Territory Manager

Job Summary:

The Territory Manager (TM) will be responsible for developing and growing the assigned geographic region. They are responsible for engaging and educating regional target customers to garner adoption of the company product portfolio.

The Territory Manager will collaborate with internal teams on marketing and sales initiatives with a strong emphasis on building and maintaining relationships with key stakeholders. As a TM it is essential to work hand in hand with the clinical support team throughout a physician users’ clinical pathway. You will be called upon to provide on-site support to our customers through mentoring and clinical training/advice to ensure appropriate and optimal use of products to meet individual patient needs. The role will require you to work in both the operating room and endoscopy suite settings.

The Territory manager is a U.S. field-based sales role that is responsible for achieving regional revenue goals and KPI’s for the product portfolio for which you are assigned.

Main Responsibilities:

• Meet or exceed sales quota in signed territory selling capital and/ or disposable medical devices.
• Act as the clinical expert of company devices to drive sales.
• Support ongoing product training and in serving of all company products during cases and in between procedures with physicians, nurses and technicians.
• Pipeline growth for entire Company Portfolio within assigned geography.
• Identify, Target, and develop leads for the company’s product portfolio within assigned region. Use technical expertise to ensure the closing of the sale of these leads.
• Help identify, develop, and foster strategic market initiatives within assigned Geographic territory.
• Develop KOLs and Centers of Excellence for training and market expansion.
• Prioritize involvement in Regional Shows/Live Hands-On
• Help identify new relationships along with growing and mature existing relationships within key Societies.
• Foster strategic relationships with Key Opinion Leaders.
• Collaborate with marketing and clinical teams to ensure messaging to key accounts and stakeholders is consistent.
• Actively participate on the Core team during product development and commercialization for key products, services, and solutions related to the product line.
• Create and foster partnerships with stakeholders in key accounts.
• Communicate Market intelligence of competitor's new product offerings, pricing strategy, and marketing initiatives.
• Work with the field to identify key account initiatives and play an active role in executing key account presentations and educational events.
• Aid in the development and market acceptance of any NEW/pipeline technologies
• Complete and submit administrative responsibilities in a timely manner (CRM, expense reports, and territory updates)
• Attend and participate in conventions, new product trainings, conventions, trade shows, and sales meetings as directed.
• The Territory Manager will have weekly phone calls with management to review:
  • Prospecting activities
  • Deal status
  • KOL development
  • Upcoming Demos
  • Pipeline Development and updates on MD training to perform cases independently.
  • Key Physician development progress
  • Upcoming key Trade Shows/Regional Interventional GI Conferences will participate in

Key skills, behaviors, competency, and experience required:

• You will have attained a solid experience in medical devices and commercial activities.
• You will have experience of working in a role and as part of a cross-functional team, interacting with clinicians, engineers, medical professionals, and business partners.
• Solid knowledge of endoscopy/surgical environments, terminology, endoscopy/surgical procedures, as well as healthcare industry and trends
• Proven track record of success in attaining revenue targets.
• A proven ability to understand business strategy and translate it into learning solutions that support the company’s business goals is also required.
• Confidence working with highly technical material, and strong ability to present the complex in clear, simple terms.
• Hands-on Results Orientation, sense of urgency, gets things done, high achiever, track record.
• Collaboration and influencing Build / maintain relationships with stakeholders
• Cultural Sensitivity.
• Strong Financial Acumen, Analytical/ Strategic Competence, analyses a situation before taking decisions, plans long term, and aligns own actions towards long-term goals.
• Customer Responsibility: Intervenes personally to solve customer issues, is considered a valued partner by customers, understands customer needs, and acts upon it.
• Flexibility: The ability to adapt to and work effectively within a variety of situations, and with various individuals or groups.

Education and professional qualifications required:

• Bachelor’s Degree.
• 3+ Years of Sales Experience in representing Medical Devices.
• Functional knowledge of Microsoft Office Suite and CRM cloud-based software.
• Must be able to travel as needed to achieve assigned sales plan. Up to 65% travel as necessary to support assigned sales regions.
• Must be able to cover the geography of the assigned region.