Job Description:
POSITION SUMMARY:
Territory Managers within the Bracing and Supports Business Unit are responsible for expanding the sales of Company products and converting competitive products, while leveraging the Company value-added services to develop, expand and convert customers. Responsible for calling on the acute care markets leveraging GPO contracts, clinical studies, a breadth of product offerings and Third-Party Distributors for call points which may include the Emergency Department, Orthopedic Floor, Operating Room, Physical Therapy Department, Wound Care Clinic and Nursing Services. May also include non-acute care facilities such as Orthopedic Groups, Podiatrists, Urgent Care, Occupational Health, Surgery Centers and HME/DME facilities.
Essential Functions:
Sales Activity
- Accountable for achievement of assigned Company goals and objectives through sales to designated accounts.
- Cultivates customer relationships by initiating contact with physicians, clinic staff, and other device users.
- Understands the trends in the industry and the Company's position in the market.
- Provides product education on technical and clinical aspects of products to customers, prospective customers and patients.
- Assists with equipment delivery, set-up, follow-up, and service as needed.
- May assist with measuring, fitting, and troubleshooting Enovis products including custom braces as needed.
Sales Territory Management
- Develops and executes a business plan that is designed to meet and exceed financial, market, and product portfolio goals for assigned territory.
- Utilizes SalesForce to maintain up to date contacts, opportunities, targets, and outcomes.
- Maintains funnel for sustained opportunities.
- Maintains comprehensive and effective strategic call plans that drive positive sales results.
- Schedules and prioritizes time for effective territory coverage.
- Identifies, qualifies and cultivates new sales opportunities and effectively manages leads.
- Responsible for performing effective region penetration coverage and account identification to drive sales and increase the customer base for applicable Enovis products.
- Pre-plans sales calls and maintains efficient time management skills to ensure maximum customer contact and high levels of customer service.
Customer Relationship
- Develops and maintains key customer relationships to achieve account objectives.
- Takes responsibility for customer satisfaction and loyalty.
- Responds to customer needs and concerns to resolve issues quickly and professionally.
Competitive Selling
- Proactively cultivates competitive opportunities that result in converted business.
- Defends competitive threats to minimize losses.
- Identifies underlying problems affecting organizational or individual performance such as market conditions, competitor actions, or other external forces.
- Provides presentations and demonstrations to the customer on application and use of Enovis products using effective communication and sales techniques.
Leveraging Resources
- Demonstrates efficient use of company Resources such as time, money, materials and people to produce desired results.
- Uses Sales Education resources strategically.
- Leverages the Marketing Department and materials available.
Administrative
- Accurately completes and submits the paperwork required to achieve reimbursable sales.
Compliance
- Demonstrates commitment to the Enovis Compliance & Ethics Program, the Enovis Code of Conduct, the Enovis Sales and Marketing Code of Conduct, the AdvaMed Code of Ethics, and all supporting and applicable regulations, policies and procedures.
- Treats Protected Health Information (PHI) with the strictest confidentiality in accordance with HIPAA standards.
- Acquires a basic understanding of the field to include regulatory compliance issues and adhere to these guidelines.
Leadership
- May assist in the training and development of Sales Associates.
- Other duties as assigned.
Qualifications:
To perform this job successfully, an individual must be able to perform each essential duty 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.
Experience
- Minimum of 2 years outside sales experience required.
- Minimum of 1 year of experience in Orthopedic Sales and knowledge of Durable Medical Equipment strongly preferred.
- Experience in medical sales strongly preferred.
- Experience calling on hospitals preferred.
- Experience working with distributors preferred.
- Knowledge of healthcare insurance and third-party reimbursement preferred.
- Bachelor's Degree or equivalent industry experience required.
Other
- Must possess a valid Driver's License and current automobile insurance.
- Must satisfy third-party credentialing requirements in order to gain access to hospital accounts.
General Skills/Competencies/Specialized Knowledge
- Results and performance driven.
- Demonstrated competitive spirit.
- Technical Skills - Demonstrates necessary eagerness to acquire necessary technical knowledge, skills and judgment to serve customer needs and accomplish goals. Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
- Quality Management - Demonstrates attention to detail. Looks for ways to improve and promote quality. Demonstrates accuracy and thoroughness. Communicates changes and progress.
