Medical Territory Manager - (US-GA-Atlanta - 39901)

Minimum Education: Associate
Job Type: Full Time
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If interested, please send your resume to mccrana@kellyocg.com

JOB SUMMARY: The Medical Territory Manager is responsible for providing added sales focus within competitive geographies to drive additional capital revenue ranging from approximately $2M to $3M.

You will work closely with the local sales and service teams to develop and implement comprehensive sales strategies for capital products and programs within the assigned territory and account base.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Drive focused revenue growth within Stretchers, Service Contracts, Capital Surfaces and Remanufactured Products product lines.

Must understand in terms of a detailed functionality the benefit offering of each product line, how each product is best applied to meet emergent customer needs, benefits the products will provide to both the patient and care givers.

Ability to articulate an economic benefit for the hospital.
Work with Area Vice Presidents and General Managers to target greatest opportunities for revenue impact within specialty product lines.

Must be able to define an overall strategy on an annual basis to drive sales growth in assigned territory.

Demonstrate an effective understanding of competitive action in the assigned territory and work to develop a plan to address problem areas.

Prepare analysis for, and development of, an overall package for new sales.

Draw on resources from specialist areas for detailed explanation to customer of the product’s applications and benefits and for final development of a needs-based sales deal.

Conduct negotiations with the health care providers to finalize sales.

Perform sales prospecting activities for specialty product lines.

Support and/or develop corporate visitation programs, in addition to regionally co-produced educational and sales programs as needed.

Once installation of new product has occurred, provide on-site training and product support, including: technical training, clinical training, and follow-up to ensure customers are satisfied.

Maintain on-going relationships with customers to ensure maintenance of current base as well as growth of new sales with the medical provider.

Maintain and strengthen relationships throughout all levels of the hospital with various departments to help retain and expand our account presence and leadership position.

Other duties may be assigned.

Job Requirements and Qualifications EDUCATION AND/OR EXPERIENCE REQUIRED:

BA/BS required.
Minimum 3 years selling experience required.
Healthcare experience preferred.
In-depth sales experience with strong understanding of the solutions selling process.
Ability to understand the needs and influence of personnel ranging from nurses to C-level decision makers.
Ability to articulate value propositions and product positioning of Products.
Strong analytical skills to effectively track sales activity, develop sales plans, understand local market and competitive trends, and complete the analysis of sales deals.
Strong business acumen to enable selling to senior-level health care administrative personnel, structure sales deals, reach pivotal agreements in the sales cycle.
Effective planning/organizational skills.
Variable travel will be required.