Territory Manager - Interventional Oncology Germany
Varian Medical Systems Inc
West, Germany
vor 4 Tg.

Job Description

The Territory Manager is responsible

  • Implementing strategies and tactics to achieve individual sales quotas and driving utilization of Interventional products
  • Effective territory planning, management, and administration
  • Providing technical support to physicians, radiologists, and office staffs
  • Developing contacts and effective working relationships that will contribute to sales quota achievement and territory growth.
  • This position is also responsible for remaining up-to-date on cryoablation and microwave ablation procedures and products in order to provide technical support, training, and communication to customers as needed.

    Role Responsibilities :

  • Responsible for new account development and / or expanding existing accounts within an established geographic territory.
  • Builds and manages relationships with current customers, identifies new customers and develops relationships for the purpose of selling assigned Varian products.
  • Under minimal supervision, performs all sales functions in assigned territory, including : analyzes territory for sales potential;
  • develops and implements effective sales strategiesmaintains appropriate level of territory coverageplans and executes effective sales calls;
  • schedules and performs product demonstrationsmanages the sales order / quotation processserves as a consultative resource to customers;
  • achieves superior level of overall customer satisfaction; provides regular customer and market feedback to company.

  • Represents Varian ethics, values and business practices with all internal and external constituents.
  • Business Plan Achievement

  • Knowledgeable about the accounts, physicians, and radiologists in the assigned territory.
  • Targets and schedules calls on current and prospective customers.
  • Identifies all competitive accounts, prioritizes and formulates sales strategy.
  • Effectively develops internal / external working relationships; builds rapport with physician, radiologists and office personnel.
  • Achieves forecasted sales quota.
  • Gathers and analyzes key sales and marketing data to determine the most leverageable opportunities in the territory.
  • Implements effective sales and marketing strategies and tactics to achieve sales plan and grow the business.
  • Planning & Communication

  • Effectively shares information and ideas, both orally and written with Endocare home office and field sales and clinical specialist team on a timely and responsive basis.
  • Writes and submits reports, sales forecasts, and paperwork in a timely fashion.
  • Maintains an accurate database on physicians, radiologists, and offices.
  • Supports local, regional and national physician education activities and trade shows as assigned.
  • Teaches, educates, and provides in-service training on the proper use of PerCryo® and MicroThermX® products.
  • Effectively prioritizes most important work.
  • Establishes (weekly) goals, prepares and follows plan.
  • Anticipates problems and sets up contingency plans.
  • Uses down time effectively.
  • Effectively trains and communicates technical information to customers as appropriate
  • Reads and utilizes pertinent literature, comprehends data from journal articles and applies knowledge through use of proof sources in calls, maintains file of technical briefs
  • Effectively trains and communicates technical information to customers and new hires as appropriate.
  • Keeps territory expenses at or under budget, operates as business manager for the territory
  • Job Requirements

  • Bachelors Degree (or equivalent experience) and / or demonstrable related experience or Masters Degree with no or little experience
  • Demonstrated competence in Interventional Radiology products and procedures.
  • Product knowledge and ability to conduct demonstrations
  • Effective interpersonal skills & presentation skills
  • Industry knowledge
  • Time and territory management
  • Selling skills Required Certifications and Training
  • Proficient in utilizing business tools such as : E-mail, Microsoft Word, Excel, and PowerPoint.
  • Experience with SAP or equivalent ERP product and productivity software desired.
  • Become part of our team

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