What are the responsibilities and job description for the Sports Medicine Territory Manager position at Smith & Nephew?
General Summary:
Reporting to a Director of Sales, the Sports Medicine Territory Manager is responsible for exceeding sales quota and growing Endoscopy business, within assigned territory, by driving capital and annuity product sales. The position requires the ability to assimilate and deliver a high level of technical information as it relates to both capital and sports medicine products and to sell Smith & Nephew Endoscopy products and their advantages over the competition. This role also helps to support the development of more junior Sales personnel (ASRs, ESR 1s) in the territory.
Essential Job Functions:
Convert key surgeons to Smith & Nephew Endoscopy techniques and products by utilizing a high level of technical and surgical knowledge and providing training opportunities through education and programs such as labs and training courses. Profitably sell the Endoscopy Business Unit’s sports medicine product lines and exceed a sales target for the product group.
Convert key accounts to Smith & Nephew capital products by utilizing a consultative sales approach and leadership in competitive situations. Profitably sell the Endoscopy Business Unit’s capital product lines to key surgeons, nurses and hospital administration up to the C-level using financial programs (i.e. Capital Placement Programs and Rental Discount Agreements). Exceed a sales target for the product group. Organize cross functional resources on larger deals, particularly where it requires lease vs. buy analysis and incorporating service and bundling requirements specific to that customer.
Continuously assess the customer base to identify new business opportunities. Develop a targeted sales strategy for each identified opportunity and proactively ensure all leads are followed up on appropriately. Quantify and target new business opportunities and add to the customer base. Significantly grow the business in high volume existing customers.
Acquire an in-depth knowledge of the key products and competitor offerings. Keep regularly up to date with clinical publications and developments as they relate to the targeted product line.
Focus on customer satisfaction as a high priority. Provide technical advice to customers to ensure optimum use of our products to maximize surgeon satisfaction and patient outcomes.
Work closely with Market Managers and Clinical Specialists to evaluate new products in the procedure specific category and to target and sell to key national surgeons. Provide timely feedback to marketing on any product performance issues. Attend key shows and educational events as a champion of Smith & Nephew products.
Scope of Position Responsibilities:
For Supervision:
None
For Internal and External Relationships
Customers, Sales Management, Corporate support groups such as finance, sales operations, customer service, etc.
Competencies:
Self-Directed and Self-Motivated
Communication
Persuasive
Persistence/Resilience
Planning and Organizational Skills
Learning Agility
Empathy
Optimistic
Personable
Results Orientation/Achievement
Education: Bachelor’s degree or equivalent experience preferred.
Experience:
A minimum of 4 years direct sales experience with 2 years within a medical/hospital environment preferred.
Experience with selling technology and/or capital products to multiple call points in the hospital, including surgeons, nursing, administration, facilities, bio-med and information systems required.
Demonstrated success in achieving quota year over year
Smith Nephew provides equal employment opportunities to applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability.