What are the responsibilities and job description for the Territory Manager position at Resmed?
JOB SUMMARY:
A Territory Manager (TM) is responsible for managing and growing their sales territory. This position is the field professional representative to the Medical Community and is the ambassador of the company. The TM is responsible for sales of company services. This may include, but not be limited to, prospecting, quoting and closing new business. Once the service is sold it is the responsibility of the TM to in-service and educate the account. The TM is also responsible for managing the existing service business. The TM is expected to update their activities and opportunities in accordance with company standard operating policies.
DUTIES AND RESPONSIBILITIES:
The essential functions of the position include, but are not limited to, the following duties:
Achieve revenue plan for service sales.
Achieve goals and plans for all product lines.
Call on physician group practices and hospitals regarding service sales.
In-service new and existing accounts.
Update the company on activities, competition, and opportunities on a daily basis
Send in expense reports on a monthly basis.
Manage expenses within the allotted plan.
Work with Product Managers to generate new or foster existing customers.
Maintain thorough knowledge of all product lines.
Manage all aspects of the assigned territory, and meet or exceed all goals in existing territory.
Provide daily updates and reports of activities, competition, and business opportunities in assigned territory and nationwide.
Accurately complete and send in all paperwork as requested.
Complete Issue Resolution paperwork for all situations in accordance with policies and procedures.
Communicate with Customer Experience Service and other internal staff regarding customer requests and needs.
Report to management as directed providing needed assessment of territory and goal attainment.
Qualifications
SKILLS AND EXPERIENCE:
Required:
Minimum of 2 years experience in medical sales and 4 years of total sales experience with documented successful results
Strong computer skills - knowledge of Outlook, Excel, Word, and PowerPoint
EDUCATION:
Required:
Bachelors degree in Business, Healthcare, Marketing, or related major OR any equivalent combination of education and experience that provides the required knowledge, skills and abilities
QUALIFICATIONS:
Abilities – To hold at the highest level of confidentiality company and employee information and apply discretion and sound judgment at all times.
Skills - High level of computer literacy with spreadsheets, word processing and database software and/or business systems (Word, Access, Excel, PowerPoint, MS Project, and graphic software.) and hold an ability to understand concepts governing relational database structures, use reporting/query tools, and construct SQL statements.
Well developed communication skills - Oral, written, listening. Good analytical and negotiation skills, and close attention to detail. Excellent project management skills, including the ability to lead, facilitate, and organize. This position requires excellent leadership, interpersonal and motivation skills.
Change Management - Accepts and adapts to change as directed; understands change is a constant and necessary path for improvement and growth. Questions the status quo by asking “Why?” questions about own work processes and work environment.
Customer Focus - Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; talks and acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.
Leadership – Exchanges information with appropriate people to complete work and to represents the company and department in a positive light. This position must embrace entrepreneurial spirit in work through recognizing and capitalizing on opportunities and challenging the status quo.
Organizing - Can marshal resources (people, funding, material, support) to get things done; can orchestrate multiple activities at once to accomplish a goal; uses resources effectively and efficiently; arranges information and files in a useful manner.
Problem Solving – Solves difficult problems with effective solutions; asks good questions and probes all fruitful sources for answers; can see underlying or hidden problems and patterns; is excellent at honest analysis; looks beyond the obvious and doesn’t stop at the first answers.
Negotiation - Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships; can be direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.
Team Player - Creates strong morale and spirit in his/her team; shares wins and successes; fosters open dialogue; lets people finish and be responsible for their work; let subordinates present to senior management; acts as if real success is the success of the whole team; creates a feeling of belonging in the team.
Self-confidence – A belief in one’s capability to accomplish a task and select an effective approach to a task or problem. This includes confidence in one’s ability as expressed in increasingly challenging circumstances and confidence in one’s decision or opinions.
PHYSICAL AND ENVIRONMENTAL:
While performing the duties of this job, the employee is occasionally required to stand or walk, stoop or kneel; is frequently required to use hands to finger, handle or feel objects; is regularly required to sit, talk, see and hear. The employee must occasionally lift and/or move up to 10 pounds. Specific vision abilities required by this job include close and distant vision, and the ability to adjust focus.
This position may require occasional to travel for business purposes. The demands of travel may expose the employee to higher noise levels and common hazards associated with traveling. Work is performed in a normal office environment with little exposure to excessive noise, dust, temperature, etc. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Joining us is more than saying “yes” to making the world a healthier place. It’s discovering a career that’s challenging, supportive and inspiring. Where a culture driven by excellence helps you not only meet your goals, but also create new ones. We focus on creating a diverse and inclusive culture, encouraging individual expression in the workplace and thrive on the innovative ideas this generates. If this sounds like the workplace for you, apply now! We commit to respond to every applicant.
