Territory Manager

POSITION SUMMARY:

The Territory Manager (TM) is the primary contact for all aspects of commercial business in the assigned territory. It is a field based, customer facing position that interacts at multiple levels in which total hospital account management skills and a high level of business acumen are required. They will ensure that sales targets are met or exceeded. They will be at the forefront of understanding market needs, establishing strong customer relationships, and ensuring our products’ value is clearly communicated and understood. The TM will also work closely with the matrix team to develop strategies to promote our products to medical professionals, hospital administrators, and other relevant stakeholders. This position requires routine air and overnight travel.

RESPONSIBILITIES:

• Collaborate with the Director of Sales, North America to develop and execute sales strategy and plan in accordance with company directives.
• Must identify and address potential barriers to the appropriate integration and adoption of designated products and the ability to identify potential new customers and opportunities.
• Responsible for sales and customer support in a designated territory.
• Implements and executes the launch strategies developed by the Sales and Marketing organization by providing product introductions and in-services for customers.
• Completes a thorough analysis of the territory and identifies key target accounts.
• Responsible for generating and following-up on sales leads.
• Monitors competition by gathering information and sharing it with the marketing team.
• Builds relationships daily with multiple customers within an account and keeps them informed of supply/inventory.
• Resolve customer complaints by investigating problems and making recommendations to management.
• Supports market development efforts to increase the number of patients available to receive our treatment.
• Supports Director of Marketing and VP Clinical Engagement in the execution of education programs for physicians and other health professionals involved in the use of Metra in order to accelerate the adoption rate.
• The ability to showcase a high level of clinical aptitude with thorough understanding of the liver transplant disease space, clinical studies, and medical device product.
• Foster and maintain strong customer relationships by understanding their needs via professionalism and excellent interpersonal skills which routinely involve virtual and large in-person presentations.
• Work cohesively with Clinical Specialists, marketing, medical, leadership, and overall matrix team to meet customer needs.
• Participate in trade shows, conferences, and other industry events to represent the company and its products.
• Ability to prioritize and comfortably manage a large geography requiring routine air travel and overnights.

QUALIFICATIONS AND REQUIREMENTS:

• Bachelor’s degree in business or a medically related field.
• Minimum of five years sales experience in the medical device or transplant industry, with a proven track record of meeting or exceeding targets.
• Minimum of five years sales experience related to hospital total account management.
• An entrepreneurial mindset displaying a high degree of resourcefulness, ingenuity, and personal credibility is necessary in order to discover barriers to product utilization and implement appropriate solutions.
• Excellent presentation skills both virtually and in front of a live audience.
• Exceptional interpersonal and communication skills with active listening skills to uncover unmet needs.
• Strong attention to detail.
• Having a sense of urgency and ability to work in a high stress environment in which daily responsibilities/locations are not routine.
• Deep understanding of the medical device market, preferably with experience in organ transplantation.
• Proven ability to develop and execute effective sales strategies.
• A high degree of professionalism, integrity, and ethical behavior.
• Ability and willingness to travel extensively.