Job Description:
At Enovis™ we pay attention to the details. We embrace collaboration with our partners and patients, and take pride in the pursuit of scientific excellence - with the goal of transforming medical technology as we know it.
Because that's how we change the lives of patients for the better. And that's how we create better together. Why work at Enovis? See for yourself.
As a key member of the BAS Sales Team, you will play an integral part in helping Enovis drive the medical technology industry forward through transforming patient care and creating better patient outcomes.
Job Title:
Territory Manager - Seattle, WA
Reports To:
Regional Manager - WA
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Location:
Seattle, WA
Business Unit Description:
Enovis is a market leader in bracing and supports. Trusted by clinicians, professional athletes and active people from all walks of life, our innovative products and technologies are designed to enhance performance, protection and recovery for the knee, hip, shoulder, back, ankle and more. Our flagship brand, DonJoy, pioneered the concept of functional knee bracing more than 40 years ago. Since then, we have continued to advance bracing technology, reshaped the care path with MotionMD, and added recognized brands to our family, including Aircast, Procare and Exos. Look for us on the field, in the gym and around town.
High-Level 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.
Key Responsibilities:
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.
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.
- 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.
Minimum Basic Qualifications:
For External Candidates:
- Bachelor's degree or equivalent industry experience required.
- Minimum of 2 years outside sales experience required.
- 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.
For Internal Candidates:
- Bachelor's degree or equivalent industry experience required.
- Proven success in the BAS Sales Associate Program, with a minimum of 1 year of tenure as a Sales Associate (Year 1).
- -OR- Completion of the BAS Sales Associate Program. -AND- Performance Rating of "Meets Expectations" or higher on the most recent Performance Review.
- 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.
Travel Requirements:
- 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.
Desired Characteristics:
- 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.
"Creating better together". It's the Enovis purpose, and it's what drives us and empowers us every day on a global scale. We know that the power to create better - for our customers, our team members, and our shareholders - begins with having the best team, pursuing common goals, operating at the highest levels, and delivering extraordinary outcomes.
What does creating better together mean to us at Enovis? Discover the "why" behind our purpose, values and behaviors:
Our Enovis Purpose, Values and Behaviors on Vimeo
We offer a comprehensive benefits package that includes:
- Medical Insurance
- Dental Insurance
- Vision Insurance
- Spending and Savings Accounts
- 401(k) Plan
- Vacation, Sick Leave, and Holidays
- Income Protection Plans
- Discounted Insurance Rates
- Legal Services
Currently, Enovis does not provide sponsorship for employment visas (e.g., H-1B) and will not offer such sponsorship in the future. Applicants must already have full-time work authorization in the United States, both now and in the future, without requiring sponsorship.
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. Visit www.enovis.com to learn more.
EQUAL EMPLOYMENT OPPORTUNITY
Enovis provides equal employment opportunities based on merit, experience, and other work-related criteria without regard to race, color, ethnicity, religion, national origin, sex, age, pregnancy, disability, veteran status, or any other status protected by applicable law. We also strive to provide reasonable accommodation to employees' beliefs and practices that do not conflict with Enovis policies and applicable law. We value the unique contributions that every employee brings to their role with Enovis.
Join us in creating better together.
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.