A Territory Manager (TM) is responsible for managing and growing their sales territory. This position is the field professional representative to the Medical Community and is the ambassador of the company. The TM is responsible for sales of company services. This may include, but not be limited to, prospecting, quoting and closing new business. Once the service is sold it is the responsibility of the TM to in-service and educate the account. The TM is also responsible for managing the existing service business. The TM is expected to update their activities and opportunities in accordance with company standard operating policies.
DUTIES AND RESPONSIBILITIES:
The essential functions of the position include, but are not limited to, the following duties:
Achieve revenue plan for service sales.
Achieve goals and plans for all product lines.
Call on physician group practices and hospitals regarding service sales.
In-service new and existing accounts.
Update the company on activities, competition, and opportunities on a daily basis
Send in expense reports on a monthly basis.
Manage expenses within the allotted plan.
Work with Product Managers to generate new or foster existing customers.
Maintain thorough knowledge of all product lines.
Manage all aspects of the assigned territory, and meet or exceed all goals in existing territory.
Provide daily updates and reports of activities, competition, and business opportunities in assigned territory and nationwide.
Accurately complete and send in all paperwork as requested.
Complete Issue Resolution paperwork for all situations in accordance with policies and procedures.
Communicate with Customer Experience Service and other internal staff regarding customer requests and needs.
Report to management as directed providing needed assessment of territory and goal attainment.
Qualifications
SKILLS AND EXPERIENCE:
Required:
Minimum of 2 years experience in medical sales and 4 years of total sales experience with documented successful results
Strong computer skills - knowledge of Outlook, Excel, Word, and PowerPoint
EDUCATION:
Required:
Bachelors degree in Business, Healthcare, Marketing, or related major OR any equivalent combination of education and experience that provides the required knowledge, skills and abilities
QUALIFICATIONS:
Abilities – To hold at the highest level of confidentiality company and employee information and apply discretion and sound judgment at all times.
Skills - High level of computer literacy with spreadsheets, word processing and database software and/or business systems (Word, Access, Excel, PowerPoint, MS Project, and graphic software.) and hold an ability to understand concepts governing relational database structures, use reporting/query tools, and construct SQL statements.
Well developed communication skills - Oral, written, listening. Good analytical and negotiation skills, and close attention to detail. Excellent project management skills, including the ability to lead, facilitate, and organize. This position requires excellent leadership, interpersonal and motivation skills.
Change Management - Accepts and adapts to change as directed; understands change is a constant and necessary path for improvement and growth. Questions the status quo by asking “Why?” questions about own work processes and work environment.
Customer Focus - Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; talks and acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.
Leadership – Exchanges information with appropriate people to complete work and to represents the company and department in a positive light. This position must embrace entrepreneurial spirit in work through recognizing and capitalizing on opportunities and challenging the status quo.
Organizing - Can marshal resources (people, funding, material, support) to get things done; can orchestrate multiple activities at once to accomplish a goal; uses resources effectively and efficiently; arranges information and files in a useful manner.
Problem Solving – Solves difficult problems with effective solutions; asks good questions and probes all fruitful sources for answers; can see underlying or hidden problems and patterns; is excellent at honest analysis; looks beyond the obvious and doesn’t stop at the first answers.
Negotiation - Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships; can be direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.
Team Player - Creates strong morale and spirit in his/her team; shares wins and successes; fosters open dialogue; lets people finish and be responsible for their work; let subordinates present to senior management; acts as if real success is the success of the whole team; creates a feeling of belonging in the team.
Self-confidence – A belief in one’s capability to accomplish a task and select an effective approach to a task or problem. This includes confidence in one’s ability as expressed in increasingly challenging circumstances and confidence in one’s decision or opinions.
PHYSICAL AND ENVIRONMENTAL:
While performing the duties of this job, the employee is occasionally required to stand or walk, stoop or kneel; is frequently required to use hands to finger, handle or feel objects; is regularly required to sit, talk, see and hear. The employee must occasionally lift and/or move up to 10 pounds. Specific vision abilities required by this job include close and distant vision, and the ability to adjust focus.
This position may require occasional to travel for business purposes. The demands of travel may expose the employee to higher noise levels and common hazards associated with traveling. Work is performed in a normal office environment with little exposure to excessive noise, dust, temperature, etc. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Joining us is more than saying “yes” to making the world a healthier place. It’s discovering a career that’s challenging, supportive and inspiring. Where a culture driven by excellence helps you not only meet your goals, but also create new ones. We focus on creating a diverse and inclusive culture, encouraging individual expression in the workplace and thrive on the innovative ideas this generates. If this sounds like the workplace for you, apply now! We commit to respond to every applicant.