Job Summary
Reporting to a Regional Business Manager, it is the Territory Manager’s (TM) responsibility to foster relationships with both new and existing customers within the territory, focused on driving both a strong customer experience, but also sales growth. Through deep customer relationships and delivery of complex solutions to the TM will be accountable for achieving budgeted sales, quotas and expense objectives within a defined geographical region.
Main Duties and Responsibilities
- Foster a customer centric approach within the assigned territory by focusing on developing deep understanding of the customers’ complex needs, in order to provide insight on valuable solutions.
- Actively listens to customer needs and challenges to identify creative complex solutions and develop and execute plan to successfully close opportunities and drive revenue growth.
- Develop customer opportunities across product lines in assigned accounts and engage sales management and executive leadership to support achievement of goals, as required.
- Develop relationships with key stakeholders within assigned accounts, including influential key opinion leaders, physicians, nurses, administration and other hospital and clinic staff.
- Perform account reviews to identify value based, complex customer solutions to drive service revenue and improve customer relationships.
- Use knowledge of accounts to help determine and develop the overall strategy to grow the business.
- Uncover unmet customer needs and product or process improvement opportunities, and bring that insight back to the business to help build customer-centric solutions.
- Manage pipeline within CRM, including products, pricing, and estimated close dates; tracks and reports on activities accurately and on-time within CRM system.
- Contribute to the development and delivery of product-related presentations.
- Provide expertise on the value and use of our technology during product demonstrations.
- Provide training on the proper use of technology during installation of products.
- Accountable for the installation of Pentax Medical imaging equipment, and ensuring equipment is performing to specifications.
- Represent PENTAX in national, and regional trade shows and society meetings to develop the business; this typically also includes the set up and tear don of booth for trade shows and conferences.
Qualifications – Education, Experience, Skills and Expertise
- Bachelor’s degree in Business, Science or related field.
- Minimum 5 years of relevant experience in medical sales or clinical support; strong GI experience is preferred
- Knowledge of the medical device industry and familiarity with a variety of the field's concepts, practices, and procedures; ability to translate science (or good clinical understanding) into solutions
- Demonstrates customer centricity; proven success in managing a territory and relationships with all levels of an organization; strong listening, and customer engagement skills.
- Curious by nature; creative thinker
- Ability to forecast with accuracy.
- Elevated level of product knowledge encompassing standard gastroenterology endoscopic procedures and equipment as well as specialized instrumentation (Endoscopic Ultrasound, ERCP), an asset.
- Clinical knowledge of ENT and Pulmonary procedures, an asset
- Ability to influence, train and interact with physicians, as well as hospital clinical and administration staff.
- Advanced level of anatomical and disease state expertise.
- Credibility with key opinion leaders is a must, as is interaction with Pentax personnel, including: Regional Business Manager, other TMs, Customer Experience Representatives, Marketing Manager, and Clinical Managers.
- Comfortable with product demonstrations
- Ability to travel within territory on a regular basis, including frequent overnight and weekend travel
