The Territory Manager (TM) is responsible for T-SPOT.TB market development and test volume growth within an assigned geographic territory. The TM is responsible for leading sales efforts and guiding their commercial channel partners to grow T-SPOT.TB volumes within large Integrated Health Networks (IHN), commercial laboratories, public health departments and universities. This position requires regular travel and, based on territory size, may require consistent overnight travel.
Meet and exceed quarterly and annual sales goals.
Successfully build, refine and execute a market penetration strategy that leverages qualitative and quantitative data to establish clear priorities and timelines for execution.
Develop and execute a plan to maximize testing across every market segment within an IHN so that T-SPOT.TB is the preferred TB test for the health system. This plan may include strategies to sell T-SPOT.TB as a lab product or service through a commercial channel partner.
Manage a rigorous funnel management and accurate sales forecasting process to ensure the timely progression of accounts from qualification to close.
Cold call and build a sales pipeline to generate opportunities that will exceed annual volume goal.
Demonstrate exceptional time management skills by prioritizing opportunities across a large geography.
Conduct effective product presentations to small and large groups while using a white board or PowerPoint.
Attend local and national professional trade shows and events.
Maintain detailed account, opportunity and activity-related information in Salesforce.com.
Demonstrate high-accountability to your personal performance.
The TM will also work extensively with external commercial channel partners. This requires the TM to lead these commercial channel partners and attain results through others by:
Developing and gaining buy-in to the TM market and account penetration plan.
Coaching to overcome selling resistances and objections.
Managing a shared opportunity pipeline and driving accountability to opportunity progress.
Delivering product training to ensure channel partners can effectively sell T-SPOT.TB.
Skillfully coaching channel partners through complex selling scenarios involving multiple buying influences in varying call points.
Bachelor of Arts/Science (or equivalent) from an accredited university required.
Candidate must have 5+ years medical sales experience. Capital equipment, medical device or diagnostics sales experience selling to multiple decision-makers. Experience selling through and working with distributors, business-to-business sales experience or experience with sales training are highly preferred.
Candidate must have demonstrated record of accomplishment and specific experience persuading, negotiating, leading without authority and leading through others.
Candidate must have the ability to understand and articulate complex scientific literature and incorporate complex clinical data in the sales process.
Must have valid driver s license.
Candidate must have ability and willingness to travel. Depending on territory size, travel may include air, train or car and consistent overnight stays to effectively cover the geography.
Associated topics: administrative, director of sales, leader, manager, principal, regional sales manager, sales director, sales executive, supervisor, team lead
* The salary listed in the header is an estimate based on salary data for similar jobs in the same area. Salary or compensation data found in the job description is accurate.