Territory Manager, Surgical, NSW/ACT

Summary

As a Territory Manager, you will manage sales activities in NSW and ACT for our Operating Room (OR) Equipment & Surgical Solutions portfolio, ranging from surgical equipment, OR technology and procedural surgical instruments. You plan, organise and implement sales programs to achieve a budgetary forecast with maximum growth and profitability, in line with the strategic direction of the business unit.

What You Will Do

• Direct the day-to-day field sales responsibilities, representing the entire assigned product portfolio within a specific designated geographic territory.
• Regularly review priority accounts and develop tactical sales plans for the purpose of maintaining existing business, and acquiring new business for the company.
• Drive use of the Corporate CRM, and ensure Gap Maps, competitive information, sales opportunities/pipelines, customer database and customer communications are streamlined and accurate for the appointed regions.
• Generation of new accounts where STERIS may not have a presence, through high sales activity and Customer engagement.
• Actively cultivate and achieve maximal existing and future revenue through existing accounts by executing ongoing support, education, demonstration, consultation and sales processes.
• Manages key accounts and targeted Customers.
• Maintains thorough understanding of Customer objectives, purchasing criteria, and decision-making processes relative to the market, to form long-term mutually beneficial Customer partnerships.
• Attend to Customer enquiries and needs as related to the assigned product portfolio.
• Travel as necessary in an efficient and cost-effective manner, to optimise portfolio exposure within a specific geographic territory. Attend exhibitions, conferences and seminars as required.
• Maintain accurate correspondence, Customer account records, Customer database and sales pipeline (inclusive of sales forecasting and market intelligence) within the Corporate CRM.
• Develop and implement Territory Business Plan with the National Sales Manager and complete reporting needs on time.
• Facilitate on-going market/product/service research to provide feedback that may enhance the assigned product portfolio offering.
• Participation with the National Sales Manager and the Head of Sales through annual sales forecasting, business plan development, and all established or opportunity mechanisms for increasing revenue within territory.
• Interact with other departments in the organisation to ensure proper handling of Customer requirements. This includes but is not limited to Sales Leadership Team, Marketing, Operations, Projects, Customer Service and Technical Service.
• Troubleshoot and evaluate all product reliability issues in assigned territory. Product issues must be reported through the approved channel for rapid response initiation, and communication with the Customer account maintained until resolution.

The Experience, Skills and Abilities Needed

• Adequate years of experience in medical device or capital equipment sales
• Prior field sales experience in business-to-business capacity will be beneficial
• Excellent interpersonal written and verbal communication skills
• Able to travel a minimum of 50%
• Good customer service attributes, listening and comprehension skills

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