Territory Manager
7 months ago
At STERIS, we help our Customers create a healthier and safer world by providing innovative healthcare and life science product and service solutions around the globe.
**Position Summary**:
Manages sales activities in a specific geographic area. Plans, organises and implements sales programs to achieve a budgetary forecast with maximum growth and profitability, in line with the strategic direction of the business unit. Provides sales coaching, mentorship and guidance to appointed Associate Territory Managers.
**Duties**:
1.
Direct the day-to-day field sales responsibilities, representing the entire assigned product portfolio within a specific designated geographic territory.
2. Submit monthly reports clearly outlining the performance, opportunities, challenges, and issues facing the appointed Associate Territory Managers.
3.
Manage, develop, and coach appointed Associate Territory Managers to meet and exceed financial targets. Identify, recruit, and ensure new personnel are trained and introduced as required. Carry out regular performance reviews for the assigned Associate Territory Managers and take corrective action if needed.
4.
Actively and pro-actively coach and lead appointed Associate Territory Managers to accomplish their personal and professional development. Identify qualified representatives for advancement and develop a professional training pathway to actively support their growth.
5.
Regularly review priority accounts and develop tactical sales plans in conjunction with assigned Associate Territory Managers for the purpose of maintaining existing business, and acquiring new business for the company.
6.
Drive use of the Corporate CRM, and ensure Gap Maps, competitive information, sales opportunities/pipelines, customer database and customer communications are streamlined and accurate for the appointed regions and Associate Territory Managers.
7.
Generation of new accounts where STERIS may not have a presence, through high sales activity and Customer engagement.
8.
Actively cultivate and achieve maximal existing and future revenue through existing accounts by executing ongoing support, education, demonstration, consultation and sales processes.
9.
Manages key accounts and targeted Customers.
10.
Maintains thorough understanding of Customer objectives, purchasing criteria, and decision-making processes relative to the market, to form long-term mutually beneficial Customer partnerships.
11. Attain monthly, quarterly and annual sales objectives.
12.
Attend to Customer enquiries and needs as related to the assigned product portfolio.
**Duties - cont'd**:
13.
Travel as necessary in an efficient and cost-effective manner, to optimise portfolio exposure within a specific geographic territory. Travel is considered a core component of job function and should be completed in conjunction with established call activity, sales objectives and development of new opportunities.
14.
Maintain accurate correspondence, Customer account records, Customer database and sales pipeline (inclusive of sales forecasting and market intelligence) within the Corporate CRM.
15. Develop a Territory Business Plan with the National Sales Manager and complete reporting needs on time.
16.
Facilitate on-going market/product/service research to provide feedback that may enhance the assigned product portfolio offering.
17.
Develop and implement sales and marketing strategies in conjunction with the National Sales Manager and the Head of Sales, ensuring alignment to any approved sales and marketing plans.
18.
Participation with the National Sales Manager and the Head of Sales through annual sales forecasting, business plan development, and all established or opportunity mechanisms for increasing revenue within territory.
19.
Attend all exhibitions, conferences and seminars as directed.
20.
Interact with other departments in the organisation to ensure proper handling of Customer requirements. This includes but is not limited to Sales Leadership Team, Marketing, Operations, Projects, Customer Service and Technical Service.
21.
Troubleshoot and evaluate all product reliability issues in assigned territory. Product issues must be reported through the approved channel for rapid response initiation, and communication with the Customer account maintained until resolution.
22.
Completion of additional duties and other sales-related activities as required from time to time.
**Education Degree**:
- Bachelor's Degree
**Required Experience**:
- Specific Work Requirements
- 1. Must have excellent interpersonal written and verbal communication skills.
- 2. Must be able to travel a minimum of 50%.
- 3. Prior field sales or management experience required.
- 4. 2 - 5 years sales experience with business-to-business sales or equivalent experience.
- 5. Medical device sales highly preferred.
- Specific Skills and / or Business Competencies
- Personal Principles:
- Achieves established goals; driven to succeed
- Takes responsibili
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