Territory Manager (Stoma Care) - Quebec

• Coloplast offers an exciting opportunity for a Territory Manager to join its growing team. The Territory Manager acts as a business leader for their assigned territory and is responsible for achieving growth in sales, increasing market share, customer loyalty, and achieving the company's strategic objectives. Success in this role requires rigorous execution, strong business acumen, excellent customer relationship-building skills, and the ability to translate territorial strategies into measurable business results.

In this role, you will develop trusted partnerships with healthcare professionals, decision-makers, and key stakeholders, leveraging your clinical expertise and sales-consulting skills to create value for clients and patients. This role requires a strong sense of responsibility, autonomy, and a constant commitment to achieving results that contribute to Coloplast's mission.

Main Responsibilities

Business Acumen

• Take full responsibility for the overall performance of the assigned territory.
• Develop and implement annual and quarterly territorial business plans aligned with the company's objectives.
• Analyze sales, market, customer, and competitor data to identify growth opportunities and business risks.
• Prioritize resources and activities based on the highest-value opportunities.
• Ensure the development, execution, regular review, and updating of key account strategic plans.

Sales Competencies

• Use a sales-consulting approach to understand customer needs and align a value proposition, including operational and financial outcomes.
• Position Coloplast products and services as an integral part of a holistic solution to improve patient experience and clinical outcomes.
• Develop, prioritize, and maintain an active list of target accounts and a sales pipeline for the territory.
• Consistently advance business opportunities through the sales process to drive sustainable growth.
• Implement territory segmentation and targeting strategies to maximize impact.
• Utilize all available commercial tools, resources, and programs to maximize sales growth.
• Maintain in-depth knowledge of competitive activities and market share in each targeted account.

Relationship Development

• Establish a trusted advisor status with clients by providing significant business and clinical value.
• Retain and develop business within existing customer base by identifying opportunities and contributing to sales strategies.
• Develop and maintain long-term relationships at all levels with key decision-makers, clinicians, end-users, and professional associations to increase product utilization in targeted accounts.
• Collaborate effectively with different functions of the organization to share knowledge and leverage internal synergies.

Clinical and Product Knowledge

• Maintain in-depth expertise in Coloplast products and services, relevant pathologies, and clinical practices. Possess a strong understanding of competitive activities, product offerings, and current market and industry trends.
• Leverage knowledge of pathologies and products to effectively position Coloplast solutions, influence their adoption, and support the launch of new innovations.
• Proactively increase awareness, utilization, and adoption of patient support resources available through the Coloplast Care program.
• Represent Coloplast at industry events, conferences, and educational activities for clients.

Expected Standards for the Territory Manager

• Demonstrate a strong sense of ownership for territory performance and business results.
• Collaborate effectively with different teams and contribute to a positive organizational culture.
• Use CRM and business intelligence tools to support planning, prioritization, and decision-making.
• Keep records, Coloplast assets, and sample inventory up-to-date.
• Perform all required administrative tasks in a timely manner (e.g., sales reports, target account lists, expense management, etc.).
• Incarnate Coloplast's mission, values, and vision in all interactions.
• Consistently meet commitments and maintain a high level of professionalism.
• Use business data and information to guide decisions and improve results.

Required Qualifications

• Bachelor's degree strongly preferred combined with a minimum of 3 years of experience in sales within the medical technology (MedTech) sector, with demonstrated achievement or exceedance of sales and business objectives.
• Or 7 years of experience in a sales role within the medical technology industry.
• Experience in developing and executing business plans for territories and accounts.
• Strong business acumen and ability to analyze sales data, identify opportunities, and develop concrete growth strategies.
• Experience in managing complex sales cycles and interacting with multiple decision-makers, including clinical, operational, and financial stakeholders.
• Excellent interpersonal and relationship-building skills.
• Strong attention to detail and follow-through.
• Excellent communication, presentation, and listening skills.
• Proficiency in CRM systems and Microsoft Office applications, including Word, Excel, and PowerPoint.
• Employees in this role will be required to meet with healthcare clients in person at their facilities or healthcare systems; therefore, they must meet the necessary accreditation requirements to access each facility or healthcare network.
• Valid driver's license, as driving is a requirement of the position.
• Willingness and ability to travel, including overnight travel — 25% to 50%.
• Coloplast employees must conduct their activities according to the highest standards of ethics and professionalism, comply with applicable laws and regulations, the Medtech Canada Code of Ethics on interactions with healthcare professionals, and the company's policies.

Required Knowledge, Skills, and Abilities

• Strong interpersonal and relationship-building skills.
• Strong attention to detail and follow-through.
• Exceptional listening skills.
• Proficient in Microsoft Office applications, including Word, Excel, and PowerPoint.
• Demonstrated effective time and territory management, administrative capabilities, and effective written and oral communication skills.
• Personifies Coloplast's mission and values.

At Coloplast, we believe in recognizing and rewarding our employees' contributions. Our comprehensive compensation program is designed to support your well-being, foster your professional development, and ensure a healthy balance between your work and personal life. Here's an overview of what we offer:

Health and Well-being: Comprehensive health insurance, dental and vision care to help you and your family stay healthy. You will also have access to employer-funded wellness programs, mental health resources, and paid time off for eligible events.

Financial Security: Employer-matched retirement savings plan (REER) and financial planning services to help you plan for your future.

Work-Life Balance: Generous paid time off, flexible work schedules, and, depending on the position, flexible work arrangement options to help you balance your personal and professional responsibilities.

Professional Development: Opportunities for continuous learning and advancement.