Territory Sales Manager - Baltimore, MD

Position Summary

The Territory Sales Manager is responsible for cultivating long-term customer relationships and contributing to the organization's overall success and revenue expansion. This role involves increasing penetration and profitability of new and existing accounts within the assigned geographic territory, focusing on value-based selling to GPOs, large hospital systems/IDNs, and surgery centers.

Qualification 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 utilizing clinical knowledge to differentiate AirLife products
• Demonstrated track record of meeting and exceeding sales objectives using disciplined value-based selling
• Experience calling on multi-departmental functional leaders at a hospital, surgery center, or at the IDN level
• Expertise in presenting to both individuals and committees
• Understanding of the Group Purchasing Organization (GPO) and Integrated Delivery Network (IDN) landscape
• Demonstrated business acumen and knowledge of sales processes, as well as strong decision-making and negotiating abilities
• Ability to travel within designated geography with up to 60% travel

Essential Duties And Responsibilities

• Aggressively create awareness, trial, and usage for AirLife products (respiratory and airway consumables), while assisting distributor partners in properly positioning and growing the product line
• Expand existing business through direct call on current customer base and target accounts to include GPO, IDN, individual hospital and alternate care accounts
• Target Purchasing and Sourcing Managers to move forward current GPO and IDN contract positions
• Ensure local contracts and Peoplesoft/internal part numbers are accurately loaded within the system
• Competency in planning, prioritizing, monitoring, and tracking all sales cycle events, while presenting the clinical benefits of our products to individuals and committees
• Responsible for forecasting, monitoring, and posting sales activities for the respective territory
• Onsite direct call and clinical selling with the appropriate call points within the hospital and surgery centers in the territory
• Provide product introduction, education, and training to customers where appropriate
• Work directly with local Distribution partners to ensure placement of appropriate contracts, appropriate monthly forecasts are communicated and supporting inventory is available
• Focus and support of GPO Private Label products for Regard, S2S and NovaPlus
• Value Based and clinical IDN focused sales for smaller IDNs within the territory
• Collaborate with the Health Systems team to support initiatives with the larger IDNs within the territory
• Responsible for understanding the Value Analysis members and process within customer base to help link the sales process from VAT to corporate Supply Chain
• Complete management and fluency of Salesforce CRM to include opportunity pipeline, forecasting, campaign management and sales reporting
• Stay up to date with all training including Corp SOPs, WI’s, product training and corporate credentialing

Other Skills And Abilities

• Excellent communication skills
• Strong organization, presentation, and strategic planning skills
• Track record of building and maintaining long-term customer relationships
• Ability to problem solve and make effective decisions
• Proven product knowledge in business area with understanding of sales process
• Strong business acumen and excellent negotiation, communication, influencing, business planning, and sales strategy development traits are paramount
• Solid process orientation and the ability to perform multiple tasks in a fast-paced environment
• Outstanding time management and organizational expertise
• Ability to work in a fast-paced, deadline-driven environment
• Proficiency with Salesforce.com
• Proficiency with MS Office software (Word, Excel, PowerPoint, Outlook), contact management software, and the Internet

Physical Demands

Individual must be able to spend at least 60% of time traveling. Individual must be able to drive extensively in the territory. Job requires occasional weekend travel (tradeshows, meetings, etc.). Job requires individual to spend significant amount of time working on a personal computer.

Work Environment

Working environment is dynamic. Work is normally performed in a client-based environment. Client based environment include hospitals, surgery centers, operating rooms, and homecare businesses.

Quality Policy

At AirLife, Quality is our promise. It is our commitment to customer satisfaction and our dedication to product excellence in an evolving global healthcare market. This promise is kept through a continuously improving and effective Quality Management System and compliance to Regulatory Requirements.

DEIA Statement

At AirLife, we are committed to building a diverse workforce and an inclusive workplace that reflects the communities and customers we serve. We believe our philosophy on Diversity, Equity, Inclusion, and Advancement (DEIA) encourages excellence and equips us to serve an evolving global marketplace.