The 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.

The 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.

· Participation with the 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 in order to achieve sales targets.

· Close working with the 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 Accountabilities:

· 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

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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 company 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 Company.

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 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 Accountabilities

· 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.

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To support contracted and non-contracted accounts within the NHS and Social Care market segments, accounts are pre-identified via either contract commitments or where a growth opportunity is presented.

Activity within accounts will be focused on product solutions within the companies pressure area care, bedframe and wider portfolios within contracted accounts.

The Clinical Educator we work closely with key stakeholders within targeted account(s), these being mainly Tissue Viability,

Moving & Handling, Patient safety, ward and departmental leads, to deliver education and introduce clinically advantageous solutions for clinically identified patients.

The Clinical Educator will identify opportunities for product evaluation, manage these evaluations clinically from start to completion. Engagement with the local business development manager on these opportunities is also required.

The Clinical Educator is also tasked with the creation of case studies and clinical evidence on drive line solutions provided by the company. These solutions will be agreed at the start of each calendar year.

The Clinical Educator will also identify solution gaps within the companies portfolio and work with the Marketing Manager on business case creation for internal sign off. Supporting any clinical evaluations of solutions pre commercial launch.

Clinical Educator will also be responsible for ensuring all training materials and documentation is kept up to date in accordance with national and international guidelines. The Clinical Educator will also be required to train internal staff, this will be requested by and authorised by the Marketing Manager.

Key Duties and Responsibilities:

• Build case studies and contribute to evidence around the compnaies product portfolio.
• Place clinically relevant product into accounts.
• Support product evaluations.
• Identify clinically relevant opportunities that will enhance business outcomes.
• Support product implementations within all territories.
• Follow and complete all KPI’s set by the Marketing Manager.
• Ensure completion of yearly goals which are agreed by the Clinical Educator and Marketing Manager.
• Work within standard operating procedure of the company.
• Support product audits for the company when requested too.
• Ensure that our customer clinical training requirements are met.
• Reporting daily activity into the customer and into the Marketing Manager.

• Conduct clinical training sessions at in Trust educational days if required.
• Prioritise the customer clinical training needs to support the company
• Develop relationships within contract accounts with key stakeholders.
• Support the commercial function of the company when requested too.
• Ensure RGN registration is maintained.
• Keep all educational materials are created and maintained in line with national and international guidelines.
• Support / create case studies creation alongside the Marketing Manager &/or Product Manager.
• Deliver and support internal clinical and product training when requested too.
• Be on call clinical support if specified by the contract held with account.

Qualities and Skills:

• Influence & Persuasion.
• Commercial & Business Acumen.
• Solution Focussed.
• Previous experience working with and being involved in pressure area management contracts to the UK acute sector.
• Have experience in the creation and collection of clinical product evidence data.
• Passionate about excellent standards of patient care.
• Excellent interpersonal, communication and presentation skills.
• Skilled in identifying solutions, planning and organisation.
• Ability to develop and implement clinical education programmes.
• Excellent understanding of NHS and/or private sector dynamics in the UK.
• Previous knowledge of account management principles and practice
• Ability to work as part of a multi-disciplinary team.
• 3 years’ experience as a Clinical Advisor.
• Have a proven track record of relationship building.

Special Conditions:

• Must be a Qualified Nurse with an up to date NMC Registration
• Must have a full clean driving licence.
• Must have an enhanced DBS check / Disclosure Scotland

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