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
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
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.
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