Territory Sales Manager

Convatec is seeking a Territory Sales Manager to own sales performance across an assigned geographic territory from a field-based, Dayton, OH onsite setup. In this role, you will promote and sell Convatec services to facilities, strengthen existing client relationships, and build new accounts through cold calling, supported by training and collaboration with inside office staff.

What you’ll do

• Participate in new hire home office-based training and field-based training.
• Work with inside office staff to support patient and facility needs.
• Develop and maintain territory routing to maximize productive field time.
• Improve sales performance using the SPIN Selling Model, while accepting coaching from the Sales Manager and Field Trainers.
• Apply strong skills in “getting past the gatekeeper” and demonstrate business acumen in day-to-day selling.
• Lead by example by demonstrating “what good looks like.”
• Partner with your Manager to identify territory obstacles and opportunities.
• Keep the Territory Binder information up to date based on territory needs.
• Monitor and remain within the territory budget.
• Use the ACT Program to track facility calls per territory on a daily basis.
• Manage territory paperwork deadlines, including the weekly report, expense reports, budget analysis, sample requests, and related submissions.
• Communicate with office staff to collect PDF information for Medicare.
• Coordinate with manufacturer representatives as needed.
• Identify and discuss local competitors.
• Clearly communicate insurance opportunities and challenges within the market.
• Understand and comply with all company policies and procedures.
• Complete required DME training certifications within the required timeframe.
• Serve as a company resource for the specified territory.

Required qualifications

• Positive attitude and ownership of territory performance, running the territory as if it were your own business.
• Proven track record across solid business acumen, market and industry knowledge, selling skills, sales results, organization, teamwork, and leadership.
• Strong needs-based selling skills.
• Ability to clearly articulate information to a diverse audience.
• Positive response to coaching with demonstrated development in the role, including taking on new challenges and responsibilities.
• Strong multitasking and time management.
• Ability to build rapport effectively.
• Availability to travel within the assigned territory, including overnight stays when applicable.
• Solid understanding of managed care at both local and national levels.
• Experience with budget management while running a territory.
• Experience working in a team setting and leading program development aligned to business initiatives.

Schedule and physical demands

• Regularly sits, stands, walks, and bends while moving about facilities and doctors’ offices.
• Light physical effort required.
• Occasional lifting up to 30 lbs.
• Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

Working conditions

• Travel and overnight stays required to manage and direct accounts in the assigned territory.

Technologies

• SPIN Selling Model
• ACT Program
• PDF
• Medicare

Scam prevention notice

Convatec requires a formal recruitment process, including an interview confirmed by an official Convatec email address, prior to any offer of employment. If you receive a suspicious approach over social media, text message, email, or phone call claiming to represent Convatec, do not share personal information or pay any fees. For concerns, contact [email protected].

Equal opportunity

Convatec provides equal employment opportunities for all current employees and applicants for employment.

Agency and search firm notice

Convatec is not accepting unsolicited resumes from agencies and/or search firms for this job posting. Resumes submitted to any Convatec employee by a third-party agency and/or search firm without a valid written and signed search agreement will become the sole property of Convatec. No fee will be paid if a candidate is hired as a result of an unsolicited agency or search firm referral.

Current Convatec employees

If you are an active Convatec employee, please do not apply here. Use the Career Worklet on your Workday home page and select “Convatec Internal Career Site - Find Jobs”.