Regional Revenue Accelerator

The Territory Sales Manager plays a pivotal role in driving revenue growth and exceeding assigned targets. This involves identifying, building, winning, and closing pipeline opportunities for our BladderScan portfolio.

About the Role:

• Main Accountabilities:
  • Generate a high volume of sales activity including in-person prospecting, product evaluations, phone calls, proposal generation, customer presentations, and negotiations.
  • Strategically manage a sales pipeline to maximize revenue opportunities and achieve revenue targets.
  • Analyze pipeline coverage percentage and target, in-forecast hit rate, and pipeline deal profile.
  • Ensure that pipeline supports achievement of monthly, quarterly, and annual goals.
  • Adhere to established pipeline management processes, and adjust process as requested.
  • Execute sales strategies and techniques to realize sales opportunities identified in the market.
  • Understand the buying process for each account.
  • Manage relationships with key customer stakeholders including NUMs, Clinical Nursing Staff, C-Suite Executives, Administration, and BioMed contacts.
  • Understand needs, build rapport, and influence decision-making and strategy with customers.
  • Support and Deliver Tender Submissions when applicable.
  • Deliver proposals and presentations to customers that include creative solutions to customer problems, effective benefit selling statements, economic solutions, and skillful demonstration of products.
  • Utilize CRM (Salesforce.com) daily to record and update customer information, share product details, prepare quotes, update sales stages, maintain an accurate forecast, and close deals.
  • Research market opportunities and engage in strategic business planning and execution to consistently achieve or exceed sales quota.
  • Provide accurate and thorough sales reporting to leadership, including monthly forecasting.
  • Adapt to shifts in market demands and strategies by continuously learning new industry and market information, as well as skills and techniques that lead to increased success.
• Core Competencies:
  • Driven: You have incredible initiative and roadblocks are motivators to overcome barriers.
  • Competitive: You refuse to lose and maintain motivation to pursue new business in the face of rejection. You never cross an ethical line and compete through effective preparation and planning.
  • Organized and Disciplined Executor : You keep your business organized allowing you to have meticulous follow up and prepare material with a high standard of precision and thoroughness.
  • Strategic & Structured Selling: You understand funnel and pipeline management and strategically manage your sales pipeline in order to achieve monthly, quarterly, and annual goals. You continually move the customer through the sales process and effectively negotiate with the customer based on a strong understanding of their constraints and priorities.
  • Passion for improving patient lives: You are passionate about medical technology in order to improve and save patient lives. You draw on your clinical acumen to build rapport and influence decision making and strategy.

• At least 2 years of sales experience; with capital equipment, consumable sales, and selling into hospitals experience preferred.
• Documented record of achieving sales quotas and other related KPI's required.
• Bachelor's degree or an equivalent combination of education and related experience.
• Track record of sales success including exceeding sales quotas, winning sales contests, and double-digit sales growth year-over-year.
• Proven ability to manage a long-term sales process preferred.
• Working knowledge of financial terms and their applications, including standard financial reports and business metrics.
• Ability to create clear and concise business communications that demonstrate deep understanding of the market and company products.
• Ability to synthesize and present product information in a very detailed, accurate, and comprehensive way.
• Able to handle rejection and manage time well, while maintaining motivation to continue pursuing new business.
• Learn and continuously improve on industry and product knowledge, selling skills.
• Strong computer skills and experience with common computer applications, such as MS Office, Excel and CRM (Salesforce.com).
• Must have a valid driver's license and a vehicle suitable to transporting our products and equipment which requires at least a mid-sized SUV or equivalent.
• Must be able to lift up to 25 kilograms and carry up to 12 kilograms.
• Expected overnight travel is 6 nights per month, on average, to cover territory that includes Victoria and Tasmania.
• Required to travel outside assigned territory for annual sales meeting, regional meetings and in person training, as needed.