Territory Manager : ENT at Smith+Nephew

Summary

An opening has arisen for a Territory Manager within our ENT Division. The incumbent is responsible for the successful launch, promotion, and sales of his/her specific product range to ENT Surgeons and Hospital Pharmacies. The continuing education in the correct application and usage of these products in the sales territory allocated to the incumbent is paramount.

The incumbent reports to the Business Unit Manager and is responsible for his/her allocated territory.

Sounds Exciting? We believe so!

Key Performance areas:

• To attain and exceed targeted sales.
• To develop and maintain a regular calling pattern and to report accordingly.
• To ensure that all customers are fully cognisant of the product range.
• To attend theatre cases to give technical advice.
• To monitor competitor activity.

Key Functions:

Responsible for attaining and exceeding targeted sales for the products to be sold in his/her area. These products will be promoted and sold to the following outlet types:

• Provincial hospitals
• Private hospitals
• Military hospitals
• Other outlets specified by his/her Manager.

Develops a routine calling pattern for all customers within own area as follows:

• Theatre operating days
• Appointments in rooms
• An appointment diary is maintained and continuously updated.

A quarterly business plan to ensure coverage of territory is submitted to the Regional Sales Manager and broadly outlines an overall plan to ensure total coverage of all outlets in the forthcoming quarter, with an emphasis on objectives set out by Marketing at the beginning of each quarter.

Responsible for ensuring that all key customers are fully cognisant of the product range, product users and correct product application:

• Business development/enhancement opportunity within the territory
• Servicing and detailing existing and new customers
• Calling and detailing in a one-on-one environment
• In-service training sessions
• Use of audio-visual training aids, promotional literature, and journal reports.
• Practical demonstrations.
• Setting up workshops for the training of staff.