Territory Manager, Cordis

Cardinal Health Rex, GA 2019-07-11

What Direct Sales contributes to Cardinal Health

Direct Sales is responsible for driving sales and services to new and/or existing customers through face-to-face or telephone contact to meet individual and organizational sales objectives.

This position is responsible for achieving the sales expectations of an assigned territory. Success is realized by building strong customer and account relationships, conducting consultative sales calls, utilizing solid product/technical knowledge, following a targeted call plan, and developing/maintaining a comprehensive business plan that is focused on maintenance of base business and new customer cultivation.

  • Responsible for attainment of sales/revenue objectives for the territory in order to attain quota
  • Drive sales opportunities at existing and new IDNs and hospital systems, including targeting, cultivation, and launch planning/execution
  • Identify and present multi-product category proposal and pricing recommendations to line leadership for key account targets
  • Able to differentiate accounts into economic and clinical orientation, and to structure sales approach accordingly
    • For Economic account - focus on the sell to CXO, VAT members, purchasing leaders; strengthen relationships once established to ensure penetration throughout the account
    • For Clinical account - focus selling efforts on the value proposition of our products, clinical advantages, data, use methodologies
  • Partner with CAH sales counterparts (i.e. CIMS) in other businesses to identify selling opportunities and present to hospital administrators
  • Manage daily sales objectives for Clinical Specialist staff in the territory
  • Execute on national/regional/local promotional activities and programs for assigned products and therapeutic areas
  • Provide feedback on customers, promotions programs, environmental changes to sales and marketing leadership and/or R&D
  • Conduct consultative sales calls on Interventional Cardiologists, Radiologists and Vascular Surgeons
  • Direct all training and education planning during account launches
  • Manage and adhere to expense budgets for their respective team, and is accountable for territory team compliance
  • Build and maintain solid customer relationships
  • Demonstrate outstanding product knowledge and can impart this knowledge to team
  • Implement targeted call plan by efficiently utilizing and allocating territory team and corporate resources
  • Complete administrative requirements on time and accurately
  • Maintain company standards involving ethical and moral character while professionally representing the company
  • Comply with all Corporate and HR policies


  • BA in Business or related discipline or equivalent work experience and a minimum of 4 years of related industry sales experience
  • Effective interpersonal interactions, both within the commercial group and more broadly across the organization
  • Excellent interpersonal and negotiating skills; ability to adapt to changing work priorities; and ability to maintain good working relationships while dealing appropriately with sensitive and confidential matters and with a wide variety of personal and telephone contacts
  • Excellent verbal and written communications skills; proficiency in business English and grammar; attention to detail to maintain records and process reports
  • Proficiency with PC-based office computers, including familiarity with Microsoft Word, Excel, PowerPoint, and Outlook required
  • Ability to work independently
  • Ability to travel 25% of time
  • Proven product knowledge in business area
  • Valid driver's license

Senior Consultant, Territory Management:

  • Applies advanced knowledge and understanding of concepts, principles, and technical capabilities to manage a wide variety of projects
  • Participates in the development policies and procedures to achieve specific goals
  • Recommends new practices, processes, metrics, or models
  • Works on or may lead complex projects of large scope
  • Projects may have significant and long-term impact
  • Provides solutions which may set precedent
  • Independently determines method for completion of new projects
  • Receives guidance on overall project objectives
  • Acts as a mentor to less experienced colleagues

Atlanta Metro Area

Cardinal Health is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.

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