Job Details

Requisition Number 19-0340
Post Date 12/2/2019
Title Territory Sales Manager
City Detroit
State MI
Description Driven by a commitment to research, quality and service, PDI, Inc. provides innovative products, educational resources, training and support to prevent infection transmission and promote health and wellness. Encompassing 3 areas, our Healthcare, Sani Professional and Contract manufacturing divisions, we develop, manufacture and distribute leading edge products for North America and the world.

We have several locations across the US and are looking for new Associates to join our team!

POSITION PURPOSE

The Territory Sales Manager is the primary liaison between the company and our key customers in the field and ensures our market standing is secure and growth oriented. Our Territory Sales Managers are the front line of support that drive top-line sales growth for the company. Acting as Trusted Advisors to our customers, the Territory Sales Manager provides the best mix of product and information resulting in a superior Infection Prevention environment.


ESSENTIAL FUNCTIONS AND BASIC DUTIES


ACHIEVES ALL TARGET GOALS FOR THE TERRITORY
a.Meet monthly, quarterly, and annual sales quotas established by company.
b.Demonstrate competency in selling the full portfolio of products.

CULTIVATES RELATIONSHIPS WITH DISTRIBUTORS, IDN AND ACUTE CARE ENTITIES
a.Manage sales and marketing activity with the assigned Integrated Delivery Networks (IDN’s) and select dealers within the territory to ensure sales growth objectives are being met for all product portfolios.
b.Be familiar with and follow corporate programs with regional and national distributors to ensure coverage of supply chain to end-users. Establish and build relationships with key distribution and group purchasing organizations sales representatives and management.

PARTNERS INTERNALLY WITH CROSS-FUNCTIONAL LEADERS
a.Work in conjunction with Medical Science Liaisons (MSL’s) within the sales region to support the achievement of regional business objectives.
b.Works with National Accounts, Marketing, and other departments to identify opportunities or issues that need to be addressed pertaining to day to day activities.

REPORTING / ANALYSIS OF PERTINENT SALES RESULTS
a.Documents sales activity in a timely manner through the daily use of Salesforce.com. Maintains profiles of all current and prospective customers and retains pertinent documents such as proposals, supply agreements and memos regarding status meetings with distributors and key end user customers.
b.Collect, analyze and report competitive information to the sales and marketing departments relaying new product ideas, promotional ideas and product extensions to management for evaluation.
c.Prepare and deliver on time reports including but not limited to sales forecasts, monthly reports, expense reports, problem solving reports and any other various reports regarding the territory or industry.

CHAMPIONS INFECTION PREVENTION OPPORTUNITIES IN ALL ENDEAVORS
a.Timely and successful completion of all education modules and webinars on PDI University.
b.Attend and participate at local strategic partners chapter meetings (APIC, AVA, EVS).


PERFORMANCE MEASUREMENTS
1.Achieving/exceeding target growth in territory in individual focus portfolios
2.Educational goals are met consistently (PDIU, subject matter expertise, etc…)
3.Back Office activities are consistently up-to-date (SFDC, reporting, etc…)



Requirements EDUCATION/CERTIFICATION:
Bachelor’s Degree or equivalent experience

REQUIRED KNOWLEDGE:
Understanding of basic sales techniques, business development processes and a good level of knowledge of the acute care market. Additionally, knowledge in the specific areas of Infection Prevention, Vascular Access, Environmental Services and Surgical Suite applications are strongly recommended.

EXPERIENCE REQUIRED:
Minimum 3 years of experience of sales from both Acute Care and B2B facing companies

SKILLS/ABILITIES:
Strong communication skills
Command of MS Office applications, Salesforce.com reporting or other CRM products
Strong negotiation skills
Demonstrated strategic focus
Strong drive for success
Demonstrated relationship-building skills
Ability to challenge conventional mindset


WORKING CONDITIONS

NONE: Field –based role that will interface in healthcare settings requiring possible use of personal protective equipment.
Significant travel required which can include nights and weekends.


INTENT AND FUNCTION OF JOB DESCRIPTIONS

Job descriptions assist organizations in ensuring that the hiring process is fairly administered and that qualified employees are selected. They are also essential to an effective appraisal system and related promotion, transfer, layoff, and termination decisions. Well-constructed job descriptions are an integral part of any effective compensation system.

All descriptions have been reviewed to ensure that only essential functions and basic duties have been included. Peripheral tasks, only incidentally related to each position, have been excluded. Requirements, skills, and abilities included have been determined to be the minimal standards required to successfully perform the positions. In no instance, however, should the duties, responsibilities, and requirements delineated be interpreted as all-inclusive. Additional functions and requirements may be assigned by supervisors as deemed appropriate.

In accordance with the Americans with Disabilities Act, it is possible that requirements may be modified to reasonably accommodate disabled individuals. However, no accommodations will be made which may pose serious health or safety risks to the employee or others or which impose undue hardships on the organization.

Job descriptions are not intended as and do not create employment contracts. The organization maintains its status as an at-will employer. Employees can be terminated for any reason not prohibited by law.
  • Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities.
  • Please view Equal Employment Opportunity Posters provided by OFCCP here.
  • The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)
  • Please refer to the Company’s Substance Abuse Policy which protects the safety and well-being of all associates and potential associates.
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