Associate Territory Manager 142 views2 applications

Job Summary:

Field based role, reporting directly to both the Senior Territory Manager & Regional Business Manager with regular travel throughout the Territory and occasional overnight stays. Occasional travel outside the Territory and mandatory attendance at National and Regional Business Meetings each year. These provide training and preparation for product and/or campaign launches. Overnight stays are involved during these events.

There is also the requirement of:

· Significant amounts of daily driving

· Frequent telephone and computer activity

· Flexible working approach required to meet the needs of the business.

· To promote, sell and ensure proper distribution of products from the companies product portfolio in both the Acute and Community.

· To reach sales targets for the Sales Territory using effective communication methods in a manner that ensures ethical commercial approach, as well as adherence to Corporate vision and guidelines.

· Customers will include TVNs, Procurement, Nursing Homes, Stoma Nurses, Incontinence Nurses, Practice Nurses, Pharmacists, District Nurses, and a range of Key Opinion Leaders.

· Perform tasks within a matrix team in which they need to share information, ideas, and solutions for the overall benefit of the Regional and Comp

Key Tasks and Responsibilities:

The Associate Territory Manager is required to promote, sell, and ensure formulary compliance for products in the company range in both the acute and community for the defined Sales Territory to ensure Sales targets are achieved. This will be in line with all plans set out by the Senior Territory Manager and Regional Business Manager.

The Associate Territory Manager is expected to reach sales targets for the Sales Territory using effective communication methods in a manner that ensures ethical commercial approach, as well as adherence to corporate vision and guidelines. It is important to work closely with the Clinical Nurse Advisors and Business Development Managers within the team to enhance your sales success. Customers will include TVNs, Continence, Stoma nurses as well as Procurement, Medicines Management, Nursing Homes, Lymphoedema Specialists, District and Practice Nurses, Pharmacists and Nursing homes. You will also identify and assist in developing Key opinion leaders from within your area.

Key Tasks:

· Participation with the Senior Territory Manager, Regional Business Manager, Clinical Nurse Advisor and Business Development Manager in the development and implementation of local business plans with the aim of achieving high compliance with new Formulary Awards and driving market share growth to achieve sales targets.

· Close working with the Senior Territory Manager, Business Development Manager & Clinical Nurse Advisor within the Region to ensure all hospital and community Formularies are secured and fully compliant.

· Achievement of annual sales and market share targets for the company focus brand, to be delivered within the agreed budgets with the Regional Business Manager.

· Achievement of agreed activity KPIs and objectives.

· To have a comprehensive understanding and knowledge of the Company products, policies, and objectives.

Key Responsibilities:

To provide customers with company sales, education, and service information regarding the products through effective presentation and listening skills.

To form a permanent link between the Company and its customers through identification of success factors and possible problem areas.

To develop the image and profile of the Company to our customers through knowledge of the Sales, Marketing & Clinical strategy and use of corporate selling tools.

To manage and develop the individual Sales territory through analysis of available sales and marketing data.

To organise and manage customer meetings, study days and exhibitions within the territory.

To participate in Regional and National Sales Meetings and share experiences to improve overall efficiency, sharing best practice.

To develop personal skills by ensuring that product and Clinical knowledge is up to date and by identifying areas where further training might be needed.

Demonstrate effective use of company Salesforce CRM system in accordance with agreed KPIs and objectives.

Plan work schedules, weekly and monthly timetables to maximize business.

Nurture excellent working relationships with our customers through selling innovative customer solutions. Procurement, Medicines Management, Tissue Viability, Dermatology, Continence & Stoma are all call points.

Build strong relationships across various customer groups and identification of Industry Key Opinion Leaders and formulary influencers, key decision makers.

Provide win – win solutions for both the customer and the company.

Be aware of the latest trends in marketing and sales and can use them for the benefit of the company.

Work within and adheres to company and industry compliance policy and standards of business conduct and ethics.

Qualifications and Attainments:

Degree level or equivalent, ideally in business (or be able to demonstrate appropriate and applicable career-based experience)

Work Experience (Desirable):

Successful field medical sales background gained ideally within Wound Care.

Experience of both primary and secondary care environments

End user selling, preferably customer needs led, with the ability to assimilate technical product knowledge. Predominantly to have sold to nursing end users.

Skills

Proven sales skills

Ability to analyse and interpret sales and market data

Good negotiation and influencing skills

Excellent interpersonal and communication skills

Ability to use other internal resources as appropriate – e.g.

Clinical Nurse Advisors or Business Development Managers

Excellent presentation skills including technical and clinical data/information

IT literacy

Planning & organisation