Territory Sales Manager
Integra LifeSciences Corporation
São Paulo, Brazil
há 32 dias


As a world leader in medical technology, we are recognized by our customers as an innovative company for neurosurgery, regenerative wound care, reconstructive and general surgery and orthopedic extremity surgery.

Founded in 1989 Integra is headquartered in Plainsboro, New Jersey, Integra LifeSciences has over 4,500 employees worldwide and is listed at the 2018 Fortune 100 fastest-growing companies.

About the CSS Division

Codman Specialty Surgical is a global leader in neurosurgery that combines the renowned brand of Codman with Integra’s leading technology brands and broad surgic al instruments and lighting portfolio.

Through a broad offering across a continuum of patient care from the OR to post care the teams at Codman Specialty Su rgical are dedicated to putting customers first, driving meaningful innovation, and helping surgeons, patients and their families have more successful outcomes.


The CSS Territory Sales Manager is responsible for the full management of products assigned for the CSS product line in Brazil within the Integra international sales organization.

So, that it successfully achieves the ILS' goals in the country, while guarantee a profitable contribution to Integra LifeSciences Corp & Integra LifeSciences Brazil Ltda.

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


  • Leads development of product marketing & sales plans by preparing objectives, strategies, tactics, profit and loss projections, including short and long-
  • term strategiesMaintains frequent and regular contact with strategic industry experts and trade organizations, field visits with key surgeons and sales consultants, participation in key meetings and conferences to ensure company and products are perceived superior relative to the competition

  • Routinely interface with existing and potential key customers
  • Ensure the healthy relationship between the Sell-in / Sell-out process for the product's lines under his / her management
  • Participates in strategic sales and marketing planning activities for assigned products in order to identify key targets, surgeons, and hospitals by specific product
  • Develop realistic (while remaining challenging) and achievable quarterly sales objectives with each business partner
  • Demonstrates a high level of business acumen to maximize contribution margin through pricing decisions, expense spending decisions and the use of organizational resources (Clinical Education, Product Specialists, Sales Support and Training Department).
  • Effectively manage distributor network in the region. This includes hiring, training, and motivating distributor to achieve maximum sales performance.

    It also includes managing contractual agreements, terminating and consolidating distributors where necessary.

  • Prepares and presents the Country Business Plan to the Country Manager which encompasses all territories’ and all product lines contribution projections.
  • Maintains and updates such Plan on routine basis (min monthly and quarterly).Analyze sales, marketing and financial information to monitor achievement toward sales and margin goals.

  • Work with the businesses partners to plan, target and close local business opportunitiesAchieve annual gross revenue and margin targets as planned
  • Ensure that the business partners, Sales and Marketing teams, will share with ILS, promptly and accurately the competitive activities, industry trends and product acceptance.
  • Personnel Development

  • To effectively maintain communications with direct and indirect sales personnel and customer service associates so that they both operate efficiently within established company policy and values.
  • Coordination and Communication

  • Provide input and instruction to all functions within Integra that support ongoing sales channel development
  • Routinely interface with existing and potential key customers and distributors of Integra
  • Keep distributors Sales and Marketing teams promptly and accurately informed of competitive activities, industry trends and products acceptance.
  • Coordinate contract proposals with Integra legal counsel and sales departments.
  • Company Representation

  • Develop collaborations and positive business environments with an ever-increasing number of nationally recognized key customers and distributors in order to increase the business and build the company's image.
  • Participate in routine sales meetings directly related to increasing sales / profits.
  • Represent the company in a manner consistent with policy and procedure.
  • Qualifications

    The requirements listed below are representative of the knowledge, skill, and / or ability required for this position.

  • 5+ years of successful sales and sales management in the medical device marketplace (either direct sales or distributorship)
  • Proven experience in the surgical instruments dedicated to the environment : Neuro, general surgery, cardiac, ENT, laparoscopy, orthopedic surgeries, etc
  • Successful track record of aggressively growing a region with independent distributors and driving revenue year over year
  • Proven record of sales performance and channel development
  • Skilled and experienced at coaching and counseling distributors sales associates and field representatives
  • Willingness to take responsibility for sales within defined territory and be held accountable for regional goals
  • Must possess top level business management, interpersonal and written verbal skills
  • Strong negotiation skills, with ability to perform in a highly collaborative environment
  • Strong computer skills
  • Advanced user of MS office (especially in advanced use of MSO Excel)
  • Administrative and financial management skills relative to job expectations
  • Language skills Portuguese & English is essential(fluency). Spanish skills will be a plus
  • Personal Competencies

  • Self-motivated, able to work in a matrix structure with minimal level of supervision.
  • Entrepreneurial spirit with excellent planning and organizational skills.
  • Strong interpersonal and influencing skills.
  • Demonstrated project management and strong written and verbal communication skills are necessary.
  • Demonstrated conceptual problem-solving skills, with demonstrated ability to bring structure to problems (sometimes vaguely defined) , pragmatically scope problem-
  • solving approach, and manage execution

  • Able to handle multiple projects, with a demonstrable track record of getting things done.
  • Multi-Tasking Skills
  • Strong analytical and numerical reasoning capabilities
  • A demonstrated capacity for strategic thinking, planning, marketing and product knowledge
  • Ability to travel up to 60% of the time - Domestic and international travel
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