CANADA

Territory Manager

Field - Ontario (ON),

Smith

Job Description:

Job Title: Sales Representative

Department: Wound Management - Sales

Reports to (Title): Director of Sales – Wound Management

Main Responsibilities:

  • Responsible for planning, organizing and implementing all territory sales initiatives and territory administration;
  • Meet and exceed sales targets (annual quota, power brand quota) on a consistent and sustained basis;
  • Develop and implement a personal Balanced Scorecard including strategic objectives and tactics that achieve assigned territorial sales quota;
  • In consultation with other members of the regional sales team (CSR, BM, RSM) develop business plans for top territorial customers (hospitals and dealers);
  • Review, update, adjust business plans on a regular basis ensuring they are strategic, effective and achieve annual sales quota;
  • Implement and follow-up on a timely basis all marketing priorities and initiatives within assigned territory;
  • As a means to achieve annual sales quota, initiate, develop and leverage strategic relationships with key customers: (Dealers Management & Representatives, Materials Managers, Directors, Department Heads, GPO & Hospital Executives, influencing clinical personnel etc);
  • Liaise with other team members (CSR and BM, pharmacists, dealer representatives) to create sufficient demand for S & N products within assigned territory so as to achieve annual sales targets;
  • Provide effort allocation and focus on specific Power Brands in accordance with divisions’ annual business & marketing plans;
  • Responsible for planning and organizing CPE’s in conjunction with CSR or key opinion leader;
  • Sell S & N products by demonstrating the cost effectiveness and efficacy of S & N products versus those of the competition;
  • In conjunction with BM and CSR, proactively develop strategic corporate agreements, partnership agreements and proposals with a view to profitably expanding the business and achieving annual quota;
  • Proficient knowledge and implementation of the Dealer Program with a view to achieving quota;
  • Monitor awarded contracts and ensure compliance;
  • Constantly seek out new business opportunities and aggressively target competitive business franchises with a view to growing market share;
  • Provide added value to customers through your role as business expert & consultant staying up to date on the latest trends;
  • Achieve identified strategic objectives as may be required by the Regional Sales Manager;
  • Provide leadership, support and participation in regional special projects designed to drive the business;
  • Interact with customers and participate in off-site conferences, symposiums, customer meetings, preceptorships and training sessions, which may take place weekdays or weekends, as required by the Regional Manager to drive the business and achieve annual sales targets;
  • Attend and participate in all S & N sales meetings and regional meetings (on-site and off-site), as required, which may take place weekdays or weekends;
  • Effectively communicate on a monthly basis (Month End Report) and as required, rationale of performance versus sales plan, marketplace developments, competitive intelligence, key issues, trends and quantifiable review of what is & is not working;
  • Develop a proficient working knowledge of S&N product line with specific attention to mastering assigned Power Brands;
  • Proficiency in professional selling skills and a sound working knowledge of all related computer software programs;
  • Accountable for managing an assigned territorial sample and business relationship building budget

Knowledge and Experience:

  • Bachelor degree in Science or Commerce with two years of experience in a healthcare environment or equivalent;
  • Computer literacy – Windows and Microsoft Systems;
  • Excellent interpersonal, analytical and selling skills;
  • Bilingualism an asset.

Equivalence:

  • Degree in Business or equivalent with a minimum of five years of experience in healthcare sales environment;
  • Five years business experience in group purchasing organization, wholesaler or material management;

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