Territory Manager

Position Summary

STERIS IMS are looking for a Territory Manager to join the Northern sales team, covering the North East territory. This includes Northumbria, Durham, Tyne & Wear, and Yorkshire. (The ideal candidate would be based around the Newcastle-upon-Tyne, Sunderland, Durham, Gateshead, Middlesbrough area.)

This role is part of the STERIS Instrument Management Services business unit, responsible for the provision of STERIS Surgical Instrument portfolio (and associated products) and the Instrument and Device repair services offering:

• Surgical Instrument Repair Sales
• Surgical Device Repair Sales
• Endoscope Repair Sales
• Surgical Instrument Sales

STERIS Instrument Management Services | STERIS IMS EMEA (steris-ims.co.uk)

Competitive salary, pension and company car or allowance included. As the role is to develop business across a Territory in the UK, there is an expectation that the candidate will travel extensively throughout the geographical range of the Territory, typically 3-4 days per week. Overnight stays will be minimal. A full clean driving license is required.

Reporting into the Northern Regional Sales Manager, the Territory Manager is responsible for the development and performance of sales activities in the assigned region, to achieve revenue and growth targets in line with assigned targets and the Company vision and values. The Territory Manager will be responsible for surgical instrument sales (Product) and surgical device repair sales (surgical instrument repair, rigid endoscope repair, surgical power tool, ophthalmic equipment repair) and associated products. The Territory Manager will be responsible for both managing existing accounts and for the growth of new business in the North East territory.

Duties

• Develop and implement annual territory plan to drive pipeline and revenue targets.
• Develop new relationships with key decision-makers and opinion leaders, utilising Customer advocates to enhance account position.
• Undertake regular Territory Reviews with Regional Sales Manager. 
• Identify opportunities to further extend existing customer contracts with the development of new products or services. Support operational colleagues to implement these requirements. 
• Utilising our Clinical Support Specialist to develop and defend accounts accordindly. 
• Consistently utilise sales tools and processes in line with Account Management expectations and develops and manages Opportunity Plans to achieve desired outcomes. 
• Perform applicable sales reporting tasks; orchestrate internal resources to identify new business opportunities.
• Support STERIS IMS operational colleagues to develop sales opportunities via their IMS decontamination facilities.
• Where necessary, drive vehicle over established routes or within an established territory. Meet and support Customers by collecting and delivering surgical instrument and device repairs.
• Work closely with colleagues, analysing Customer needs, and identifying customized solutions.
• Take orders, record transactions and negotiate sales contracts with Customers.
• Work closely and cooperatively with colleagues to ensure on-going delivery of service excellence and use this to deliver required outcomes in terms of repeat business and growth.
• Participate in initiatives and activities that support the wider business.
• • Attend national trade shows, conferences, events, functions as necessary.
• • Support the collection of POs within prescribed timeframe

Required Experience

• Strong track record of sales, business development, account management, relationship management, account development within a demanding and complex environment. Ideally with a background in the Medical Device services or Healthcare Industry.
• Track record of successfully selling into both a Theatre environment, and SSD/HSDU/Sterile Services.
• Able to drive sales conversations across multiple buying audiences and adjust approach accordingly
• Shows consistent ability to handle Customer objections and complaints to drive positive outcomes.
• Ability to build and sustain long-lasting Customer relationships;
• Collaboration with teammates to build credibility and drive positive business outcomes
• Excellent presentation and interpersonal skills; able to act as an Ambassador for STERIS IMS externally;
• High levels of energy and commitment to getting the job done and going the extra mile;
• A Customer-centric mindset and approach; values and outcomes orientated with high levels of integrity;