The Territory Manager is responsible for achieving annual revenue growth goals for products in the North Central territory including direct sales and sales through distribution partnerships. The territory consists of Montana, Wyoming, North Dakota, South Dakota, Nebraska, Minnesota, Wisconsin, Iowa, Illinois, and Michigan.
Location: Remote position, based in the territory. Preferably Minneapolis, MN or Chicago, IL.
Essential Job Functions:
Drive the attainment of company revenue growth goals and profitability in assigned geographic territory.
Plan and execute sales activities, including development of key account strategies, their implementation, and the required coordination of resources.
Identify target accounts using the methodology provided by management.
Develop and maintain consultative sales relationships with all customer buying influences within the account's organization providing value-added solutions.
Provide appropriate in-service / training support within assigned geography to maximize Nonin's sales objectives.
Establish effective relationships and collaborations with other departments (Marketing, Finance, Customer Service, etc.) to address key business issues and opportunities.
Develop and maintain a high level of product knowledge of Nonin Medical and competitive product.
Maintain a funnel volume 4X sales quota and provide accurate 30-60-90 day forecast using assigned forecast tool
Maintain weekly and monthly reports as required by management, Including accurate and up to date information for all direct accounts and distribution business in the territory, tracked by CRM
Share market feedback to product marketing management and sales leadership.
Partner with product and sales management to identify, establish and roll out revenue generating marketing strategies to gain market share in assigned territory.
Partner with, assess and coach the Distributor sales teams within the assigned territory to ensure revenue and market share objectives are reached.
Develop proposals and price quotations for a variety of healthcare professionals including physicians, nurses, respiratory therapists, biomedical engineers and administrators.
Manage complex contract negotiations with direct customers and consult on pricing negotiations for Distributors in the assigned territory.
Respond and resolve customer/distribution network questions and concerns in a timely manner.
Attend clinical meetings, seminars, and tradeshows as appropriate.
Required Education & Experience:
3 years of sales experience in medical device sales, selling to hospitals.
Strong conceptual and consultative strategic selling skills.
Proven track record of sales excellence.
Required Knowledge, Skills & Abilities:
Experienced with in-service/training on product use
Demonstrated ability to achieve sales plans.
Professional and positive approach, team player, strength in building relationships.
Strong problem solving skills.
Demonstrated strong oral and written communication skills.
Must possess a valid state driver's license and pass hospital credentialing requirements.
Pass hospital credentialing requirements, including pre-employment drug screening.
Preferred Knowledge, Skills & Abilities:
An understanding of the patient monitoring, CIS and Perfusion, including trends, technologies, products, and players.
Experienced with negotiations with executive administration levels, i.e., CFO, CIO, CEO, CMO.
Clinical knowledge in cardiopulmonary, critical care and cardiovascular surgery
Sit/stand 8 hours/day
Ability to willingness to travel approximately 60% of the time.
Nonin Medical is an Equal Opportunity/Affirmative Action Employer - Minority/Female/Disabled/Veteran.