Territory Sales Manager
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Sales & Marketing Department
Job Description
Job Title:
Department:
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Territory Sales Manager
Sales & Marketing
Regional Sales Manager
Chicago, IL
COMPANY DESCRIPTION
Salter Labs is a leading manufacturer of medical consumables and equipment in the acute care
and alternate care respiratory markets – supplying innovative, proprietary medical consumables
for over 30 years. The Company designs, develops, and delivers single-use specialty
consumable products that help hospitals and home medical companies improve outcomes and
the quality of care.
POSITION SUMMARY
The Territory Sales Manager is entrusted with cultivating long term customer relationships and
being a valuable, individual contributor to the organizations overall success and revenue
expansion. This entails creating sustainable, profitable growth by increasing penetration and
profitability of existing accounts within the assigned geographic territory. Responsibilities
include increasing market share through prospecting, building relationships, post sales
implementation and account maintenance. The position is actively involved in the sale of
clinically differentiated products in four segments: aerosol drug delivery, respiratory therapy,
sleep diagnostics, and anesthesia breathe detection. The Territory Sales Manager will exceed
their sales quota by delivering increased profitability, while focusing on revenue growth and
increased customer satisfaction. The Territory Sales Manager will execute the company's brand
strategy and tactics within the assigned customer segment, which may include members of
GPO’s, large hospital systems/IDNs, HME and certain targeted alternate site healthcare
facilities. The Territory Sales Manager will influence clinical and non-clinical stakeholders within
assigned institutions, to support the use of Salter products for the treatment or diagnosis of
relevant disease states. 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, such as Anesthesiologists, Pulmonologists, Respiratory Therapists and
Critical Care Nursing.
ESSENTIAL DUTIES AND RESPONSIBILITIES
The following includes the essential duties and responsibilities, however others may be added
or changed as the need arises:
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Aggressively create awareness, trial and usage for specialty respiratory consumables,
while assisting distributor partners in properly positioning and growing the product line.
Effective selling skills, in-depth clinical and business expertise are necessary
Territory Sales Manager
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Expand existing business through current customer base and target accounts to include
GPO, IDN, individual hospital and alternate care accounts
Competency in planning, prioritizing, monitoring, and tracking all sales cycle events,
while presenting the clinical benefits of our products to individuals and committees.
Build brand loyalty and customer satisfaction.
Promote utilization through the use of tools and programs.
Track, report and analyze sales opportunities on a routine basis.
Responsible for forecasting, monitoring, and posting sales activities for the respective
territory.
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.
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Bachelor's degree or equivalent with 5 years relevant sales experience
Minimum of four years related sales experience selling medical products in a hospital or
alternate care environment.
Ability to travel 60% of the time
Experience calling on multi-departmental hospital functional leaders at the account and
IDN level is important. Must be proficient in presenting to both individuals and
committees.
A demonstrated track record of meeting and exceeding sales objectives using a
disciplined Value-Based and Consultative Sales Process. Previous experience with team
selling is preferred.
Understanding the Group Purchasing Organization (GPO) and Integrated Delivery
Network (IDN) landscape.
Proficient in developing distributor/business partner relationships.
Proficient in developing independent manufacturer’s rep groups.
Personal development is a critical aspect of the position!
REASONING ABILITY:
 Demonstrated business acumen and knowledge of sales processes, as well as, strong
decision-making abilities.
OTHER SKILLS and ABILITIES:
 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
 Ability to travel within designated geography with up to 60% overnight travel
 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 MS Office software (Word, Excel, PowerPoint, Outlook), contact
management software, and the Internet
Territory Sales Manager
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PHYSICAL DEMANDS
The physical demands described are representative of those that must be met by an employee
to successfully perform the essential functions of this job. Reasonable accommodations may be
made to enable individuals with disabilities to perform the essential functions.
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Job requires individual to spend significant amount of time working on a personal
computer.
Job requires individual to spend at least 60% of time traveling.
Job requires occasional weekend travel (tradeshows, meetings, etc.).
Limited physical effort required.
Limited exposure to physical risk.
WORK ENVIRONMENT
The work environment characteristics described here are representative of those an employee
encounters while performing essential functions of this job. Reasonable accommodations may
be made to enable individuals with disabilities to perform the essential functions.
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Working environment is dynamic and as a result can be stressful.
Work is normally performed in a client based environment.