Territory Manager (TM) - AB

At PENTAX Medical we put our customers at the center of everything we do and strive to differentiate ourselves as a medical device company that delivers a remarkable customer experience. We accomplish this by ensuring that we deliver on our brand promise to each and every customer. This promise includes a commitment to developing a holistic understanding of their needs and challenges, being agile and flexible in our response to those needs, being dedicated to their success and ensuring that we connect them to a community of experts to share best practices and solutions. All this while advancing our mission to improve the standard of patient care and quality of healthcare delivery by providing the best endoscopic products and services with a focus on quality, clinically relevant innovation and simplicity.

We are committed to working with our employees to create positive, challenging and fulfilling careers. We believe that our employees are our greatest strength and enable us to deliver unmatched service and satisfaction to our customers.

Job Summary:

Reporting to the RBM Western Canada, it is the Territory Manager’s (TM) responsibility to grow sales of PENTAX products to both new and existing customers, and to achieve budgeted sales, quotas and expense objectives within defined geographical regions. TM will plan, organize, and implement sales programs for their assigned region.

Main Responsibilities/Main Tasks:

• Identify sales opportunities and develop and execute plan to successfully close opportunities and drive revenue growth.
• Develop selling opportunities across product lines in assigned accounts and engage sales management and executive leadership to support achievement of goals, as required.
• Grow sales opportunity pipeline and advance sales stage through to closure.
• Develop relationships with key stakeholders within assigned accounts, to grow and develop sales and service opportunities.
• Perform account reviews to identify opportunities to drive service revenue and improve customer relationships.
• Use knowledge of accounts to help determine and develop the overall strategy to grow the business.
• Uncover unmet customer needs and product or process improvement opportunities, and bring that insight back to the business to help build customer-centric solutions.
• Manage pipeline within CRM, including products, pricing, and estimated close dates.
• Contribute to the development and delivery of product-related sales presentations.
• Provide expertise on the value and use of our technology during product demonstrations.
• Provide training on the proper use of technology during installation of products.
• Accountable for the installation of Pentax Medical imaging equipment, and ensuring equipment is performing to specifications.
• Represent PENTAX in national, and regional trade shows and society meetings to generate leads and develop the business.
• Accountable for the set up and tear down of booth for trade shows and conferences.
• Track and report on activities accurately and on-time within CRM system.

Qualifications:

• Bachelor’s degree in Business, Science or related field
• Minimum 7 years of relevant experience in medical sales or clinical support
• Knowledge of the medical device industry and familiarity with a variety of the field's concepts, practices, and procedures
• Proven success in delivering high level clinical training to multiple stakeholder groups within healthcare system
• Ability to forecast with accuracy
• Elevated level of clinical knowledge encompassing standard gastroenterology endoscopic procedures and equipment as well as specialized instrumentation (Endoscopic Ultrasound, ERCP), an asset
• Clinical knowledge of ENT and Pulmonary procedures, an asset
• Ability to influence, train and interact with physicians, as well as hospital clinical and administration staff
• Advanced level of anatomical and disease state expertise
• Credibility with key opinion leaders is a must, as is interaction with Pentax personnel, including: Territory Manager, Sales Associate, Marketing and Clinical Managers
• Comfortable with product demonstrations and understands how to move customers through the selling process
• Ability to travel within territory on a regular basis, including frequent overnight and weekend travel