Territory Sales Manager - Washington, DC

Convatec; Washington; On-site; USD 70,000 - 110,000; Full time

Job summary

Convatec, a global medical products company, is seeking a Territory Sales Manager for the Washington territory. You will promote services to hospitals and specialists, grow existing accounts and establish new ones through cold calling, while collaborating with inside staff to service facilities.

You will develop territory routing, apply SPIN selling, and stay within budget while meeting deadlines for reports and paperwork. Travel within the region is required.

Qualifications

• Proven sales track record within medical devices or healthcare services.
• Ability to develop territory plans and budgets.
• Strong business acumen and market knowledge.
• Effective communication across diverse audiences.
• Familiar with managed care and payer concepts.

Responsibilities

• Participate in home office-based training as well as field-based training.
• Work collaboratively with inside office staff to service patients and facilities.
• Develop a territory routing to maximize field time.
• Continually strive to improve sales skills by using SPIN Selling Model and accept coaching.
• Demonstrate strong skills in getting past the gatekeeper and business acumen.
• Lead by example by demonstrating what good looks like.
• Work closely with Manager to identify territory obstacles and opportunities.
• Keep Territory Binder information up-to-date based on territory needs.
• Monitor and stay within territory budget.
• Proficient with ACT Program to track facility calls per territory on a daily basis.
• Stay on top of and meet all deadlines for territory management paperwork: weekly report, expense reports and budget analysis, sample requests, etc.
• Demonstrate strong communication skills with office staff on collecting PDF information for Medicare.
• Communicate and work with manufacturer representatives as needed.
• Identify and discuss local competitors.
• Clearly communicate insurance opportunities and challenges within a given market.
• Understand and comply with all company policies and procedures.
• Complete all required DME training certifications in the required time frame.
• Act as a company resource for specified territory.

Skills

Sales excellence

Territory management

Strategic selling

Relationship building

Communication skills

Job description

Position Overview

The Territory Sales Manager manages an assigned geographic territory by promoting and selling our services to facilities such as Urologists, Pediatric Hospitals and Rehabilitation Hospitals. This position maintains relationships with existing clients and establishes new accounts through cold calling.

Key Responsibilities

• Participate in new hire home office-based training as well as field-based training.
• Work collaboratively with inside office staff to service patients and facilities.
• Develop a territory routing to maximize field time.
• Continually strive to improve sales skills by using the SPIN Selling Model and accept coaching by the Sales Manager and Field Trainers.
• Demonstrate strong skills in “getting past the gatekeeper” and business acumen.
• Lead by example by demonstrating “what good looks like.”
• Work closely with Manager to identify territory obstacles and opportunities.
• Keep Territory Binder information up-to-date based on territory needs.
• Monitor and stay within territory budget.
• Proficient with ACT Program to track facility calls per territory on a daily basis.
• Stay on top of and meet all deadlines for territory management paperwork: weekly report, expense reports and budget analysis, sample requests, etc.
• Demonstrate strong communication skills with office staff on collecting PDF information for Medicare.
• Communicate and work with manufacturer representatives as needed.
• Identify and discuss local competitors.
• Clearly communicate insurance opportunities and challenges within a given market.
• Understand and comply with all company policies and procedures.
• Complete all required DME training certifications in the required time frame.
• Act as a company resource for specified territory.

Qualifications / Education

• Positive attitude and take ownership running the territory as if it was his/her own business.
• Strong track record of performance in the following areas: solid business acumen, market/industry knowledge, selling skills, sales results, organization, teamwork and leadership.
• Demonstrate solid sales skills taking a needs-based approach to selling.
• Demonstrate success in working within a team setting and leading the development and completion of programs that align to business initiatives.
• Demonstrate the ability to articulate information to a diverse audience.
• Respond positively to coaching with a demonstrated ability to develop in the role, taking on new challenges and responsibilities.
• Excels at multi-tasking and time management.
• Models strong rapport-building skills.
• Available to travel within assigned territory with overnight stays when applicable.
• Has solid understanding of managed care at both a local and national level.
• Budget management experience with running a territory.

Physical Demands

• Regularly required to sit, stand, walk, and bend and move about facilities and doctors’ offices.
• Light physical effort required.
• Occasional lifting up to 30 lbs.
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Working Conditions

• Travel and over night required for adequately managing and directing accounts in assigned territory.

Equal opportunities

Convatec provides equal employment opportunities for all current employees and applicants for employment. This policy means that no one will be discriminated against because of race, religion, creed, color, national origin, nationality, citizenship, ancestry, sex, age, marital status, physical or mental disability, affectional or sexual orientation, gender identity, military or veteran status, genetic predisposing characteristics or any other basis prohibited by law.

Notice to Agency and Search Firm Representatives

Convatec is not accepting unsolicited resumes from agencies and/or search firms for this job posting. Resumes submitted to any Convatec employee by a third party agency and/or search firm without a valid written and signed search agreement, will become the sole property of Convatec. No fee will be paid if a candidate is hired for this position as a result of an unsolicited agency or search firm referral. Thank you.

Already a Convatec employee?

If you are an active employee at Convatec, please do not apply here. Go to the Career Worklet on your Workday home page and View “Convatec Internal Career Site - Find Jobs”. Thank you!

About Convatec

Pioneering trusted medical solutions to improve the lives we touch:

Convatec is a global medical products and technologies company, focused on solutions for the management of chronic conditions, with leading positions in Advanced Wound Care, Ostomy Care, Continence Care, and Infusion Care. With over 10,000 colleagues, we provide products and services in around 90 countries, united by a promise to be forever caring. Our solutions provide a range of benefits, from infection prevention, treatment for hard to heal wounds, at-risk skin and ulcerated tissue to supporting debilitating conditions, improved patient outcomes and reduced care costs. Convatec’s revenues in 2025 were over $2 billion. The company is a constituent of the FTSE 100 Index (LSE:CTEC). To learn more please visit: http://www.convatecgroup.com.