the ability to perform multiple tasks in a fast-paced environment.
• Outstanding time management and organizational expertise.
• Ability to work in a fast-paced, deadline driven environment.
• Proficiency with Salesforce.com.
• Proficiency with MS Office software (Word, Excel, PowerPoint, Outlook), contact management software, and the Internet.

PHYSICAL DEMANDS

• Individual must be able to spend at least 60% of time traveling.
• Individual must be able to drive extensively in the territory.
• Job requires occasional weekend travel (tradeshows, meetings, etc.).
• Job requires individual to spend significant amount of time working on a personal computer.

WORK ENVIRONMENT

• Working environment is dynamic.
• Work is normally performed in a client-based environment.
• Client based environment include hospitals, surgery centers, operating rooms, and homecare businesses.

QUALITY POLICY

At AirLife, Quality is our promise. It is our commitment to customer satisfaction and our dedication to product excellence in an evolving global healthcare market. This promise is kept through a continuously improving and effective Quality Management System and compliance to Regulatory Requirements.

DEIA STATEMENT

At AirLife, we are committed to building a diverse workforce and an inclusive workplace that reflects the communities and customers we serve. We believe our philosophy on Diversity, Equity, Inclusion, and Advancement (DEIA) encourages excellence and equips us to serve an evolving global marketplace. AirLife offers a comprehensive benefits package, including medical, dental, and vision coverage, 401(k), paid time off, paid holidays, bereavement leave, Employee Assistance Program resources, and medical leave benefits, subject to applicable eligibility requirements. Certain positions may also be eligible for bonus, commission, or other incentive compensation.