GENERAL SUMMARY
Under the direction of the German Commercial Leader, the Territory Manager will be responsible for all commercial activities, from lead generation through close in an assigned territory. The successful candidate will possess a strong work ethic and desire to fulfill the OP cause of helping children. 1‑3 years prior sales experience is helpful. The OP territory manager will grow business through education and promoting the advanced technology of the OP product line. Intense product knowledge and understanding surgical procedures will allow you to be an asset to your customers and provide solutions for their challenging indications. You have a strong ability to form relationships and be confident and assertive when needed. Develop and implement an agreed upon Sales and Marketing Plan for your region which will meet company goals related to expanding customer revenue base in the geographic area. Work with the sales and support teams for the achievement of customer satisfaction, revenue generation, and long‑term account goals in line with company cause and values.
ESSENTIAL FUNCTIONS
- Responsible for the sales of surgical implants and medical devices tailored exclusively to the Pediatric Medical Community in their designated area.
- Demonstrates technical selling skills and product knowledge in all areas listed above that allows Sales Representative to give effective presentation of OrthoPediatrics products and services.
- Develops annual business plan in conjunction with Sales Manager, which details activities to follow during the fiscal year, which will focus the Sales Representative on meeting or exceeding sales quota.
- Coordinate the surgical preparation and coverage process with accuracy, dependability, and timeliness.
- Attends surgeries as needed, and helps surgical staff with questions related to products, and educating them on appropriate instrument use and assembly.
- Maximizes all opportunities in the process of closing a sale resulting in the taking of market share from larger competitors.
- Sells consultatively and makes recommendations to prospects and clients of the various solutions the company offers to address their practice and indications.
- Develops a database of qualified leads through referrals, telephone canvassing, face to face cold calling on business owners, direct mail, email, and networking.
- Assists in the implementation of company marketing plans as needed.
- Creates and conducts effective proposal presentations and RFP responses that identify prospects business problems, the effects of the problems, and the OrthoPediatrics solutions to their problems.
- Responsible for sourcing and developing client relationships and referrals.
- Demonstrates the ability to gather and submit detailed business information for the presentation of OrthoPediatrics products.
- Maintains accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow‑up activities within their assigned territory, including the use of Microsoft Outlook and Excel to maintain accurate records to maximize territory potential.
- Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
- Meets and obtains monthly, quarterly, or annual sales quotas.
JOB RESPONSIBILITIES
- Geographic sales territory management
- Development of a sales plan and constant analysis and adjustment to the plan
- Successful implementation and completion of plan
- Build relationships with current customers
- Establish new relationships with new customers
- Provide support for your customers on products and latest market developments
- Travel 3‑5 days per week to customers (may include overnight travel as needed)
- Be able to successfully communicate the benefits of the company’s products to customer
SUPERVISORY RESPONSIBILITIES
There are no supervisor responsibilities with this position.
QUALIFICATIONS
- 2‑5 years of sales experience, preferably in the medical device industry.
- Experience with Microsoft Office software.
- Extensive experience in all aspects of Sales and Account Management.
- Strong understanding of customer and market dynamics and requirements.
- Willingness to travel and work in a global team of professionals.
- Proven ability to achieve and surpass sales quotas.
EDUCATION AND/OR EXPERIENCE
Requires the necessary education needed to understand the scope of the role and to execute it in a successful way. This may include a university degree and or work experience focused on selling or experience in the operating room environment.
LANGUAGE SKILLS
Ability to read, speak and comprehend in English and German instructions, correspondence, and memos. Ability to prepare routine reports and correspondence. Ability to communicate effectively with customers, vendors and other employees of the organization. Requires excellent grammar and spelling.
MATHEMATICAL SKILLS
Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals.
REASONING ABILITY
Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems involving several concrete variables in standardized situations.
CERTIFICATES, LICENSES, REGISTRATIONS
Requires a valid driver’s license.
OTHER SKILLS AND ABILITIES
Requires the ability to operate a variety of standard office equipment, such as a computer and keyboard, calculator, fax, photocopier, telephone, cell phone, etc. Requires proficiency with Microsoft Word, Excel, Outlook and PowerPoint.
PHYSICAL DEMANDS
While performing the duties of this job, the employee is regularly required to sit and use hands to finger, handle or feel. The employee is frequently required to climb stairs, talk and hear. The employee is occasionally required to stand; walk; reach with hands and arms; and stoop, kneel, crouch, or crawl. The employee must frequently lift and/or move up to 50 pounds (25kg). Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, and ability to adjust focus.
WORK ENVIRONMENT
(The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.) The noise level in the work environment is that found in a “normal” hospital environment; Sales Representative will be required to comply with all hospital protocols regarding vendor relationships, sterile fields in surgery, bloodborne pathogens training, etc. The employee occasionally performs work related to travel.
The above statements reflect the general details necessary to describe the principle functions of the occupation described and shall not be construed as a detailed description of all the work requirements that may be inherent in the occupation.
