Clinical Territory Manager

Overview

This position will be responsible for managing and directing all field sales activities to maintain and develop unit and dollar sales in their assigned territory. The Territory Manager will create and execute a Quarterly Account Plan (QAP) that will focus on top accounts and high value opportunities. The QAP will also require the territory manager to track market conditions, sales opportunities, and threats from competitors to increase territory sales. Individual will also be responsible for training surgeons and ancillary medical personnel on all proprietary implantable devices, equipment, and surgical procedure in the operating room. This position requires fiscal budget responsibility, ability to operate in a fast-paced and demanding work environment and working nights and weekends when required

Responsibilities

• Effectively plan and build relationships to conduct sales presentations, meeting customers in person on a daily basis.
• Meet with existing customers and high value prospects to provide detailed sales presentations including technical understanding of products, anatomy, and hearing loss.
• Work with Regional Director to develop and coordinate sales strategies and plans.
• Provide technical expert level surgical training and operating room support to physicians and ancillary staff.
• Work alongside Clinical Specialist to execute QAP and coordinate customer visits and responsibilities.
• Liaise between the company and the customers to maintain contracts on pricing, service, contracting, and new product additions.
• Generate and develop outside businesses accounts, through cold calling, to increase opportunity funnel.
• Regularly update all customers within designated territory on product modifications, changes, and enhancements.
• Attend and pass assessments of all trainings within designated time. Enhance up to date knowledge on new products, procedures, services, and tools by demonstrating in role play scenarios and at accounts.
• Maintain professionalism, diplomacy, sensitivity, and tact to portray the company in a positive manner.
• Effectively attending conferences and trade shows, both nationally and regionally.
• Use Business Intelligence and Salesforce analytic tools to maximize sales effectiveness and efficiency
• Prepare and present Sales/Marketing reports for Regional Director when requested.
• Perform updates and maintenance of accounts and customers including contact names, email, phone numbers and proper segmentation within Salesforce on a weekly basis.
• Provide and generate surgical quotes to customers for BAHS, CI, implantable systems, and follow up on those quotes to gain sales.

Territory/Region Activity Support

• Develop a time and territory management strategy and work closely with Clinical Specialist to fiscally manage the territory budget to maximize the impact in the market.
• Accurately identify customer needs and seek assistance on execution of plans as appropriate to maximize impact in region.
• Work to identify patient advocates and utilize them to provide mentoring opportunities with candidates and increase sales.
• Work closely with Education and Training to develop advanced training events when it meets thestrategic need of the region.
• Identify referral sources, including other Demant organizations, within the region to engage in activities will positively affect sales.
• Complete all training requirements within the timeframe described by the Training Department and/or Manager.
• May perform miscellaneous tasks/projects as directed by manager.

Qualifications

• A minimum four-year college degree
• A minimum of 5 years of sales experience preferably in medical device/operating room field
• Must be a “team player”, willing to travel extensively
• Experience within clinical settings including operating room support and/or sales of implantable hearing devices (BAHS/CI) is preferred but not required.
• Experienced in communicating, coaching, training surgeons and OR staff members
• Candidates with strong attention to detail and organization skills have proven to be very successful in this role.
• Prior implantable hearing device knowledge is a plus.