Territory Manager 139 views

Job Summary:

Field based role, reporting directly to the 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 Company.

Main Duties and Responsibilities:

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

Key Competencies:

Behavioural Skills – Be an effective communicator both verbally and non-verbally and possess/develop good problem-solving skills to assist customer and company development. Demonstrate good emotional intelligence and be adaptable to different business situation. Show a good work ethic in relation to general demeaner and attitude to the job role. Appearance should be well presented at all times.

In Call Experience – Establishes objectives and actions. Spends his/her time on the most important issues at hand. Puts trivial matters aside in order to focus on what’s most important. Able to quickly sense what will help or hinder accomplishing a goal; eliminates roadblocks or distractions; remains focused. Always aware of performance objectives and the most actionable opportunities to achieve them. Adapts priorities to changing circumstances. Become proficient in the APPROACH selling technique.

Commercial Ability – Initiates and develops relationships with influential decision-makers at all levels. Capable of cultivating multiple points of contact within both internal Company and external customer environments. Communicates well and able to command others’ attention. Uses strategic thinking and supporting data effectively when attempting to make an argument or convince others. Can be counted on to achieve goals; is consistently a top performer. Results oriented; steadfastly pushes self and motivates others for results. Never satisfied with performance that falls below expectations and tries to mitigate failure points; demonstrates the ability to adapt behaviour to overcome obstacles needed to achieve expected results. Effectively exploring alternatives and positions to reach outcomes that gain the support and acceptance of all parties. Clarifies the current situation, identifies points of agreement/disagreement, keeps discussion issue oriented. develops others; and own ideas, builds support for preferred alternatives, facilitates agreement. Grasp the importance of using the sales data provided and demonstrate its use daily. Using this data, be able to present territory updates at the Quarterly reviews.

Clinical Ability – Must be able to understand the clinical theatre that the company operates within, in order to engage in credible conversations with senior NHS staff. Reviewing all the company data including Clinical papers and posters will be a requirement. MASD knowledge will need to be high as it is the focus area for the company at this time. A good level of skin condition aetiology should be gained as well as a good understanding of the NHS wound care structures both Nationally and within the territory.

Product Knowledge – A knowledge of Skin conditions and the types of company products used to treat them would be an advantage. It is expected that you will be a quick learner, using you background knowledge, to pick up the products application in the healthcare setting quickly. Comprehension of the treatment area for the customer and targeting the appropriate product to meet that need is critical.

Team Working – Developing and using collaborative relationships including leveraging intercompany relationships with Business Development Managers and Clinical Nurse Advisors. He/she should seek opportunities, clarifies the current situation, develops others; and own ideas, places higher priority on team or organisation goals than on own goals, facilitates agreement, uses effective interpersonal skills, shares information

IT Skills – He/she should possess competent skills to use the Microsoft Office suite including MS TEAMS with the ability to learn new programs quickly

Salesforce CRM – Knowledge of CRM system is critical to the company knowledge base for information gathering and recording of activity. He/She should be comfortable in learning/using such CRM based systems.

Qualifications and Skills:

Essential:

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

Successful field medical sales background gained ideally within Wound Care

Experience of both primary and secondary care environments

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

IT literacy

Planning & organisation