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Territory Manager

Posted 8 September by Consult Search & Selection Ended
Job Title: Territory Manager
Location: Essex - Field Based

Job Overview:
A fantastic opportunity has arisen to work for unique and innovative medical device company. Reporting into the Regional Business Manager, the successful candidate will be selling my clients products into the NHS and Private Sector in accordance with the direction and focus of the most current sales campaign, and to achieve sales performance targets.

Business Objectives:

* To identify, develop and service key customers in the community and hospital sectors, who will influence and/or decide upon formulary inclusions. To introduce the agreed wound management and compression therapies and other product lines to this customer base and to gain formulary inclusions, sales, and ongoing business growth.
* To identify, develop and provide excellent service to product users within community and hospital accounts.
* To provide high quality training, service and knowledge on product ranges to these target users and key specialist customers thereby establishing my client as an indispensable partner in these sectors.
* To maintain and grow my clients business in the community and hospital sectors as determined with RBM
* To achieve sales targets and key performance indicators in line with Performance Review objectives
* To represent my client in a professional and business-like manner using the product and sales training provided by my client and drawing upon previous experience
* To have a comprehensive understanding and knowledge of the Company products, policies and objectives
* To achieve in depth therapy area knowledge
* To participate in regional and national sales meetings and share experiences to improve overall efficiency

Key Responsibilities

* To develop a business plan for the territory to gain formulary inclusion for specified products and train users to ensure business growth
* To provide training, support and follow up as necessary to ensure formulary objectives and deadlines are met
* To identify new sales opportunities for my client within community and hospital accounts
* To manage a territory budget for the purpose of holding territory sales and educational meetings
* To use time available to work effectively and efficiently
* To be a fully integrated member of the regional team, collaborating with colleagues on identified projects as necessary and under the direction of the Regional Business Manager
* To develop and manage the territory customer database of contacts, activities and records
* To identify and manage good professional relations amongst opinion leaders
* Liaise with sales and marketing colleagues over contacts and business opportunities
* To complete all company administration in a timely and appropriate manner
* To manage and develop the individual territory through analysis of available sales and marketing data
* To maintain accurate and complete records of activities ( CRM )
* To achieve KPIs as agreed with RBM
* To comply with Company Procedures and Policies

Key Relationships:

Key Community Customers should include (but is not limited to) the following:

* Key Opinion Leaders
* Tissue Viability Nurses
* District Nurses
* Pharmacists
* Practice Nurses

Key Hospital customers in each hospital account should include key specialists who will influence or sit on Formulary Committees and should also include (but is not limited to) the following:

* Pharmacy
* Supplies
* Tissue Viability Nurses
* Wound Care
* Dermatology
* Podiatry
* Care of the Elderly
* Vascular surgery
* Oncology
* A & E
* Ward Staff

Key Competencies:

* Self-motivation - Enthusiastic self-starter, committed to the company and motivated by own work
* Commitment to results - Focused on goals & objectives, monitoring progress & actions shortfalls
* Innovation & Improvement - Proactive in generating solutions, looks to improve existing processes
* Adaptability - Agile with a positive attitude towards change, responding quickly when necessary
* Teamwork - Treats people fairly and with respect, shares ideas to help others succeed
* Customer and business awareness - Builds strong relationships with customers. Seeks to understand customer needs and balances them with the needs of business
* Influencing and assertiveness - Plans approach in order to influence in a comfortable and professional presentation style
* Planning & Organisation - Develops logical plans to achieve objectives, prioritises based on importance & return
* Communication - Active listener, gets message across clearly fitting style of communication to others. Communicates regularly. Uses questions to ensure acceptance and identify issues

Personal Specification:

* Current sales person with demonstrable success in the Hospital and/or Community sales arena with in-depth knowledge of woundcare and compression therapy, and with formulary successes
* Evidence of building strong and productive relationships based on trust and integrity
* Successful in the healthcare arena, with knowledge of the NHS system and processes
* Record of success in selling medical devices, preferably in the field of wound care and compression therapy

Character Strengths:

* Zest
* Perseverance
* Optimism
* Composure
* Gratitude
* Emotional Intelligence
* Curiosity

Reference: 33267915

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