Territory Manager

About This Role

This role drives the sale of Procedural GI products within a specific geographic territory through consultative selling and contract management. The Territory Manager provides ongoing educational support to customers on product use and understanding, and serves as the primary contact for resolving business transactional issues. The territory covers Connecticut, Rhode Island, and Massachusetts west of I-91.

Responsibilities

• Identify profitable revenue growth opportunities while maintaining account retention in assigned territory
• Sell all products in the Procedural GI portfolio including truFreeze, Electrosurgical units, Hemostasis, and others
• Develop and maintain consultative sales relationships with all key-buying influencers in each account and continuously strengthen those relationships by both frequent communication and ongoing self-education of industry changes
• Maintain complete knowledge of each account’s history, contacts, and current and long-term purchase plans for designated products
• Provide product demonstrations, presentations, and in-servicing based upon Customer’s needs
• Assure proper case coverage where applicable
• Prepare, analyze, and develop the overall package for new sales
• Negotiate Customer contracts while leveraging the complete product/services offering from STERIS by working closely with our sales Business unit’s counterparts
• Ensure thorough knowledge of GPO contracts and their application to individual Account and IDN Health Systems
• Maintain constant communication with all internal and external parties during the progression of the sales transaction
• Develop and implement annual business plans for territory/assigned accounts including opportunity development, competitive strategies, and targets to drive sales growth
• Maintain and grow market share of all designated products and services
• Forecast orders and sales on a monthly, quarterly, and yearly basis
• Participate in local chapters of SGNA, ASGE, ACG, and as an active member of Customer professional organization meetings as an educator and or exhibitor

Requirements

• Bachelor's degree
• 3 year minimum of successful sales experience
• Ability to travel overnight up to 40%
• Must be able to be compliant with hospital/customer credentialing requirements

Nice to have:

• Knowledge of Endoscopy equipment
• Experience performing in-services
• Experience in creation of monthly, quarterly, and annual sales plans

Benefits

• Incentive Compensation Program
• Vehicle Reimbursement Plan (includes monthly stipend + mileage reimbursement)