Territory Manager

Title:            Territory Manager Medical Sales NSW and ACT

Type:            Full time

Territory:     NSW and ACT 

Purpose:      

To increase sales of the Company’s product range in private surgical hospitals, public surgical hospitals and day surgery clinics by promoting and demonstrating the products and developing strong relationships with the key clinical, engineering and financial staff (capital budget holders) in both potential and existing customer organizations. 

Key Duties & Responsibilities:

Achieving the sales budget for the territory and exceeding this where possible.  This will involve the following activities:

1. Promoting and demonstrating the Company’s products to clinical staff in all customer organizations and at industry trade shows/conferences. 
2. Successfully negotiating sales of the Company’s products to customer organizations. 
3. Working with the Sales Manager on major contracts (normally associated with a national group) to ensure accurate product specification, successful clinical trials and winning tenders/quotations. 
4. Working with the rest of the Sales Team in developing national promotional plans.
5. Liaising closely with Support Services regarding customer enquiries, pricing, the preparation of quotations and tenders, delivery dates and trials. 
6. Liaising closely with Support Services and the state Authorized Service Dealer(s) regarding service matters. 
7. Focusing on building relationships with all clients. Knowing as much as you can about every customer (both business and personal) and providing accurate information for the Vantage database. 
8. Updating forecasts weekly.
9. Monitoring competitor activity and feeding this back to the Sales Team Leader - Eastern Australia and the other Territory Managers.   
10. Providing feedback for improvement in the Company’s activities including product design improvements. 
11. Other duties and authorities requested by the Company. 

Behaviors:

1. Conscientious: hardworking, reliable, enthusiastic, productive and embraces “In My Hands”.
2. Accurate: correct, organized, complete and timely.
3. Responsible: accountable and takes ownership.
4. Empathetic: respectful, considerate and helpful.
5. Straightforward: open, candid, honest, loyal and ethical. 

Key Skills/Attributes Required:

1. Excellent communication and relationship building skills with personnel at all levels within customer organizations and the Company.
2. Excellent product knowledge.
3. Negotiation and assertiveness skills, in particular, the ability to close sales.
4. Self-motivated and well organized with ability to work closely with Support Services.
5. Excellent commercial and customer service orientation and the ability to see opportunities for sales growth.

Key Results:

1. Sales budget is achieved (or exceeded).
2. The Company is universally regarded for its fair dealings and excellent service.
3. The Territory Manager has an excellent reputation with customers.
4. Demonstrates the CARES behaviors. 

Key Interfaces:

1. Sales Manager.
2. Support Services. 
3. Other Territory Managers. 

Reporting To:

1. Sales Manager.

Constraints:

1. Lead times (importation, production, and product development).
2. Stock holding constraints (keeping within the budget).