Territory Manager - Endoscopy Capital Equipment (South East)

Full Time
Permanent

Summary:

Purpose

– Increase GI, Urology and Pulmonology category sales and sustain them through effective communication and customer support, to raise levels of customer preference for Pentax
Objectives

– being the “go to” person for all your customers and prospects. Proactive key stakeholder management across departments and hierarchies to drive preference, especially utilizing Triple Aim & Challenger approaches to act as consultant, trainer and partner; utilizing Territory Planning, Pipeline Management, Account Management, Sales Process and Project Planning approaches to achieve your targets.
Accountable for

– Your GI, Pulmo, urology retention targets, including service; your conversion targets, driving Customer and Prospect Preference, especially clinical
Key stakeholders

– own Clinical – network other stakeholders

Main Responsibilities/ Main Tasks:

Responsible for providing account management to an allocated number of accounts, maintaining customer satisfaction, raise levels of customer preference, demonstrating new products and identifying, then closing, new sales opportunities within the customer.
Identify sales opportunities to hit company targets within delegated IB account set.
Provide clinical and applications training within own target accounts, during product trials and for product demonstrations for Key Accounts.
Involvement in and support of all regional sales projects and activities, especially from a clinical perspective.
Achievement of sales targets for own territory, both directly to IB and in support of Sales manager for larger projects.

Qualifications:

Educated to Degree standard.
Established sales person with track record of achieving personal targets.
Proven track record of success in Capital Sales to NHS and winning competitors business.
Understanding of UK health care market and its current challenges.
Full, clean driving licence.

PENTAX Medical Sales Competencies:

Partner With Your Customer
Their Win is Your Win; Listen…Acknowledge…Answer; Be More than a Supplier; Do what you Promise; Provide a Solution … More than a Product
Know Your Market
Master your Territory & Accounts; Be Curious about Market & Trends; Be Passionate about Product & Applications; Be Confident on Strengths vs. Competition; Build Strong Internal PENTAX Network.
Plan & Work Smart
Know Your Numbers; Plan and Deliver; Collaborate, Leverage, Delegate; Manage Selling Time … Prioritize; Be Bold … Understand Risks.
Provide Tailored Solutions
Be Methodical on Customers Challenges & Needs; Know Customer’s Purchasing & Decision Process; Understand Stakeholders / Buying Influences; Address both: Customer’s Individual & Business Needs; Constantly Reassess Selling Approach vs. Outcome.
Be PENTAX.. The Challenger
Show Persistence … Drive with Courage; what’s in it for Customer … Focus on Outcome; Don’t Accept “No” for Answer … Eager to Win; Know When & How to Negotiate; Believe in Strength of PENTAX Brand.

PENTAX Medical Core Competencies:

Performance Driven
The ability to deliver business results and solutions that keep the focus on driving forward customer value. The willingness to assume personal ownership and accountability
Sense of Urgency
The ability to proactively sense, and take action, with problems and opportunities. The ability to act quickly. Embrace change as a means to turn challenges into opportunities.
Collaboration
The ability to work well across functions and locations in order to build effective teams.
Communication
The ability to communicate well at all levels. Demonstrate self-confidence, lead by example and listen to diverse views. Instill a culture of open and transparent communication.
Inter-personal Savvy
The ability to build trust and to understand how one’s own can behaviour can impact others. Demonstrate the willingness to learn from others.