SUMMARY: The Territory Manager - Medical Device Sales is responsible for selling Negative Pressure Wound Therapy (NPWT) and other focused products to achieve financial and strategic goals within an assigned territory. This role will develop and maintain customer relationships at Hospitals and Long-Term Acute Care (LTAC) facilities. This role will act as the primary sales representative for Acelity in acute care settings to influence the adoption and continued usage of NPWT and other focused products.
PRIMARY RESPONSIBILITIES:
Drive ACELITY revenue by:
- Developing and managing relationships with key customer decision-makers including clinical, procurement, and materials management staff
- Presenting and reinforcing Acelity value proposition to differentiate Acelity from competitive offerings
- Establishing and driving usage protocols to optimize revenue for NPWT and other focused products
- Managing the introduction of new technologies through new product committee process
- Providing in-services, training, and general guidance to customers on the appropriate and approved use of Acelity products and customer facing systems (Acelity Express)
- Managing the transition of patients from acute to post-acute care
Actively manage the sales territory by:
- Utilizing salesforce.com to assist in developing a territory plan to prioritize account calls and activities
- Partnering with the following Acelity Sales team roles:
- Strategic Account Manager: Develop a detailed strategy to capture revenue at Access accounts
- Territory Representative: Identify and communicate transition patients in a HIPAA-compliant manner
- District Clinical Specialist: Proactively coordinate activities with district resource for training and clinical support
- Develop clinical champions to drive key implementation of initiatives into assigned accounts
- Adhere to all ACELITY policies, procedures, and guidelines.
SECONDARY RESPONSIBILITIES:
Complete essential business-tracking requirements by:
- Maintaining sales call data by entering into designated Acelity system (salesforce.com)
- Completing required corporate and region reports within designated timeframes
- As required, resolving account billing, MIA and contract renewal issues
- Manage administrative responsibilities including: expense reports, etc.
BASIC QUALIFICATIONS:
- Bachelor's Degree OR two years of successful work history with KCI
- Candidates with relevant experience in the military, clinical practice, or medical device industry may be considered in lieu of a Bachelor’s degree
- Demonstrated business to business sales experience
- Experience with MS office applications including Word, Excel, and Outlook
PREFERRED QUALIFICATIONS:
- Medical device or pharmaceutical sales experience
- Hospital or operating room sales experience
- Experience with navigating new product introductions and the value analysis review process
- Demonstrated track record of success in hospital, pharma and/or business-to-business sales
- Completion a formal sales training program
