The Territory Manager (TM) is responsible for delivering consistent performance results in sales achievement, territory market development and key strategic objectives in the promotion and sales of the Merz Aesthetics product portfolio within a defined geographical area.
Essential Duties and Responsibilities:
§ Develop and execute a territory business plan on a quarterly basis utilizing QAP-MAP.
§ Utilize and leverage territory reports to identify emerging trends and strategize accordingly.
§ Profile and segment customers by conducting opportunity assessments and proper due diligence.
§ Identify key customers and thought leaders within the territory.
§ Effectively and judiciously deploy the necessary resources to yield the greatest business impact.
§ Develop thorough account plans for all strategic customers.
§ Manage territory budget.
§ Execute Sales Process effectively.
§ Effectively manage sales of multiple products and line extensions
§ Utilize sales tools/collateral to maximize impact.
§ Deliver sales message/presentation in an organized and effective manner.
§ Create product adoption through planned business development activities.
§ Recognize various behavioral styles of customers and adapt accordingly.
§ Demonstrate exceptional product and competitive knowledge and use effectively in planning and implementing sales presentations.
§ Effectively execute pull through strategies (Radiesse Days, Account Events i.e.).
§ Consistently achieve/exceed sales quotas.
§ Independently plan territory routing to consistently achieve territory –account coverage.
§ Submit all administrative reports, expense reports and business plans accurately and in a timely manner.
§ Prioritize daily tactics based on greatest business impact.
§ Effectively manage appropriate time allocation for corporate objects per product mix
§ Demonstrate customer-centric approach to business planning, use of selling skills and sales process.
§ Uncover the customer’s needs and provide the appropriate information, resources and message to deliver maximum value.
§ Leverage knowledge of key customers and Key Opinion Leaders (KOLs) to identify the territory network in the Aesthetics community.
§ Develop and build long-term strategic business relationships with core customers
§ Actively listen to customers
§ Resolve customer complaints by investigating problems; developing solutions; providing written summaries; making recommendations to management; referring complaints to proper departments of the organization
§ Create a self-development plan on an annual basis.
§ Actively seek feedback and welcome coaching opportunities for improvement.
§ Constantly evaluate how actions affect others.
§ Use effective group presentation skills to present to small/large groups with ease and executive presence.
§ Utilize the appropriate communication tools that best meet the needs of the customer.
§ Inform Regional Sales Manager of changes in marketplace and territory trends.
§ Demonstrate professional written and verbal and electronic communication skills.
§ Respond to e-mails in a timely fashion.
§ Demonstrate effective listening skills and the ability to accurately understand others’ ideas and perspectives.
Teamwork and Collaboration
§ Share best practices with Regional Sales Manager and region teammates
§ Participate and contribute in team meetings.
§ Coordinate activities with other Merz Aesthetics sales personnel and support teams to enhance product adoption.
§ Monitor the competition by gathering current marketplace information on pricing, products, new products, delivery schedules, and merchandising techniques by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies
§ C omply with all company policies and procedures.
§ Comply and adhere to all Pharma and AvaMed Guidelines
§ Report any fraudulent activities immediately.
Education and/or Experience (years): Bachelors degree required. Person must have 5-8 years experience in medical sales. Prefer aesthetic background, plastic surgery or dermatology, with soft goods experience. Will consider capital sales experience on a case by case basis. Prior managerial, training, and RN or NP experience beneficial.