Sales Territory Manager

5 days ago

Sydney, New South Wales, Australia Cardinal Health Full time
Job Title: Field Sales Manager

Job Summary:

The Field Sales Manager is a key role responsible for driving sales revenue, profitability, and market share growth in a specified territory. This hybrid role requires a unique blend of sales, leadership, and strategic planning skills to achieve business objectives.

Key Responsibilities:Territory Management
  • Develop and execute sales strategies to achieve or exceed sales targets while maintaining a professional image in the marketplace.
  • Identify and qualify high-value opportunities within accounts and lead the sales process to conversion.
  • Support Regional Sales Manager (RSM) in State/National Tendering processes with marketing intelligence, pricing, and portfolio positioning.
  • Build and elevate relationships with key decision-makers or potential influencers, including C-Suite, Supply Managers, Category Managers, Procurement, Sustainability, and Risk.
Field Sales Management
  • Manage and coach sales team personnel to meet sales targets.
  • Partner with RSM to recruit and select high-caliber talent and provide ongoing coaching, development, and performance management.
  • Establish an environment and foundation for future sales growth, coaching sales team members on selling Cardinal's value and solutions to customers.
  • Ensure coaching/field visit report is completed and shared with RSM within 48 hours.
  • Implement quarterly plan and review meetings with reporting employees as well as set and monitor annual performance and development goals.
  • Develop an environment where all team members are energized to perform their best work.
  • Manage resources, including leave to ensure territory coverage is optimized.
  • Recommend merit adjustments at year-end following completion of annual performance review process.
  • Support the RSM in an acting capacity when required.
  • Participate and contribute to Sales Leadership Team (SLT) F2F Quarterly meetings and virtual Teams Weekly meetings.
  • Facilitate team meetings.
  • Prepare and submit accurate, meaningful, strategic, and analytical reports as requested.
  • Review territory structures and recommend staffing levels to ensure that optimal service levels and sales growth are achieved.
  • Ensure that subordinates follow all company guidelines related to Health, Safety, and Environmental practices and that all resources needed to do so are available and in good condition.
  • Provides timely communication of business-related issues or opportunities.
  • Positive performance management, supporting improved work performance. Take prompt and appropriate action to address unacceptable work performance. Help identify development needs and assist in achieving team performance goals. Establish role expectation, goal clarity, purpose, and meaning, and aligns employees to organisational requirements.
  • Provide secondary support and coverage during leave periods for the RSM.
  • Performs other duties assigned as needed.
Requirements:
  • Knowledge and understanding of the health system.
  • Proven track record in professional sales, preferably in the medical device industry. Demonstrated ability to achieve sales targets.
  • Computer literacy including advanced working knowledge of MS office software, use of CRM e.g. SFDC to analyze business, inform coaching of team and own territory management.
  • Analysing the Market & Business Planning: optimizes territory plans by consistently tracking market and competitor information, sets priorities and makes sound business decisions based on understanding of the big picture.
  • Results Focus & Persistent Initiative: delivers results through adoption of flexibility, innovation, and creativity, anticipates opportunities and obstacles and manages change appropriately, actively problem-solving and negotiating.
  • Customer Focus: builds value-added relationships by focusing on customers' needs.
  • Selling Skills: communicates and listens with customers to develop business and probe in order to identify needs
  • Teamwork: coordinates and works together with other representatives to deliver business and company objectives.
  • Clinical & Technical excellence: demonstrates product and clinical expertise.
  • Action Orientation: demonstrates a sense of urgency and fosters accountability.
  • Integrity and Ethics. Works in line with company values and ethics.
  • Personal Resilience and Management of Change: the ability to accept and manage change, work with ambiguity and complexity.
  • High level and proven commercial sales competencies including strategic and territory planning, negotiation skills, and solutions selling.
  • Ability to conduct Business Reviews and discussions with external key stakeholders to align compliance of contract, drive business growth, and mitigate commercial risk.
  • Ability to run effective meetings internally and externally.
  • Excellent communication and relationship-building skills.
  • Current valid driver's license.

#LI-DNI

Candidates who are back-to-work, people with disabilities, without a college degree, and Veterans are encouraged to apply.

Cardinal Health supports an inclusive workplace that values diversity of thought, experience, and background. We celebrate the power of our differences to create better solutions for our customers by ensuring employees can be their authentic selves each day. Cardinal Health is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, ancestry, age, physical or mental disability, sex, sexual orientation, gender identity/expression, pregnancy, veteran status, marital status, creed, status with regard to public assistance, genetic status, or any other status protected by federal, state, or local law.

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