Territory Sales Manager

AirLife offers a remote opportunity focused on building lasting partnerships and driving revenue growth across a defined geographic region. You will use value-based selling of AirLife respiratory and airway products to GPOs, IDNs, hospital systems, and surgery centers, while joining a culture committed to improving the quality of every breath, with a mindset to evolve, innovate, and grow.

What you will do

• Grow awareness, trial, and usage of AirLife respiratory and airway consumables, and help distributor partners position and expand the product line.
• Expand business by directly engaging the current customer base and target accounts to include GPOs, IDNs, individual hospitals, and alternate care facilities.
• Engage Purchasing and Sourcing Managers to advance current GPO and IDN contracts.
• Ensure local contracts and Peoplesoft/internal part numbers are accurately loaded in the system.
• Plan, prioritize, monitor, and track all sales cycle activities while presenting clinical benefits to individuals and committees.
• Forecast, monitor, and record sales activities for the territory.
• Conduct onsite direct calls and clinical selling at hospitals and surgery centers within the region.
• Provide product introductions, education, and training to customers when appropriate.
• Collaborate with local distribution partners to secure contract placements, communicate monthly forecasts, and ensure inventory support.
• Focus on GPO Private Label products for Regard, S2S, and NovaPlus.
• Lead value based and IDN focused sales for smaller IDNs within the territory.
• Coordinate with the Health Systems team to support initiatives with larger IDNs in the region.
• Understand Value Analysis processes within the customer base to link the sales process from VAT to corporate supply chain.
• Maintain fluency in Salesforce CRM for opportunity pipeline, forecasting, campaign management, and reporting.
• Stay current with training including corporate SOPs, WI, product training, and credentialing.

Requirements

• Bachelor's degree or equivalent with 5 years relevant medical sales experience.
• Minimum of four years of effective related sales experience selling medical products in a hospital or alternate care environment.
• Ability to sell using clinical knowledge to differentiate AirLife products.
• Proven track record of meeting and exceeding sales objectives through disciplined value based selling.
• Experience calling on multi-departmental functional leaders at hospitals, surgery centers, or IDNs; adept at presenting to individuals and committees.
• Understanding of the Group Purchasing Organization (GPO) and Integrated Delivery Network (IDN) landscape.
• Strong business acumen, knowledge of sales processes, decisive and effective negotiation skills.
• Ability to travel within the designated geography up to 60% of the time.
• Excellent communication abilities.
• Solid organization, presentation, and strategic planning skills.
• Track record of building and maintaining long term customer relationships.
• Problem solving and sound decision making capabilities.
• Proven product knowledge in the business area with understanding of the sales process.
• Strong negotiation, influencing, and sales strategy development traits; capable of multi-tasking in a fast paced environment.
• Outstanding time management and organizational skills.
• Ability to work effectively in a fast paced, deadline driven environment.
• Proficiency with Salesforce.com, and MS Office (Word, Excel, PowerPoint, Outlook).

Technologies

• Salesforce CRM
• Salesforce.com
• PeopleSoft
• Microsoft Office

About AirLife

AirLife is dedicated to improving the quality of every breath. Excellence with Every Breath guides how we work and care for customers. As a premier manufacturer of high quality breathing consumables, we pursue growth to expand our global footprint and reach more people with reliable respiratory solutions.

Quality and DEIA

Quality is AirLife's promise, reflecting a commitment to customer satisfaction and product excellence within a dynamic healthcare landscape. Our DEIA guidelines emphasize building a diverse, inclusive workforce that serves a broad, evolving global community.

Work environment

The role operates in a dynamic, client based environment that includes hospitals, surgery centers, operating rooms, and homecare settings.

Physical demands

• Travel up to 60% within the territory.
• Extensive driving within the region.
• Occasional weekend travel for tradeshows or meetings.
• Significant time spent working on a personal computer.