Territory Sales Manager-Tracheostomy

Coloplast; United States; Remote; USD 80,000 - 120,000; Full time

Job summary

Coloplast is seeking a Territory Sales Manager for the Tracheostomy sector to drive sales in a remote role. This position focuses on building relationships with key decision-makers, executing sales strategies, and growing market share for Tracoe products. Ideal candidates will have a Bachelor's degree and significant experience in medical device sales, along with strong consultative selling and relationship-building skills.

Benefits

Flexible work schedules with summer hours

Monthly car allowance

401k dollar-for-dollar matching up to 6%

Comprehensive benefit plan

Health Savings Account with employer contributions

Paid Paternity Leave

Training and Development

Qualifications

• 3-5+ years of Medical Device Sales experience required.
• Proficient understanding of clinical and technical product knowledge.
• Valid US Driver’s License and ability to travel nationally.

Responsibilities

• Achieve territory sales objectives through effective business partnerships.
• Develop and implement strategies to maximize sales.
• Retain and grow business within existing customer base.

Skills

Consultative selling

Relationship building

Business acumen

Clinical knowledge

Competitive analysis

Education

Bachelor’s Degree

Tools

CRM tools

Job description

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Territory Sales Manager- Tracheostomy |Atos Medical | Remote-Ideal candidate should be located within 30-45 miles of a major airport.

Atos Medical is a global leader in neck stoma care—dedicated to improving the lives of people living with laryngectomy and tracheostomy. With origins in Sweden and Germany, both our Laryngectomy and Tracheostomy brands bring decades of expertise and innovation in voice and respiratory care, offering trusted solutions such as the Provox voice prosthesis and TRACOE tracheostomy products.

As part of the Coloplast Group, we operate in over 90 countries with a shared commitment to clinical excellence, patient support, and high-quality medical devices that help people breathe, speak, and live more comfortably.

This Territory Sales Manager-Tracheostomy is responsible for achieving territory sales objectives through selling activities which include cultivating business partnerships with key decision makers, product in-services, driving market share and sales growth. This individual will target key customers by selling and servicing our portfolio of Tracheostomy (Tracoe) products.

ESSENTIAL FUNCTIONS:

Business Acumen

• Effectively engage all targeted accounts as well as develop and execute a clear and logical plan to achieve overall territory sales objectives
• Ability to navigate, understand and document hospital internal ordering processes and understand the demand patterns balanced against short term product availability
• Understand the complexities of selling to Integrated Delivery Networks (IDN’s), as well as Group Purchasing Organization (GPO) affiliations and impact on the sales process and sales cycle
• Demonstrates an ability and willingness to understand the US tracheostomy business, and drive significant market share gain from well-established competitors with ”minimal” perceived product differentiation
• Develop and implement strategies to maximize territory and company objectives, including analyzing key sales and marketing data to determine the most leverageable opportunities in the territory
• For all targeted accounts, understands customer's environment, including who the clinical, financial and other key decision makers are, their key issues/concerns, including challenges and opportunities for Atos
• Ensures timely advancement of the sale process with all targeted accounts achieving/exceeding the annual minimum required contract commitments **Ability to provide input to National Manager, Tracheostomy on the sales process, key identifiable milestones to progress thru stages, and document the sales cycle (time from identified opportunity to close).
• Understands Financial Business Models and conducts cost/benefit analysis, speed to impact and clinical outcomes impact.

Selling Skills:

• Demonstrates consultative selling skills to uncover customer strategy and presents value proposition including financial and clinical impact
• Plans monthly/weekly/daily call routine to ensure appropriate coverage of key targeted accounts given sales time allocation, sales potential, geographical location, development of sales process, etc.
• Utilize all available tools to maximize sales growth including, but not limited to contracts, marketing directives, sales reports and educational materials
• Knowledgeable of competitive activity and sales volume in each targeted account

Relationship Building:

• Retain and grow business within current customer base by identifying opportunities and help formulate sales strategies
• Develop and maintain long-term relationships that lead to increasing use of products within existing accounts and potential target accounts
• Develop and maintain productive cross-functional relationships to share knowledge and leverage synergies within the organization
• Ability to objectively identify Key Opinion Leaders (KOL’s) and key influencers within hospital systems, as well as regional and national reach.
• Ability to leverage relationships appropriately to drive company objectives and expand market awareness for Tracoe while driving incremental value for the customers.

Clinical Knowledge and Self Development:

• Clear “expert” with proficient understanding of clinical and technical product knowledge. Ability to communicate such knowledge during sales interactions and in-service settings
• Strong understanding of competitive activity and products as well as knowing current market trends and industry information
• As required, attends industry related meetings/events for business development opportunities

Administrative:

• Organize and manage information utilizing CRM tool as directed, specifically Opportunity Pipeline and logging all activities relevant to drive opportunities forward to close.
• Maintains current records and administrative duties, including sales reporting and expense management

REQUIREMENTS:

• Education: Bachelor’s Degree required
• Experience: 3-5+ years of Medical Device Sales
• Must possess a valid US Driver’s License, own or have leased a late model automobile appropriate for the position, a credit rating acceptable for extensive travel
• Must be available for national and global travel up to 50%
• Must be able to complete credentialing requirements that meet the access requirements of each healthcare facility such as Tuberculosis screening upon employment and Hepatitis B declaration.

WE OFFER:

You will be part of an ambitious work environment in which teams work together to continuously grow and develop the business. You will have great opportunities to learn and develop, and you will be offered a competitive salary package and benefits.

Atos Medical is a global leader with Swedish headquarters and more than 20 subsidiaries worldwide. Guided by our superpowers—patient-centric, dedication, agile, and the belief you never walk alone—we bring purpose to everything we do. We connect with stakeholders, involving them in our activities and striving to support and empower our users and each other every day. No matter whom we interact with – users, colleagues, health care professionals, business partners – respect and integrity are at the core of everything we do.

Additional benefits:

• Flexible work schedules with summer hours

• Monthly car allowance

• 401k dollar-for-dollar matching up to 6% with immediate vesting

• Comprehensive benefit plan offers

• Health Savings Account (HSA) with employer contributions

• Life Insurance, Short-term and Long-term Disability

• Paid Paternity Leave

• Wellness Resources

• Training and Development

Atos Medical, Inc. is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. Equal Opportunity Employer Veterans/Disabled. To request reasonable accommodation to participate in the job application, please contact 800-217-0025.

Founded in 1986, Atos Medical is the global leader in laryngectomy care as well as a leading developer and manufacturer of tracheostomy products. We are passionate about making life easier for people living with a neck stoma, and we achieve this by providing personalized care and innovative solutions through our brands Provox, Provox Life and Tracoe.

We know that great customer experience involves more than first-rate product development, which is why clinical research and education of both professionals and patients are integral parts of our business.

Our roots are Swedish but today we are a global organization made up of about 1400 dedicated employees and our products are distributed to more than 90 countries. As we continue to grow, we remain committed to our purpose of improving the lives of people living with a neck stoma.

Since 2021, Atos Medical is the Voice and Respiratory Care division of Coloplast A/S