Territory: South Houston, TX
Covering: Houston, Cypress, Galveston, Humble, Richmond, Webster, League City, Sugarland, Beaumont, Tomball, Spring, Bellaire, Katy, The Woodlands, Bay City, Pearland, Humble, Kingwood
The role
As the Surgical Pain Territory Manager, you will be responsible for meeting or exceeding the sales objectives of the Surgical Pain products. These products include On-Q and Ambit Pump Pumps. The Territory Manager will work with Health Care Professionals and business leaders in hospitals, ambulatory surgery centers, and clinics in a geographic territory. This position reports to the Regional Sales Manager. The role requires up to 50% travel including over-nights.
The ideal candidate for the Territory Manager role will utilize analytical skills and product knowledge to build and maintain relationships with surgical staff in assigned territories. They will be an excellent communicator with a passion for achievement and a consistent track record of year over year winning in their market. They will be active in their accounts and demonstrate consistent engagement with current and potential customers They will utilize CRM tools and reporting data will enable the Territory Manager to grow their territory and deliver value to customers.
Key Responsibilities:
- Develop and maintain relationships with surgeons, physicians, therapists, nurses, clinicians, department decision makers and/or administrators within assigned accounts or markets
- Being present during surgical procedures to answer product-related questions in an O.R. setting
- Close new sales opportunities and generate new customer leads while actively protecting existing market share
- Be in the field at least 4.5 days each week communicating with current and potential customers
- Develop and execute strategies to achieve business objectives
- Actively participate with Regional Manager in the strategic and tactical planning process
- Sales positioning, analysis, and in-servicing of product categories that address customers' pain points.
- Implementation of the business and selling activities required to meet objectives
- Drive contract management, including local price negotiations
- Demonstrate deep clinical knowledge and an understanding of effective medical device sales
Your qualifications
Required:
- Bachelor's degree in business, marketing or any related field
- At least four years of demonstrated success in sales, with at least two of those years in medical sales calling on surgeons, hospitals and ASCs
- At least one year of experience in an operating room setting
- Understanding of the hospital/ASC buying process including the role of GPO's, IDN's, and Distributors
- Knowledge of healthcare reimbursement methodologies, including but not limited to fee for service, value-based care and alternative payment methods
- Ability to think strategically and constructively challenge status quo
- Strong verbal and written communications skills and interpersonal skills
- Effective time management and prioritization skills
- Ability to travel up to 50%, including overnights
- Experience working with PC based applications (Windows, Word, Excel, and PowerPoint)
- Deep understanding of medical terminology and clinical practices
- Evidence of continued personal and professional growth and development
- Ability to lead in the face of ambiguity
- Persistence to achieve long-term objectives in the face of obstacles
Preferred:
- B2B (business to business) selling experience
- Surgical Case experience
- Experience with musculoskeletal products (Ortho, Spine, Trauma, Sports Medicine)
- Track record of success covering large territories and owning sales goals as an individual rather than on a team
- Demonstrated market development and growth
The statements above are intended to describe the general nature and level of work performed by employees assigned to this classification. Statements are not intended to be construed as an exhaustive list of all duties, responsibilities and skills required for this position.
