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About the Role
This Territory Sales Specialist role focuses on achieving territory sales objectives by cultivating business partnerships, conducting product in-services, and driving market share and sales growth for Atos Medical's Tracheostomy (Tracoe) product portfolio.
Responsibilities
- Effectively engage all targeted accounts and develop/execute a plan to achieve territory sales objectives.
- Navigate, understand, and document hospital internal ordering processes and demand patterns.
- Understand the complexities of selling to Integrated Delivery Networks (IDNs) and Group Purchasing Organizations (GPOs).
- Demonstrate ability to understand the US tracheostomy business and drive market share gain.
- Develop and implement strategies to maximize territory and company objectives by analyzing sales and marketing data.
- Understand customer environments, including key decision-makers, their issues/concerns, and opportunities for Atos.
- Ensure timely advancement of the sales process with targeted accounts, achieving annual minimum contract commitments.
- Provide input to National Manager on the sales process, key milestones, and sales cycle documentation.
- Understand Financial Business Models and conduct cost/benefit analysis, speed to impact, and clinical outcomes impact.
- Demonstrate consultative selling skills to uncover customer strategy and present value propositions.
- Plan monthly/weekly/daily call routines for effective account coverage based on sales potential and location.
- Utilize available tools such as contracts, marketing directives, sales reports, and educational materials to maximize sales growth.
- Maintain knowledge of competitive activity and sales volume in targeted accounts.
- Retain and grow business within the current customer base by identifying opportunities and formulating sales strategies.
- Develop and maintain long-term relationships to increase product usage.
- Develop and maintain productive cross-functional relationships within the organization.
- Identify Key Opinion Leaders (KOLs) and key influencers within hospital systems.
- Leverage relationships to drive company objectives and expand market awareness.
- Possess proficient understanding of clinical and technical product knowledge, communicating it during sales interactions and in-service settings.
- Maintain a strong understanding of competitive products, market trends, and industry information.
- Attend industry-related meetings/events for business development opportunities.
- Organize and manage information utilizing CRM tool, including Opportunity Pipeline and logging activities.
- Maintain current records and administrative duties, including sales reporting and expense management.
Requirements
- Bachelor’s Degree
- 1-5 years of Medical Sales or related experience
- Must possess a valid US Driver’s License
- Must own or have leased a late model automobile appropriate for the position
- Must have a credit rating acceptable for extensive travel
- Must be available for 60% travel, including regular overnights
- Must be able to complete credentialing requirements for healthcare facilities (Tuberculosis screening, Hepatitis B declaration and vaccination requirements)
Skills
- Business Acumen
- Selling Skills
- Relationship Building
- Clinical Knowledge
- Self Development
- Administrative Skills
- Consultative Selling
Location
- Field position
- Mid-Atlantic & New England Territory
Work Type
- Field position
Experience Level
- 1-5 years
- 3-5+ years
Education Level
- Bachelor’s Degree
- Master’s Degree
Salary/Compensations
- $160,000–$165,000/yr OTE
Benefits
- Car allowance
- Cellphone
- Reimbursement for travel and business expenses
- Comprehensive medical, dental, and vision coverage
- Access to company-sponsored wellness programs and mental health resources
- Paid leave for qualifying events
- Generous parental leave
- Health Savings Account (HSA) with employer contributions
- Competitive 401(k) with company match
- Financial planning services
- Corporate discounts
- Flexible work options
- Generous PTO plan
- 10 paid holidays
- Summer hours
- Ongoing learning and career growth opportunities
- Training
- Mentorship
- Tuition reimbursement
About the Company
- Atos Medical is a global leader in neck stoma care, dedicated to improving the lives of people living with laryngectomy and tracheostomy.
- With origins in Sweden and Germany, Atos Medical's brands bring decades of expertise and innovation in voice and respiratory care.
- As part of the Coloplast Group, Atos Medical operates in over 90 countries with a shared commitment to clinical excellence, patient support, and high-quality medical devices.
- Atos Medical is headquartered in Sweden, united by a shared purpose and strong values: patient-centric, dedication, agile.
- The company fosters a supportive environment where everyone feels valued and included.
- Founded in 1986, Atos Medical is the global leader in laryngectomy care and a leading developer and manufacturer of tracheostomy products.
- Atos Medical provides personalized care and innovative solutions through its brands Provox®, Provox Life™ and Tracoe.
- Clinical research and education are integral parts of the business.
- Atos Medical is a global organization with approximately 1400 dedicated employees, distributing products to over 90 countries.
- Since 2021, Atos Medical is the Voice and Respiratory Care division of Coloplast A/S.
Equal Opportunity
- Atos Medical, Inc. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.
- To request reasonable accommodation to participate in the job application, please contact 800-217-0025.