Territory Manager North Los Angeles/Ventura County

Job Description:

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.

Essential functions:

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.

Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty 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.

Experience

• Minimum of 2 years outside sales experience required.

• 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.

• Bachelor’s Degree or equivalent industry experience required.

Other

• 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

• 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.

ABOUT DJO GLOBAL
DJO Global is a leading global developer, manufacturer and distributor of high-quality medical devices that provide solutions for musculoskeletal health, vascular health and pain management. Our products address the continuum of patient care from injury prevention to rehabilitation after surgery, injury or from degenerative disease, enabling people to regain or maintain their natural motion. Our products are used by orthopedic specialists, spine surgeons, primary care physicians, pain management specialists, physical therapists, podiatrists, chiropractors, athletic trainers and other healthcare professionals. In addition, many of our medical devices and related accessories are used by athletes and patients for injury prevention and at-home physical therapy treatment. Product lines include rigid and soft orthopedic bracing, hot and cold therapy, bone growth stimulators, vascular therapy systems and compression garments, therapeutic shoes and inserts, electrical stimulators used for pain management and physical therapy products. Our surgical division offers a comprehensive suite of reconstructive joint products for the hip, knee and shoulder. Our products are marketed under a portfolio of brands including Aircast®, Chattanooga, CMF™, Compex®, DonJoy®, ProCare®, Exos™, Dr. Comfort®, DonJoy Performance® and DJO® Surgical.

For additional information on the Company, please visit www.DJOglobal.com.

DJO is a growing subsidiary of diversified technology leader Colfax Corporation

EOE AA M/F/VET/Disability

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.