Territory Manager I - WEST Oxford Immunotec
THIS JOB HAS EXPIRED Overview:
The Territory Manager 1(TM-1) is responsible for effectively communicating and selling the benefits of the T-SPOT.TB Test/Program and Oxford Diagnostic Labs (ODL) to clinician and department personnel, specifically Employee Health, Occupational Health, Human Resources, Laboratory and Infection Control in an assigned geographic territory. The TM-1 provides direct sales of T-SPOT.TB Test through ODL services and drives sales to hospitals with < 200 beds and >50 beds, and to HIV clinics within the scope of the assigned sales territory. This position requires regular travel within assigned territory as well as overnight travel.
Meet and exceed sales goals and achieve maximum sales growth in assigned territory:
Successfully complete Oxford Immunotec?s training and prescribed 90-day TM-1 on-boarding plan.
Successfully build and execute an annual business plan with quarterly updates
Accurately forecast and maintain an individual territory book of business in line with a 90-day quota for all assigned products
Effectively manage travel logistics to maximize territory management efficiency and productivity
Manage planning for a single to multistate territory dependent on geography
Achieve individual sales revenue quota on a quarterly and annual basis.
Develop and effectively execute a territory management plan for targeted accounts.
Manage time effectively; prioritize and make good business judgments and decisions in relationship to efficiency and effectiveness, while meeting call expectations.
Cold call and build a sales pipeline that will provide ongoing revenue goal achievement.
Implement sales strategy and positioning in alignment with Oxford Immunotec?s sales process
Effectively and successfully be able to sell cross departmentally within a Hospital Institution
Effectively and successfully manage multiple market segments; Hospitals and HIV clinics, Public Health and Physician Office.
Manage and sell in complex selling environments to multiple levels and departments in diverse markets within an organization
Maintain territory account information (i.e. contact names, call notes) in salesforce.com
Attend local and national professional trade shows and events as requested to promote Oxford Immunotec products and services to all customers
Maintain and grow T-SPOT.TB Test business by increasing utilization in current customer base:
Effectively sell Oxford Immunotec?s sales message and value proposition to all targeted segments in the assigned territory
Effectively perform T-SPOT.TB/ODL in-services, training and implementation with pertinentpersonnel and physician staff
Effectively insulate accounts against competition utilizing the benefits T-SPOT.TB Test
Integrate successfully into team selling environment by partnering sales efforts with other Territory Managers and internal sales support team:
Collaborate and actively contribute to ?best practices? with peer TM group
Partner with marketing department to support the development and execution of marketing strategies, programs and sales materials
Update all relevant customer account information into CRM Data Management System on a weekly basis
Provide ongoing customer support and clinical, technology and market updates for current customer base
Regular attendance and timeliness is essential
Bachelor of Arts/Science (or equivalent) from an accredited university required
Science background is highly desired
Candidate must have 3+ years? medical sales experience or equivalent
Medical device sales experience and business-to-business experience preferred
Prior experience with a defined transactional close; contract or purchase order changing hands
Candidate must have demonstrated track record of success and sales accomplishments
The candidate must possess consultative sales skills to:
Understand current account TB testing process or program, identify each customers unique needs and have the influencing skills to compel a change to ODL/ T-SPOT.TB Test
Problem-solve any perceived logistical barriers to T-SPOT.TB Test adoption
Relay the logistical and clinical benefits of ODL to all pertinent department/office staff
Strong persuasiveness, influence and closing skills are required by the candidate
Candidate must have the ability to understand and articulate complex scientific literature and use extensive and complex clinical data as a key factor in the sales process
The physical demands described within the Position Responsibilities section of this job description are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to be independently mobile. The employee is also required to interact with a computer, and communicate with peers and co-workers. Job requires employee to remain on his or her feet in an upright position for continuous periods of time and walk considerable distances in the facility during the course of his or her work. At least 80% travel required.
||San Francisco, CA |
THIS JOB HAS EXPIRED