[Hiring] Territory Manager - IVSM @SOLVENTUM

Role Description

Clinical Territory Manager

Collaborate with Innovative “Solvers” Around the World. Solventum, formerly 3M Health Care, is a place where you can collaborate with other curious, creative people. Where your diverse talents, inclusiveness, initiative and leadership are valued. Where you’ll find challenging opportunities that make your career exciting and rewarding. With a diversity of people, global locations, technologies and products, Solventum is a place to grow and be rewarded for excellence.

Primary Scope:

• Accountable for achieving and striving to exceed the Sales Target for specified healthcare Territory by:
• Selling and providing clinical education to existing MedSurg customers on the benefits of MedSurg’s products in order to drive and grow revenue.
• Identifying new accounts/customers and extending product usage within the Vascular Access and Securement Range.
• Ensures sales and clinical strategy implementation is aligned with commercial directives.
• Carries out duties independently with periodic supervision and assistance.

Responsibilities:

• Achievement of Sales Targets
• Aim for sales results on or above 100% to Target.
• Establish strategic business relationships within targeted health networks and private/not for profit (NFP) groups, through developing contacts high and wide within the accounts and coordinating with field sales teams to deliver high value solutions to every department.
• Implement the business plan and strategy for each targeted health network/group by:
• Demonstrating strong collaboration, communication and teamwork across MedSurg Division to jointly meet and exceed objectives.
• Utilising sales data to maximise identified opportunities.
• Accurately schedule opportunity pipeline to align with realisation of revenue.
• Planning
• Prepare individual sales plan and account plans in Salesforce (CRM) at beginning of each year and update as required, linking all sales opportunities and priority accounts. Update sales YTD data monthly.
• Provide updated weekly/monthly/quarterly plans to Regional Sales Manager (RSM).
• Work with State team and RSM to develop and update State sales plan.
• Identify opportunities via gap analysis, using monthly sales report in conjunction with RSM within MedSurg.
• Product Range
• Sell full range of MedSurg products defined to the IVSM Pillar into identified customer base relevant to medical care setting in metropolitan areas and all care settings for regional areas.
• Clinical Expertise
• Develop a deep knowledge of the solutions offered by Solventum MedSurg Division and how they can be applied in clinical settings.
• Customer Relationship Management
• Work with Marketing to develop relationships and communicate with KOLs.
• Conduct professional and impactful business reviews to help customers understand current trends, deliver savings opportunities, identify key initiatives, and facilitate projects that drive value to the customer and Solventum.

Qualifications

• Bachelor's Degree
• Desirable: Medical Qualification / Nursing or Business
• Specific Knowledge of Skills:
• Selling Skills
• Influencing/Negotiation Skills
• Territory/Account Management
• Competency with Microsoft Word, Excel analysis & PowerPoint required
• Strong verbal communication skills
• Excellent Presentation Skills
• Strong Listening Skills
• Natural leader irrespective of reporting lines
• Attention to detail
• Confident manner with internal team and external customers
• Problem solving ability & resourcefully innovative in order to fulfil customers’ requirements
• Medical background an advantage

Company Description