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Area Manager - Alberta

Ontario, CA

We care about making people better – those we work for, and those we work with. And we prove it every day.

 

In our daily work, we create unique medical solutions to improve quality of life. We enjoy what we do because it makes a difference in people’s lives – for real.

 

Although we’re a global company, we’re still small enough for you to make your mark. Our leaders are accessible and trust us to make the right decisions. As a Mölnlycke employee, you’ll thrive when you take on the responsibility.

 

Purpose of Position:

  • Develop business within defined geographic area through the maintenance and growth of profitable business in order to achieve /exceed territory sales quotas.
  • Implement the agreed strategy in the territory by taking appropriate commercial actions, identifying and developing new business opportunities.
  • Ensure comprehensive sales and sales service coverage in the territory (including presentation and in-services deliveries) from a clinical and commercial perspective.
  • Effectively plan and prioritise sales activities and customer contact, deliver sales targets, achieving business objectives using agreed company's tools and systems to analyse, report and monitor.
  • Manage the total MHC wound care assortment in order to develop long term sustainable profitable business.
  • Develop and present commercial offers when securing new business or defending existing business in non-key accounts.
  • Continuously update customer data and plan/report activities in the CRM system.
  • Ensure, through "Global Sales Process" correct implementation, an adequate number of sales projects, maximizing initiatives that will be positively and timely closed and achieving the assign targets

 

Key Accountabilities

  • Achieve agreed sales targets by commercially managing key customers and by the identification and development of new accounts so that we maintain a constant flow of new business opportunities.
  • Propose and Implement a sales territory plan/Account Plan that reflects account classifications, business opportunities and individual customer needs.
  • Master product portfolio, value proposition and product technical features in order to  be able to "sell" them effectively to customers.
  • Secure existing business and develop new opportunities through Account Management and by value added selling of solution offerings to commercial decision makers in the territory.
  • Identify key decision makers & sponsors in the sales process and implement appropriate customer-focused actions. Educate key stakeholders within accounts of the Molnlycke Health Care value proposition.
  • Track and manage RFQs involving, at appropriate times, the relevant functions (Regional Sales Manager, Marketing Manager, Business support, Finance, General Manager)
  • Demonstrate a solid knowledge of competition (strengths and weaknesses) in order to be able to use these information for commercial purposes, maximizing sales growth. Monitors competitive activity and formulates plans to enhance MHC's competitive position. Provides regular feedback to management.
  • Demonstrate effective use of all sales tools and materials provided by MHC to identify and develop real prospects (eg CRM, Sales, Sales opportunities Tollgates in GPS, Promotional Materials) to ensure sales targets are achieved. Use and update CRMs daily, ensuring proper project tracking and constant system alignment to the actual work progress status
  • Monitor and report competitors activities and products news in order to keep the organization updated on the competitive environment so that our offer can be optimized

 

Key Decisions

Sole decisions taken:

Prioritisation of daily activity to ensure efficient and effective use of selling time on territory.

Selection of KOL’s & Key influencers to develop the MHC business within the region.

Identification of prospect accounts in line with Selection Criteria & Tollgate Process in GPS.
 
Decision jointly taken with RSM:

Territory plan objectives/selection of accounts based on priorities and opportunities

Strategy for developing business

Spending according to cost budgets inside approved framework.

 

Compentencies:

Level of competencies for the function as set by the MHC Sales Capability Framework

 

Product & Clinical Knowledge
Product & Clinical knowledge: Has the proper level of clinical and product knowledge  - Mölnlycke and competitors -  in order to understand the challenges our customers are facing, being able to effectively communicate how our solutions can solve them.
 

Business Acumen
Business Acumen: Understands how our business operates and sustains profitable growth. Is able to obtain essential information about a situation, focus on what’s key, select the best option and execute in order to reach the goal.
 

Drive for Results
Drive for Results: Displays determination to achieve individual and team goals despite challenges and setbacks. Is action-oriented and goes the extra mile.

 

Communication
Communication: Actively listens, speaks and writes clearly and logically. Adapts style to the audience including internal and external, job levels and personality.
 

Customer Insights
Customer Insights: Understands the customer’s strategy and how they measure success, then applies that insight to explain why we need to focus on the account and how it would be mutually beneficial for the partnership between the customer and Molnlycke.
 

Planning
Planning: Identifies and pursues accounts and sales opportunities within a territory based on our segmentation and targeting process. Develops account plans for target customers in the CRM system.
 

Selling Skills
Seling Skills: Understands the challenges faced by various stakeholders and to offer a solution that will secure optimal patient outcomes while also meeting the business needs of our customers.
 

Negotiation
Negotiation: Leverages value of our solutions to negotiate across the entire sales cycle in a way that provides mutual value for Molnlycke and customer’s
organizations.

 

Qualifications & Experience:

Minimum of 3 years within a sales environment.

Relevant healthcare experience preferably within or medical device environment

Proven track record in account management and territory sales is desirable, selling to procurement level customers is essential

Recent local market and customer knowledge is an advantage

Good understanding of the challenges within the Health Care environment

Proven history of working in complex selling environments

Preferable holder of a degree in life sciences, business management or equivalent proven experience in Healthcare environment

Highly self-motivated

Team player

Comprehensive presentation and training skills

Strong interpersonal skills with ability to interact with a diverse group of individuals.

English (Bilingual/French preferred)

 

 

 

 

 

 

 

We specialise in:  

Wound management: including dressings with Safetac® such as Mepitel® and Mepilex®  

Preventing pressure ulcers: with Mepilex® Border used prophylactically and devices to help turn and re-position patients  

Surgical solutions: including Mölnlycke trays, HiBi® antiseptics and Biogel® surgical gloves  

Mölnlycke was founded in 1849. Nowadays our solutions are available in around 100 countries; we’re the number one global provider of advanced wound care and single-use surgical products; and we’re Europe’s largest provider of customised trays. Our headquarters are in Gothenburg, Sweden and we have about 7,800 employees around the world.  

 

www.molnlycke.com/careers