AirLife

Territory Sales Manager

AirLife

full-time

Posted on:

Location Type: Office

Location: Glendale • Arizona • United States

Visit company website

Explore more

✨ AI Apply
Apply

About the role

  • 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.

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.
  • 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.
Benefits
  • Excellent communication skills.
  • Strong organization, presentation, and strategic planning skills.
  • Track record of building and maintaining long-terms 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.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
medical salesclinical sellingsales forecastingsales reportingvalue-based sellingproduct trainingcontract managementpipeline managementCRM fluencyinventory management
Soft Skills
planningprioritizingmonitoringtrackingcommunicationnegotiatingdecision-makingcollaborationpresentationbusiness acumen
Certifications
Bachelor's degree