Note: The level of work/relationship complexity increases with each level.

Territory Managers within the Regen Business Unit are responsible for establishing and achieving sales volume and reimbursable revenue goals/targets for the area assigned through the implementation of strategic and tactical sales activities. Territory Managers are also 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.

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 DJO products including custom braces as needed.
• Supports referral network of key professionals and related personnel and works with those providers to educate referrals on DJO CMF products.
• Plans, coordinates and executes local educational and sales events, with the support of other internal resources, intended to augment the business and help to deliver assigned sales goals.

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 DJO 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 DJO 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 DJO Compliance & Ethics Program, the DJO Code of Conduct, the DJO Sales and Marketing Code of Conduct, the AdvaMed Code of Ethics, and all supporting and applicable regulations, policies and procedures.
• Treat 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:

2 years outside sales experience preferred

1 year of experience in Orthopedic Sales and knowledge of Durable Medical preferred

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.

Must possess a valid Driver's License and current automobile insurance.

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.