Territory Sales Manager
haemonetics
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Job Details
JOB SUMMARY
Function as Territory Sales Manager to hospital customers and prospects within the assigned geography. Effectively sell equipment, disposables, software, and service within our Cell Saver and Haemostasis product lines through a strategic sales process. Influence standard of care of our technologies within multidisciplinary specialities and call points including Cardiovascular, Trauma, Orthopaedics, OB/GYN, Neurology, Laboratory Medicine, Information Technology, and Supply Chain while focusing on growing existing business as well as prospecting new business. Location is Germany, in Rhine westphalia area.
ESSENTIAL DUTIES
TERRITORY MANAGEMENT:
Accountable for overall territory management, achievement of sales goals, profitability and account management within the assigned product lines
Develop and execute comprehensive territory plans by account to increase revenue and secure new business
Partner with cross-functional counterparts (especially Clinical Specialists) as appropriate to effectively deliver and drive the adoption of our technologies
Prospect and develop multi-level relationships (including c-level) with prospective customers within assigned geography
Maintain existing business including ensuring accounts remain compliant and incremental business is achieved
PRODUCT SALES:
Effectively target new business through the use of analytical tools
Conduct product evaluations, collect detailed data points, and in-service to drive customer conversions
Prospect, qualify, close, develop and cultivate major accounts and product sales
Educate customers on products, concepts & industry trends
Increase product usage at existing accounts and expand customer base
Visit top direct hospital accounts and service providers to establish relationships with all call points and decision makers
Provide product feedback to Sales, Marketing and R&D including customer feedback on product enhancements, service and policies through direct feedback as well as evaluation and trial assessments and competitive developments
Resolve customer concerns through accurate and timely investigation, developing solutions, implementing and executing solutions
Provide data to Sales, Marketing & R&D for specific recommendations that require input from key stakeholders
Increase professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks and participating in professional societies. Includes tradeshows and industry events.
COMPETENCIES & EXPERIENCE
5 years demonstrated sales achievement in medical device sales
Experience with highly consultative, capital equipment and clinical sales
Experience in cardiology, Haemostasis management
Effective leadership skills
Effective interpersonal skills, Comfortable in interacting with a very varied audience including clinicians at an advanced clinical application level
Develops and delivers effective presentations
Demonstrates effective Strategic Selling skills and excellent organizational ability
Demonstrates Project Management skills
Excellent collaboration and team building skills
Proven sales success in acute care hospital environment (O.R. experience preferred but not necessary)/Experience in managing capital sales and driving pipelines
Clinical and technical aptitude to understand, train customers and sales staff on product use
Demonstrated ability to manage a territory and develop strategic and tactical sales plan with keen ability to execute