[Hiring] Territory Manager, Airway @Verathon

Role Description

Be Part of Our Story. You have the opportunity to bring your talents and develop your career in a rapidly growing and industry leading global medical device company in the airway management and single-use bronchoscopy device markets.

• Generate a high volume of sales activity including in-person prospecting, product evaluations, phone calls, proposal generation, customer presentations, and negotiations.
• Strategically manage a sales pipeline to maximize revenue opportunities and achieve revenue targets.
• Analyze pipeline coverage percentage and target, in-forecast hit rate, and pipeline deal profile.
• Ensure that pipeline supports achievement of monthly, quarterly, and annual goals.
• Adhere to established pipeline management processes, and adjust process as requested.
• Execute sales strategies and techniques to realize sales opportunities identified in the market.
• Understand the buying process for each account.
• Manage relationships with key customer stakeholders like Anaesthesia, ICU, Consultants, Clinical Nursing, C-suite Executives, Administration, and BioMed contacts.
• Understand needs, build rapport, and influence decision-making and strategy with customers.
• Deliver proposals and presentations to customers that include creative solutions to customer problems, effective benefit selling statements, economic solutions, and skillful demonstration of products.
• Utilize CRM (Salesforce.com) daily to record and update customer information, share product details, prepare quotes, update sales stages, maintain an accurate forecast, and close deals.
• Research market opportunities and engage in strategic business planning and execution to consistently achieve or exceed sales quota.
• Provide accurate and thorough sales reporting to leadership, including monthly forecasting.
• Adapt to shifts in market demands and strategies by continuously learning new industry and market information, as well as skills and techniques that lead to increased success.

Qualifications

• 4+ years of sales experience, with capital equipment, consumable sales, and selling into hospitals experience preferred.
• Anaesthesia, Respiratory, ICU, ED & Theatre Sales Experience Preferred.
• Documented record of achieving sales quotas and other related KPI’s required.
• Bachelor’s degree or an equivalent combination of education and related experience.
• Track record of sales success including exceeding sales quotas, winning sales contests, and double-digit sales growth year-over-year.
• Proven ability to manage a long-term sales process preferred.
• Working knowledge of financial terms and their applications, including standard financial reports and business metrics.
• Ability to create clear and concise business communications that demonstrate deep understanding of the market and company products.
• Ability to synthesize and present product information in a very detailed, accurate, and comprehensive way.
• Able to handle rejection and manage time well, while maintaining motivation to continue pursuing new business.
• NSW Tender Process Experience Preferred.
• Learn and continuously improve on industry and product knowledge, selling skills.
• Strong computer skills and experience with common computer applications, such as MS Office, Excel and CRM (Salesforce.com).
• Must have a valid driver’s license and a vehicle suitable to transporting our products and equipment which requires at least a mid-sized SUV or equivalent.
• Must be able to lift up to 25 kilograms and carry up to 12 kilograms.
• Must reside within 45 minutes of Sydney.
• Travel is required on a short notice basis so you should not have any impediments as there will be two 1-week trips overseas in your first three months.

Benefits

• Compensation: $110,000 Base Salary + Commission.
• Commission: Annual Target is $65,000 (This is paid monthly, based on attainment and bookings. Target is based on 100% quota attainment. Commissions are earned on each dollar booked and uncapped. Actual commission may be lower or higher depending on quota attainment).
• Additional Benefits: Competitive auto allowance and petrol expense card, plus superannuation fund contribution.
• Growth & Development: Professional development programs, internal promotions, certification courses, and tuition reimbursement.
• Fun & Employee Engagement: Team appreciation events, team building activities and celebrations with a culture centered on employee engagement.