Territory Manager, Airway
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Job Description
Territory Manager in Airway management responsible for generating sales through customer relationships and product presentations. Join Verathon, a global leader in medical devices focused on airway management.
Responsibilities:
- Generate a high 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 like Anaesthetists, ICU staff, Consultants, Clinical Nursing, C-suite Executives, Administration, and BioMed contacts
- Understand needs, build rapport, and influence decision-making and strategy with customers
- 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
Requirements:
- 4+ years of sales experience, with capital equipment, consumable sales, and selling into hospitals experience preferred
- Anaesthesia, Respiratory, ICU, ED & Theatre Sales Experience Preferred
- Documented record of achieving sales quotas and other related KPIs 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
- NSW Tender Process Experience Preferred
- 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
- Must reside within 45 minutes of Sydney
- Travel is required on a short notice basis so you should not have any impediments as there will be two 1-week trips overseas in your first three months
Benefits:
- Competitive auto allowance and petrol expense card
- Superannuation fund contribution
- Professional development programs
- Internal promotions
- Certification courses
- Tuition reimbursement
- Team appreciation events
- Team building activities
- Celebrations with a culture centered on employee engagement
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