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Territory Manager - Southern Territory

Job description

Position Title:    Territory Manager, Critical Care
Location:            Southern Ireland, South Dublin, Galway
Department:     Sales Department   
Reports to:         Field Sales Manager, Medical Division

Main purpose and scope of the post:
The Territory Manager, Critical Care Division (TM) role is a customer facing sales role with responsibility for growing the company’s business in the Leinster territory. We are seeking an experienced, highly driven sales professional who thrives on consistent delivery of outstanding business results. These results are achieved by combining great interpersonal skills and excellent selling skills with a real desire to deliver outstanding customer service. The successful candidate will have the necessary technical understanding and will be able to use that expertise to add value for the customer and create further business opportunities. The company's current product portfolio comprises capital and consumable products in and ICU, Theatre and Ward environment. The key focus will be Endoscopy, Patient Monitoring and Resuscitation.

There is significant opportunity to expand into new clinical areas and new accounts so the successful candidate will be required to possess very strong business development skills and the ability to generate business leads off their own initiative. The successful candidate will be a committed team player who works well as part of a high performing cross functional team. Currently the team comprises 3 sales professionals and 1 nurse support, reporting to the Field Sales Manager, Medical Division. The team is supported by top class technical, operational, customer service and marketing teams who strive to deliver the highest levels of customer satisfaction. The candidate must be willing to travel extensively for this role, within their territory and infrequently travel abroad to internal or supplier training events and conferences. This travel is often a major part of the induction period.

Principal responsibilities

  • Models the team’s agreed values & behaviours and champions our team purpose to deliver exceptional outcomes for our customers and our suppliers.

  • Develops a complete and thorough understanding of the relevant portfolios, product value propositions, customer sectors and market dynamics sufficient to enable effective identification of new business opportunities.

  • Prioritises, plans, and executes sales activities so as to deliver outstanding business results, this includes actively prospecting new business leads and optimal management of existing accounts.

  • Expertly demonstrates and presents products in a highly impactful manner ensuring customers fully appreciate the value of the portfolio.

  • Develops well thought out account & territory business plans as required to deliver outstanding results, conducts regular reviews with divisional management to assess progress against those plans adjusting tactics where required to ensure delivery of results.

  • Develops necessary insight into customers’ needs and usage patterns and because of that ‘finger on the pulse’ view is able to react to any fluctuations and identify opportunities to upsell.

  • Ensures that agreed revenue and margin targets are achieved.

  • Delivers an outstanding level of customer service and responds to all sales/ support enquiries in a timely and thorough manner.

  • Ensures that all stages in the sales process including all relevant customer/account/quotation details are recorded and tracked.

  • Works cross functionally with other teams to ensure the best result for the customer namely, Marketing, Tech Op’s, Finance, Quality and Sales Order Processing.

  • Creates and maintains effective working relationships with our suppliers and works with them to resolve any customer issues.

  • Attends exhibitions, trade shows & internal/external training workshops as required. 4 Adheres to all company policies & procedures.

Location Requirements

  • Field based with significant Island of Ireland travel time engaging with customers through direct sales activities.

  • Some UK and EMEA travel as and when required for supplier engagement, conferences, or Diploma meetings.

  • Attends meetings in head office in Naas, Co. Kildare, Ireland and elsewhere as required.

Experience & Background

  • Minimum of 2 years’ relevant commercial experience in Theatre, ICU or Resus sales or business development required.

  • Proven track record of Medical Device sales success in the Irish medical market. Ideally, strong relationships with procurement customers in that segment would be a major advantage.

  • Previous experience of the medical distribution sector an advantage

  • Demonstrable ability to absorb and retain significant levels of clinical/technical detail with the ability to present and communicate fluently with clinicians. 

  • Technologically competent in standard applications - Outlook, Word, Excel. 

Personal Attributes

  • Excellent communication and influencing skills.

  • Strong written and spoken communication skills that enable clear, concise but complete information sharing. 

  • Ability to present information in an impactful manner that ensures customers understand the value proposition.

  • Very customer focussed – goes above and beyond to get the right outcomes for our customers and builds extremely strong customer relationships.

  • Very strong commercial acumen demonstrated by a proven track record of commercial & business development success.

  • Enthusiastic & dynamic, uses initiative to find solutions to deliver business growth.

  • Self-motivated, able to work alone with a clear focus on business development and revenue closure

  • Experience in a CRM (Customer Relationship Management) tool (e.g.  Salesforce) an advantage, as CRM plays an integral role within our organisation Full Driving License

  • Excellent prioritisation, planning and organisation skills. 

  • Personal values should align to the Teams agreed TEAM VALUES, as stated above.

  • Ability to champion the behaviours as identified as key within the desired ENVIRONMENT, as stated above.

  • Educated to at least Degree level in scientific/medical discipline and /or business is desirable.