Job Role:
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The Territory Sales Manager is a critical position within our Sales Department, responsible for strategically overseeing and surpassing assigned revenue targets on a monthly, quarterly, and annual basis.
Key Responsibilities:
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* Generate a substantial volume of sales activity including in-person prospecting, product evaluations, phone calls, proposal generation, customer presentations, and negotiations
* Strategically manage a sales pipeline to maximize revenue opportunities and achieve revenue targets
* Analyze pipeline coverage percentage and target, in-forecast hit rate, and pipeline deal profile
* Ensure that pipeline supports achievement of monthly, quarterly, and annual goals
* Adhere to established pipeline management processes, and adjust process as requested
* Execute sales strategies and techniques to realize sales opportunities identified in the market
* Understand the buying process for each account
* Manage relationships with key customer stakeholders including NUMs, Clinical Nursing Staff, C-Suite Executives, Administration, and BioMed contacts
* Understand needs, build rapport, and influence decision-making and strategy with customers
* Support and Deliver Tender Submissions when applicable
* Deliver proposals and presentations to customers that include creative solutions to customer problems, effective benefit selling statements, economic solutions, and skillful demonstration of products
* Utilize CRM (Salesforce.com) daily to record and update customer information, share product details, prepare quotes, update sales stages, maintain an accurate forecast, and close deals
* Research market opportunities and engage in strategic business planning and execution to consistently achieve or exceed sales quota
* Provide accurate and thorough sales reporting to leadership, including monthly forecasting
* Adapt to shifts in market demands and strategies by continuously learning new industry and market information, as well as skills and techniques that lead to increased success
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Desirable Attributes:
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* Driven: You have incredible initiative and roadblocks are motivators to overcome barriers
* Competitive: You refuse to lose and maintain motivation to pursue new business in the face of rejection
* Organized and Disciplined Executor: You keep your business organized allowing you to have meticulous follow up and prepare material with a high standard of precision and thoroughness
* Strategic & Structured Selling: You understand funnel and pipeline management and strategically manage your sales pipeline in order to achieve monthly, quarterly, and annual goals
* Passion for improving patient lives: You are passionate about medical technology in order to improve and save patient lives
Minimum Qualifications:
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* 2+ years of sales experience; with capital equipment, consumable sales, and selling into hospitals experience preferred
* Documented record of achieving sales quotas and other related KPI's required
* Bachelor's degree or an equivalent combination of education and related experience
* Track record of sales success including exceeding sales quotas, winning sales contests, and double-digit sales growth year-over-year
* Proven ability to manage a long-term sales process preferred
* Working knowledge of financial terms and their applications, including standard financial reports and business metrics
* Ability to create clear and concise business communications that demonstrate deep understanding of the market and company products
* Ability to synthesize and present product information in a very detailed, accurate, and comprehensive way
* Able to handle rejection and manage time well, while maintaining motivation to continue pursuing new business
* Learn and continuously improve on industry and product knowledge, selling skills
* Strong computer skills and experience with common computer applications, such as MS Office, Excel and CRM (Salesforce.com)
* Must have a valid driver's license and a vehicle suitable to transporting our products and equipment which requires at least a mid-sized SUV or equivalent
* Must be able to lift up to 25 kilograms and carry up to 12 kilograms
* Expected overnight travel is 6 nights per month, on average, to cover territory that includes Victoria and Tasmania
* Required to travel outside assigned territory for annual sales meeting, regional meetings and in person training, as needed