Territory Sales Manager

This is a fully remote position, open to applicants in Oregon.

📋 Description

• Proactively generate awareness, trials, and usage of AirLife products (respiratory and airway consumables), while assisting distributor partners in effectively positioning and expanding the product line.

• Broaden the existing business by directly engaging with the current customer base and targeting accounts, including GPOs, IDNs, individual hospitals, and alternate care facilities.

• Focus on Purchasing and Sourcing Managers to advance current GPO and IDN contract statuses.

• Ensure that local contracts and Peoplesoft/internal part numbers are accurately entered into the system.

• Demonstrate competency in planning, prioritizing, monitoring, and tracking all sales cycle events, while effectively presenting the clinical advantages of our products to individuals and committees.

• Accountable for forecasting, monitoring, and documenting sales activities for the assigned territory.

• Conduct onsite direct calls and clinical selling with the appropriate stakeholders within hospitals and surgery centers in the territory.

• Provide product introductions, education, and training to customers as necessary.

• Collaborate with local distribution partners to ensure the placement of suitable contracts, communicate appropriate monthly forecasts, and ensure supporting inventory is available.

• Emphasize and support GPO Private Label products for Regard, S2S, and NovaPlus.

• Engage in value-based and clinical IDN-focused sales for smaller IDNs within the region.

• Work alongside the Health Systems team to support initiatives with larger IDNs in the territory.

• Responsible for understanding the Value Analysis members and processes within the customer base to effectively link the sales process from VAT to corporate Supply Chain.

• Maintain complete management and fluency in Salesforce CRM, including opportunity pipeline, forecasting, campaign management, and sales reporting.

• Keep current with all training, including corporate SOPs, WIs, product education, and corporate credentialing.

⛳️ Requirements

• Bachelor's degree or equivalent with 5 years of relevant medical sales experience.

• At least four years of effective sales experience in selling medical products within a hospital or alternate care setting.

• Ability to leverage clinical knowledge to differentiate AirLife products in sales presentations.

• Proven track record of achieving and surpassing sales goals through disciplined value-based selling.

• Experience engaging with multi-departmental functional leaders at hospitals, surgery centers, or at the IDN level.

• Proficient in presenting to both individuals and committees effectively.

• Familiarity with the Group Purchasing Organization (GPO) and Integrated Delivery Network (IDN) landscape.

• Demonstrated business acumen and understanding of sales processes, along with strong decision-making and negotiation skills.

• Willingness to travel within the designated geography, with up to 60% travel required.

🏝️ Benefits

• Health insurance

• Retirement plans

• Paid time off