Territory Manager UK
Reporting to the National Sales Manager
Location: Abingdon, UK
Primary Objective:To manage all aspects of ResMed’s sales activity in the designated territory.
Job Environment:
ResMed is a global leader in the design, manufacture and distribution of innovative products for the diagnosis, treatment and long-term management of sleep-disordered breathing (SDB) and
other respiratory disorders. The company has experienced sustained and significant growth since inception. One of the principal contributors to this growth is innovation reflected in a commitment
to producing world-class product lines. The global competitive environment is becoming more difficult which is resulting in a greater emphasis on innovation and a cost effective approach to
achieving market leadership through technological advances.
Managing all aspects of ResMed UK sales activity in the designated territory, the Territory Manager is responsible for aggressively driving sales growth; for building successful, long-term relationships with customers and other key stakeholders and for ensuring that ResMed is represented in a way which reflects an ethical, successful medical industry leader in its field.
Responsibilities and Accountabilities:
- Achieves agreed sales targets on the designated territory. Meeting the sales target is a minimum standard; exceeding this target would be an aspiration.
- Develop, maintain and update business plans which identify customer requirements, Key Opinion Leaders, business growth opportunities (to include market share); identifies threats to the business and develops appropriate objectives and actions.
- Monitors competitor products and activities in order to inform business plan
- Maximises the value of ResMed products and services for our customers.
- Regularly updates “Salesforce.com” CRM database to ensure that relevant customer and market information is accurately recorded so that it can be shared with sales and marketing colleagues.
- Develop positive and professional relationships with Key Opinion Leaders and key customers.
- Work closely with marketing and commercial colleagues to identify new business opportunities and alternate sales channels.
- Develop strong relationships with relevant internal functions.
- Attend conferences and exhibitions as required to support the promotion of ResMed
products and services
Core Competencies
Communication
- Communicates in an open, candid and direct manner
- Protects confidential information where appropriate
Talent Development
- Shares new learning with others
- Stays current in area of expertise
- Provides support and assistance to other team members
Business Acumen
- Shares relevant information about own or others’ actions or work in progress that may impact on team effectiveness
- Effectively balances short-term and long range priorities and decisions
- Applies sound analytical thinking to problem solving and decision making
Teamwork
- Works collaboratively within and across business, functions and regions
- Identifies and optimises resources to achieve goals
- Shares relevant information about own or others’ actions or work in progress that may impact on team effectiveness
Results Orientation
- Sets high and motivating standards for self and others
- Recognises the need to track and measure performance and results
- Achieves the results they agree to accomplish
Leadership
- Demonstrates ownership of challenges or issues and takes appropriate action
- Takes responsibility for actions
Customer Focus
- Demonstrates commitment to understanding and meeting customer needs
- Committed to providing high quality products and services
- Demonstrates working knowledge of ResMed’s product features and benefits
Innovation
- Acts quickly and decisively after obtaining appropriate input
- Models openness to new ideas, flexibility to change and striving for continuous personal development
Interpersonal Effectiveness
- Builds trusting and open relationships with others
- Functions effectively in stressful situations
- Is open to receiving constructive feedback about self
Functional Competencies
Sales Execution
- Implements sales plans across the territory, rolling out variation in line with customer size/unique needs
- Displays confidence and superior product knowledge that inspires trust in customers
- Effectively deals with customer objections and turns them to ResMed’s advantage
- Structures customer meetings to optimally engage customers and determines appropriate timing/methods to develop business
Customer Relations
- Determines the needs of the customer through probing and listening and asks clarifying questions to the customer to ensure understanding
- Provides friendly, helpful service to the customer and grasps customers’ perspectives, acting as a trusted advisor
- Gathers accurate records of customer information/interactions to facilitate effective
tracking and monitoring
Sales and marketing planning and strategy
- Demonstrates a sound understanding of the ResMed portfolio and local customer base/market
- Maintains a flexible focus on sales priorities and plans within a non prescriptive sale environment.
Position Challenges:
- Operates in highly competitive environment
- Significant travel (by car) and sometimes required to work non-core business hours
- Working remotely within a dynamic commercial environment
- Will need to anticipate changing organisational needs and work to competitive market pressures
Position Specific Skills:
- Determined, results focused, self motivated, enthusiastic
- Creative problem solving skills
- Sets and achieves personal goals
- Excellent communication skills both written and oral
- Ability to convey a highly professional image
- Ability to develop strong professional relationships at all levels
- Team player
- Highly adaptable to meet the changing needs of the business environment
Qualifications and Experience:
Minimum: Demonstrable sustained sales success within a healthcare environment, with
particular experience of working across wide decision making unit.
Degree or equivalent.
Desirable: Medical device experience within respiratory medicine.
If you would like to apply for this position, please email your resume to recruitment@resmed.co.uk
Applications close 9th July 2010.