Territory Sales Manager

Mis à jour: October 11, 2022
Emplacement: Kitchener, ON, Canada
Identification d’emploi: 145624

Overview

  • Contacts assigned customer accounts to sell the organization’s products within a designated geographic territory. 
  • Focuses on territory sales targets, new business development, and troubleshooting on problem or key markets. 
  • May have special markets/complex product lines assigned that require significant client relationship skills. 
  • Organizes own work routine but guidance is provided by the Regional Sales Manager and the Marketing department

Responsibilities

  • Selling skills \ message mastery
    • demonstrates in-depth understanding of their promoted product key messages and consistently delivers to customers in a variety of selling situations
    • engages customers in a needs-based selling discussions that position our products as a solution to established or identified customer needs
    • leverages the clinical\ business\social needs of the customer in order to drive adoption of our products and build long-term loyalty
    • treats everyone in the office as a customer (front office staff, nurses, office manager, etc.)
    • has the situational awareness to read the environment in an office\clinic and adapt their approach based on the circumstances
  • Entrepreneurial 
    • manages their territory like it is their own business
    • demonstrates the ability to formulate short and long-term customer plans to achieve sales objectives
    • is accountable: “owns” the results

  • Strategic agility\Business acumen
    • develops effective business plans
    • able to take a bigger picture view of their territory to assess and analyze the potential to grow their business
    • able to use the various data sources (Xponent, TSA sales, FSA data) to analyze their territory in order to identify business opportunities
    • leverages doctor-level data and knowledge of the customer to individualize their selling approach
    • knows how to work the territory effectively to achieve the right call frequency on key physicians
    • understands how to work the doctor’s office \ clinic to optimize access to key decision makers and use of selling time

  • Customer focus
    • dedicated to meeting expectations and requirements of customers (external and internal) and acts with the customer in mind
    • establishes and maintains effective relationships with customers and gains their trust and respect
    • Report potential adverse event information, events of special interest and medical device incidents as soon as possible but within 24 hours after becoming aware, regardless of the severity of the event and whether or not you think it is caused by the product. Information should be sent as per Bausch Health Adverse Event Training.

Job Requirements

  • Education: A Bachelor Degree, preferably in Business or Sciences.
  • Experience:  3-5 years of proven pharmaceutical sales experience is an asset.
  • Interpersonal Skills/Competencies: 
    • Motivated self-starter with exceptional communication and interpersonal skills
    • Flexible to adapt quickly and anticipates the challenges
    • Agility to learn and be coached
    • Passionate and thrives on challenges
    • Initiative to act quickly on business opportunities
    • Sense of urgency
    • Team player
    • Strong computer literacy, public speaking, and organization skills
    • Ability to discuss matters within a scientific context.

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