Territory Manager – Quebec & Atlantic Canada in Montréal, QC

CareFusion Corporation

Branch Montréal QC CA

Territory Manager – Quebec & Atlantic Canada
Montréal, QC

management, manage market challenges Initiate and take ownership of principles of territory management… Account Management, Sales Process, and strategic…

Territory Manager – Quebec & Atlantic Canada
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Territory Managor-Medical Devices is responsible for increasing penetration and profitability in existing accounts as well as increasing market awareness & penetration through cold calling, prospecting, building relationships, post sales implementation and account maintenance. Focused on account penetration, revenue growth and customer satisfaction within a territory. Involved in the sale of electronic medical device equipment. Specialty focused sale (i.e. departmental, functional). Buying process is complex and involves executive and committee approval. Sales cycle is typically 18 – 24 months and call point is director level and above. Frequency of renewal is 5 to 10 years. Territory Planning, Opportunity Management, Sales Execution:

  • Achieve territory sales plans/targets and develop growth strategies
  • Utilize CareFusion Sales Process including Salesforce.com/ISIS to maintain a robust pipeline, achieve targets, pro-active contract calendar management, manage market challenges
  • Initiate and take ownership of principles of territory management, including: account planning, selling processes, post-sales implementation processes, deal economics
  • Achieve near term and long term sales targets through active contract and opportunity management within Salesforce.com/ISIS and the execution of territory business strategies
  • Align with Sales Director to prioritize organization resources to achieve targets and meet customer needs
  • Facilitate the execution of all quotes, RFP’s and contracts in conjunction with the CareFusion Contracts team

Customer Relationships:

  • Develop trusting and long term relationships with front line clinicians/influencers & leaders in Group Purchasing Organizations/Shared Service Organizations. Target acute care hospitals
  • Ambassador and Face of CareFusion
  • Obtain market intelligence and relay the voice of the customer

Product Knowledge:

  • Develop competencies in product portfolio by completion of Sales Training and e-class assignments
  • Subject matter experts on product and Power of One
  • Obtain and understands competitive matrix
  • Facilitate customer product enhancement process


  • Work independently with minimal guidance strategies
  • Ability to prioritize territory needs
  • Timely completion of expense reports, e-class, and completion of MBO’s


  • Align with territory, regional and National goals through planned collaboration, Account Management, Sales Process, and strategic execution of marketing plans


  • Bachelor’s degree or equivalent preferred in healthcare, IT, business
  • 7-10 years of senior customer relationships at acute and health authority, C-suite levels
  • Minimum of 5 years IT &/or Capital equipment sales experience
  • Up to 40% travel required
  • Valid driver’s license
  • Experience in matrix customer decision making processes
  • Strong communication skills – written, verbal & presentation
  • Solid business acumen


Requisition ID : 140500F0
Primary Location : Quebec-Montreal

Travel : Yes, 25 % of the Time
Schedule : Full-time
Job Posting : Sep 10, 2014, 4:34:37 PM

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Employment Type: Full Time
Location: Montréal, QC, CA
Posted on: 2014-09-13
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