Territory Sales Manager - Philadelphia, PA

COMPANY DESCRIPTION

At AirLife, we are dedicated to improving the quality of every breath. Excellence with Every Breath is not just a tag line, but the way we work and take care of our customers. With a mindset to evolve, innovate, and grow, we are a premier manufacturer of the highest-quality and market-leading breathing consumables. This growth philosophy has positioned us to increase our global footprint and business reach, impacting even more people around the world. Our expanding family of the most trusted brands offers a product portfolio that spans the continuum of care from first responder to home care, with safety, patient comfort, and clinical performance in mind. Collective expertise allows us to provide quality products and experiences to our patients, customers, and our people. Our values of Customer first, Differentiate with our People, Bias for Action, Continuous Improvement and Accountability define who we are and how we work. Join us!

POSITION SUMMARY

The Territory Sales Manager is entrusted with cultivating long term customer relationships and being a valuable, individual contributor to the organization’s overall success and revenue expansion. This entails creating sustainable, profitable growth by increasing penetration and profitability of new and existing accounts within the assigned geographic territory. This newly elevated Territory Sales Manager position emphasizes value-based selling as an essential part of the position because AirLife focuses on the sale of clinically differentiated products to members of GPO’s, large hospital systems/IDNs, and Surgery Centers. The Territory Sales Manager approaches each customer with a total account management perspective, leveraging resources appropriately, collaborating with business partners and accurately articulating the value proposition for the customer, to include key stakeholders in Anesthesia, Respiratory, Value Analysis and Supply Chain.

The Territory Sales Manager will be a positive contributor to the culture of AirLife with a winning attitude and by demonstrating AirLife's core values: Customer First: We differentiate with our People; Bias for Action; Continuous Improvement; and Accountability.

QUALIFICATION REQUIREMENTS 

To perform this job successfully, an individual must be able to perform essential duties satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• 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.
• Understands 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

The following includes the essential duties and responsibilities; however, others may be added or changed as the need arises:

• 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.