Position Title: Territory Manager – Community Care, WC

Location: Victoria 

Business Area: Wound Care 

Position Purpose

• Identify and develop business opportunities for the Molnlycke brand within territory
• to maximise sales and contribution to growth.
• Understand the demographics of the territory and devise medical product sales strategies as per the territory.
• Develop the Molnlycke brand profile with key decision makers. Build and foster added value relationships with key stakeholders to ensure company sales objectives are met.
• Maintain existing accounts while growing and diversifying into new accounts.
• Be fully conversant with Molnlycke goals, corporate strategy, processes, and agility to respond to new objectives.
• Respect, respond, and provide excellent customer service and partnership.

Key Accountabilities 

Achieve Sales Objectives

• Achieve sales target of territory and focus products.
• Contribute to achievement of team and overall company sales targets

Key Stakeholders and build customer relationships

• Identify and develop relationship with key stakeholders in accounts to ensure maximum sales are achieved in each account.
• Build, develop and manage client portfolio, maintaining strong relationships with new and existing clients to identify new business opportunities.

Sales Analysis

• Assess customer needs and present suitable Molnlycke solutions.
• Identify current usage and support forecasting requirements in key accounts, using appropriate reporting systems.
• Analyse sales data and conduct business reviews with accounts to minimise leakage to competitors and ensure continued improvement in delivering service and support to accounts.
• Have a full understanding of the Preferred supplier arrangements within Community Care. Identify opportunities for new tenders and changes to existing contracts so that maximum sales increase may be realised. Manage all contract activity in the territory in a proactive way.

CRM and Sales opportunities

• Keep accurate and detailed records of sales activities, pipilines and performance metrics in our CRM system, ensuring up-to-date and accessible information.
• Develop and maintain Sales Opportunities in alignment with CRM and Territory Business Plans in order to identify potential volume and gains.

Market intelligence

• Seek market information on competitor activities and products to help shape accurate strategies and marketing campaigns.

Meetings

• Attend sales meetings, conferences and trainings both in person and online.

Territory plans

• Plan territory to maximise travel and time.

Key Decisions

Sole Decisions

• Selection and targeting of Key accounts based on the opportunities presented.
• Prioritisation of activity to ensure efficient and effective use of selling time.
• Identify and develop Key Opinion Leaders within the territory.

Joint Decisions

• Customer service solutions required to meet specific needs (SM)
• Pricing strategies, offers, profitability, contract terms, rebates etc (SM)
• Roll out plans on key projects according to resources required (SM)

Preferred skills and qualifications

• Bachelor’s degree in Nursing or a related discipline.
• Minimum 2 years’ experience working as a medical representative or in a similar role.
• Outstanding verbal, written and interpersonal skills.
• Ability to travel independently and frequently.
• Strong organizational and time management skills.
• Highly motivated and target driven with a proven track record in sales.
• Strong negotiation and sales skills.
• Agile and flexible mindset working in a dynamic industry of community and aged care.
• Proficiency in using CRM software to manage client information, track leads and monitor sales performance.
• Excellent teamwork and networking skills.
• Ability to network and foster strong working relationships.
• Strong self-motivation and goal-oriented mindset, with the ability to work both independently and collaborative within a fast-paced environment.
• Adaptability to adjust sales tactics based on client feedback and evolving market demands
• Proven numerical and verbal reasoning skills.
• Advanced IT skills especially in MS Office (Excel, word and PowerPoint)

Working Environment

• Field based within Victorian Territory. Metropolitan and Regional Territory Included
• Attendance of local industry conferences, National sales conference 2x per year, Community Care Team meeting F2F and Online.

Additional Duties:

Other duties as required.