Regional Manager, Cordis Territory Sales

What Territory Management- Medical Products contributes to Cardinal Health

Territory Management - Medical Products is responsible for cold calling, prospecting and building relationships that will increase account penetration, revenue growth and customer satisfaction within a specified product line, business segment and/or geography. Focus areas will include driving new business as well as increasing penetration in existing accounts. Predominantly sells medical supplies and devices that have a medium length sell cycle and are typically NOT considered large capital investment / high technology based equipment purchases.

Manage all Territory Manager (TM) and Clinical Sales Representatives (CSR) staff in a designated region for Cordis products.

  • Manage a predetermined geographic region of TMs and CSRs and ensure that region’s implementation and execution of the launch strategies developed by the Commercialization organization
  • Continually maintain a complete and thorough understanding of the region, working with staff to identify key target accounts and customers
  • Execute the launch plan by providing direction and training to TMs and CSRs regarding product introductions/overviews and in-services for customers
  • Constantly work to build relationships with key customer targets within a region, and keep them informed of company direction, new products, supply/inventory, and pricing trends
  • Monitor competitive activity across region by gathering current marketplace information on pricing, existing and new products, delivery schedules, merchandising techniques, etc. Adjust strategy in different accounts accordingly, and share pertinent information with other members of Commercialization Team
  • Collect and supplement ongoing feedback from TMs and CSRs and recommend to management changes in products, services, and policy by evaluating results and competitive marketplace developments
  • Maintain professional and technical knowledge through on-the-job training, attending educational workshops, reviewing professional publications, establishing personal networks, and by participating in professional societies
  • Meet or exceed quarterly sales quota for the region
  • Provide continual career guidance to TMs and CSRs within region, facilitating skill development needed to achieve developmental goals. Identify future potential leaders within sales organization and cultivate them for future leadership opportunities
  • 60% travel to support the region
  • Work closely with your team, peer Regional Sales Managers, and the broader Commercialization organization to develop sales and marketing and product development strategies as the organization continues to grow within the market


  • BA in Business (or related discipline) or equivalent work experience and a minimum of 7 years of related experience
  • Previous sales staff management experience strongly preferred
  • A thorough knowledge of high tech medical device market, products, and region’s customer base
  • Ability to travel
  • Strong planning, forecasting, negotiation and presentation skills
  • 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
  • Requires above average reading, verbal, and written communications skills; proficiency in business English and grammar; good arithmetic skills and 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

What is expected of you and others at this level

  • Manages department operations and supervises professional employees, frontline supervisors and/or business support staff
  • Participates in the development of policies and procedures to achieve specific goals
  • Ensures employees operate within guidelines
  • Decisions have a short term impact on work processes, outcomes, and customers
  • Interacts with subordinates, peer customers and suppliers at various management levels may interact with senior management
  • Interactions normally involves resolution of issues related to operations and/or projects
  • Gains consensus from various parties involved