Job Description
NATURE & SCOPE OF POSITION
The Territory Manager is expected to be the subject matter expert regarding the products within their segment and is accountable for the achievement of activity, sales targets and maintaining the pipeline of opportunities in their territory.
GENERAL DUTIES & RESPONSIBILITIES
- Sales Growth, new account and existing
- Meet sales targets as set out through annual/quarterly budgets
- Search for potential clients, visit medical complexes and peruse new sales growth opportunities
- Identify accounts and successfully convert their business to CHS
- Use company CRM to organize, manage, and track all sales opportunities
- Client Maintenance & Relationship Building
- Regular in-person visits to clients to remain updated on their needs
- Build relationships and generate an increase in sales from accounts within territory
- Gather information on needs, close sales & forecast future requirements
- Administration
- File weekly Expense reports
- Participate in various marketing related activities as needed to support sales activities and business development activities
Customer relationship and Territory Management:
- Maintaining pipeline and planning growth (managing pipeline)
- Accountable for building and maintaining long term relationships with key customers in order to: Develop Sales Opportunities
- Ensure Long Term maintenance of the business through expert support
- Problem solve and own customer issues, while ensuring all parties and team members are kept informed of relevant information and resolution, in order to enhance customer loyalty and revenue generation.
- Maintain knowledge of competitive practices to better position CHS to win.
- Provide feedback and keep in close communication with Sales Management/Marketing around customer needs, sales objections, competitive advantage levers and competitor’s activities and information.
- Identify in which market segment customer belongs and execute appropriate sales and marketing tactics as per sales POA
- Ability to quickly develop solid business relationships in Key Accounts in the territory (clinical and administrative relationships, preferred)
- Self-motivated with the ability and desire to close business quickly
Key Targets for Clinical
- Critical Care Areas, and all appropriate clinical and departmental users such as: Surgeons, Anesthesiologists, OR nurses and Managers, Pharmacy, Health and Safety, Blood Banks, OR Purchasing, Anesthesia Techs and Respiratory Techs
Timely and efficient completion of administrative tasks:
- Expense reports, internal and external communication, conferences etc.
- Market intelligence: market surveys, communicate competitor intelligence
Maintain product / therapy expertise:
- Training and self-directed learning
- Responsible for self-directed maintenance of product and therapy expertise
- Attend company training and utilize of clinical resources to enhance knowledge and learning.
- Attend trade shows, conferences and conventions as required.
Business Unit Specific Responsibilities:
- Education of physicians and nurses, in-servicing,
- Providing technical and clinical data to all critical care area, clinicians
- Assist other Territory Managers in the implementation of above events when required
- Ability to work under established timelines and project specific implementations
KNOWLEDGE, EXPERIENCE & EDUCATION
- Post-Secondary Education / Technical Education
- University Degree preferred
- Experience in Business and Health Sciences
PHYSICAL DEMANDS
- Physical requirements are walking, sitting, climbing stairs and keyboarding.
- Due to the responsibilities of this position, other physical requirements include standing, reaching, grasping, bending and flexing the arms, legs, wrists and fingers.
- Lifting up to 10 pounds may be occasionally required.
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