Territory Manager

OBJECTIVES/
PURPOSE OF JOB

You will be responsible for promoting the Vision Care portfolio and demonstrating added-value services to achieve maximum sales in accordance with established targets for the territory. This commercial position will report into the National Sales Manager UK/I.

KEY ACTIVITIES/
RESPONSIBILITIES

• You will Manage and Maintain a territory with existing accounts to retain and grow business.
• You will proactively segment the market and identify new customers as part of your business planning and align your sales strategies and tactical plans accordingly.
• You will develop a half yearly business plan to be presented to the NSM and BU head.
• You will develop Vision Care and OTC Portfolio sales into allocated accounts.
• You will be detailing products and services to Optometrists, and Business Owners as well as other relevant practice staff.
• You will be identifying business growth areas with target practices and aligning our business support services accordingly to develop win/win strategic partnerships.
• You will be working closely with your National Sales Manager and the Key Account Manager to develop cross-boundary sales strategies to target high potential Independents and Group Accounts.
• You will build commercial business proposals and work with your manager and the commercial analyst to gain approval from the BU Head and Finance.
• You will negotiate pricing and business proposals directly with the customer once approved by your manager.
• You will regularly analyse, track and report on your territory to your NSM seeking opportunities to improve performance.
• You will work closely with marketing to share market insights and input into clinical and business support strategies that can be leveraged nationally.
• You will develop and maintain supportive, productive and effective relationships at all levels within the organisation.
• You will have a strong work ethic and represent the company with high integrity and professionalism.

SUPERVISE DIRECT REPORTS

(yes or no)

No

SCOPE OF POSITION – e.g.

• Sales volume responsibility
• Budget responsibility
• Size of Team
• Sites

7. INFORMATION FOR THE POSITION)

• Field based position
• Company car / phone / laptop provided
• Budget management at local level
• Annual sales target for achievement
• UK/I team of 8 TM/TBM, 1 Product Specialist

KEY RELATIONSHIPS

(e.g. internal customers/business partners, external customers/partners)

External:

• Customers – range from optometrists / business owners / contact lense specialists

Internal:

• Marketing
• Professional Affairs
• Business Analytics
• Finance
• Compliance
• I.T
• HR

QUALIFICATIONS/
TRAINING

(e.g. professional qualifications, on-the-job training, education)

• You are graduate level or hold an, equivalent professional qualification, ideally with market place experience, but not essential

EXPERIENCE

(e.g. health care industry, multinational company, number of years, what level/types of roles, etc)

• Ideally previous exposure to a sales role, but not essential. However, transferable skills will need to be demonstrated

COMPETENCIES

• You have a desire to work in a fast-paced, cross-functional environment, with a focus on growing the business.
• You demonstrate an ability to sell products in a clinical environment.
• You demonstrate an understanding of the importance of identifying customer needs.
• You demonstrate an ability to analyse data in Excel and interpret findings to analyse your performance and identify corrective strategies where appropriate.
• You have strong written and verbal communication skills.
• You have strong organisational skills.
• You have strong interpersonal skills.
• You can demonstrate that you are customer centric (internal and external customers).
• You are able to gain clinical and technical knowledge of products and be able to pass this on to clinical and non-clinical staff at all levels.
• You proactively learn about competitor businesses and products and are able to sell professionally against them.
• You are proficient in using Office 365 and tools such as Outlook, Power Point, & Excel.