Territory Manager, Ostomy Care

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 around 10,000 colleagues, we provide our products and services in almost 100 countries, united by a promise to be forever caring. Our solutions provide a range of benefits, from infection prevention and protection of at-risk skin, to improved patient outcomes and reduced care costs. Group revenues in 2022 were over $2 billion. The company is a constituent of the FTSE 100 Index (LSE:CTEC). 

Every day, our products improve the lives of millions of people around the world. We’re hugely proud of this, which is why we’re transforming our business to reach millions more. Join us as a Territory Manager, and you’ll drive progress that really means something.

About the Role:

As a natural communicator and go-getter, you will be responsible for selling Convatec’s portfolio of products in order to drive market share increase within a designated territory. You are a collaborator who will foster team effectiveness and accomplishment of shared goals by sharing knowledge, experience, and information in order to optimize business strategies and drive overall sales within the territory.

Duties and Responsibilities:

• Develop positive, collaborative relationships with clinical care providers, key buying influencers, including but not limited to Physicians, WOCNs, and other clinicians within the continuum of care, and targeted customers in the Acute, Alternate Site, and healthcare settings.

• Develop productive business relationships with individuals who are purchasing decision-makers in targeted facilities within designated territory.

• Generate business with new customers through cold calling and lead follow-up, and grow sales with existing accounts and customers.

• Present and detail Convatec products to decision makers and associated staff to help create demand for Convatec products, using appropriate selling tools, visual aids and product demonstrations.

• Attend national, regional, and local meetings as required, representing Convatec in a professional manner.

• Plan and implement product in-service programs for Convatec products.

• Analyze territorial sales to target key customers for in-service programs.

• Report results of in-service program to the Regional Sales Manager.

• Leverage existing Convatec Territory managers and distribution channels to create a positive team approach to all the targeted facilities within your designated territory.

• Establish and develop working relationships with regional distribution centers of national distribution chains and regional distributors within assigned territory.

• Conduct in-service demonstrations sales and customer service representatives on the features, benefits and usage of Convatec products and work with distributor sales management to develop programs to promote Convatec products within serviced hospitals.

• Assist Product Development/Quality Assurance Manager and Market Research Analyst in beta testing new product concepts or product improvement ideas. Also, as requested, participate in field testing of marketing program concepts and provide input for program changes or improvements.

• Submit new product ideas to Product Development/Quality Assurance Manager.

• Maintain regular communications with Regional Sales Manager and performs additional duties as assigned by Regional Sales Manager.

• Conduct monthly analysis of sales using Customer Relationship Management (CRM) tools as well as sales reporting tools within designated territory. Principal Contacts, Hospitals, WOCNs, Surgeons, Long Term Care, Long Term Acute Care, Wound Care Clinics.

About You:

You will utilize your strong interpersonal and critical thinking skills while taking on a consultative sales approach to selling medical products into hospitals/acute care facilities. You are someone who thrives in a highly competitive, aggressive, growth sales environment with a history of success working with a complex sales cycle and multiple call points. You have a proven ability to build positive customer relationships quickly and to network effectively at all levels and feel confident in your ability to navigate committees and teams with an economic and clinical benefit story. Your excellent communication skills, energetic sales personality and positive attitude with the proven ability to excel in a fast-paced, competitive environment will be the key to your success in this role.

Education/Qualifications:

• Bachelor’s Degree or RN is required

• Must reside or be willing to relocate to the assigned territory area.

• Clean driving record and valid driver’s license required

• Experience selling ostomy, wound/skin care or critical care products are preferred

• Experience selling to and through distributors is preferred

Working Conditions:

• You will spend significant amount of time traveling including various modes of transportation.

• You may have to work evenings & weekends.