- Leveraging Resources - Efficiently uses company resources such as time, money, materials and people. Demonstrates awareness of goals of other organizational units and makes requests or decisions in support of this awareness.
- Communication - Communicates effectively at all levels of the organization. Expresses ideas clearly and simply both verbally and in writing. Promotes timely, ongoing flow of information to others. Communicates and listens effectively in order to develop and maintain key business relationships.
- Interpersonal Skills - Ability to professionally interact and build constructive and effective relationships with all levels and functions within the Company. Ability to effectively interface with others on behalf of the organization. Influences key business partners and customers to achieve mutually beneficial results.
- Presentation Skills - Demonstrated ability to present in both 1:1 or in group settings. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public. Delivers a clear and compelling message tailored to the needs of the audience.
- Initiative - Ability to work well independently and exercise appropriate judgment under general direction. Ability to prioritize workload, goals and tasks consistent with the department and corporate objectives. Ability to manage conflicting priorities in an effective and efficient manner.
- Drive for Results - Assesses own strengths and weaknesses. Pursues training and development opportunities. Strives to continuously build knowledge and skills.
- Analytical and Mathematical Skills - Synthesizes complex or diverse information. Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.
- Problem Solving - Gathers and analyzes information skillfully. Probes all sources for answers. Looks beyond the obvious. Applies appropriate theory and principles, expert judgment, and cross-functional expertise to address a broad range of complex problems.
- Decision Making - Includes appropriate people in decision-making process. Identifies and resolves problems in a timely manner. Relies on extensive experience and good judgment to ensure that expectations are met and that business objectives are achieved.
- Adaptability - Embraces and adapts to change and demonstrates a willingness to learn. Reactionary and adaptable to abrupt changes, arising issues, extreme time pressures, and other exigent circumstances. Ability to respond quickly to change, and to prioritize actions to meet customer needs.
- Trust and Integrity - Interacts with others in a way that gives them confidence in one's intentions and those of the organization. Accepts responsibility for one's own decisions and actions. Demonstrates honesty. Keeps commitments. Behaves in a consistent manner and is open, honest and trustworthy.
- Collaboration and Teamwork - Works collaboratively and cooperatively with many teams cross-functionally. Energetic and willingness to work closely with all team members to achieve success.
- Customer Orientation - Demonstrates a keen understanding of various customers' (internal or external) needs and utilizes a variety of DJO resources to provide solutions and a compelling value proposition.
- Business Acumen - Understands business implications of decisions. Has a strong grasp of business concepts and related issues. Shows understanding of issues relevant to organization. Keeps up to date with current practices and trends. Has and uses cross-functional knowledge.
- Computer Skills - Proficient computer system-based tools including Microsoft Office applications, e-mail, web browsers and spreadsheet software. Experience with Salesforce.com preferred.
TRAVEL REQUIREMENTS/WORK ENVIRONMENT and PHYSICAL DEMANDS:
Travel
- Must be able to travel up to 75% of the time.
- Requires air travel on occasional basis.
- Considerable time spent traveling in car to customer accounts.
Work Environment and Physical Demands
- Field based (i.e. physician's offices, hospitals, clinics, etc.).
- The noise level in the work environment is usually moderate.
- Physical Demands: Must frequently lift and/or move up to 10 pounds. Regularly required to stand; walk and talk or hear. Frequently required to sit; use hands to finger, handle, or feel; reach with hands and arms and stoop, kneel, crouch, or crawl. Office deskwork requiring sitting, walking, using phone and computer.
- Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
ABOUT ENOVIS
Enovis Corporation (NYSE: ENOV) is an innovation-driven medical technology growth company dedicated to developing clinically differentiated solutions that generate measurably better patient outcomes and transform workflows. Powered by a culture of continuous improvement, global talent and innovation, the Company's extensive range of products, services and integrated technologies fuels active lifestyles in orthopedics and beyond. For more information about Enovis, please visit www.enovis.com.
EOE AA M/F/VET/Disability Statement
All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of race, religion, color, national origin, sex, protected veteran status, disability, or any other basis protected by federal, state or local laws.
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