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Territory Manager - Clinical Pathology
Role Overview
The Territory Manager UK role is a field-based commercial position with responsibility for the UK business of Distribution’s Clinical Pathology portfolio. The Territory Manager UK is central to our ambitions in driving business expansion into new markets while at all times ensuring that the highest level of integrity is maintained across all business activities and undertakings. The role involves a considerable level of engagement with internal and external customers and suppliers, ensuring that all goals & operational targets for the UK entity are achieved to optimise performance, drive growth, and deliver on our purpose for customers and suppliers.
Company Information
This company is a value-adding distributor, supplying essential products and services to the Healthcare, Pharma, Life Sciences and Food Sectors across Ireland and the U.K.
They focus on two key areas, Laboratory Sciences and Medical Devices. The Laboratory Sciences Division provides specialised quality control/assurance and testing modalities to the Clinical Pathology, Pharma, Life Sciences, Food and Dairy sectors. The Medical Division provides innovative medical devices and services to the Acute Hospital, Community Care and Blood Technology sectors.
Role Requirements
– Prioritise, plan, and execute sales activities to deliver outstanding business results. This includes actively prospecting new business leads and optimal management of existing accounts.
– New business development – researching and targeting potential new customers via cold
calling/web-based prospecting.
– Effective management of existing accounts by maintaining excellent customer relationships, adding value and seeking opportunities for further portfolio usage.
– Expertly demonstrate and present Technopath Distribution’s products in a highly impactful manner ensuring customers fully appreciate the value of the portfolio.
– Works closely with the Director of Sales to establish & review sales & business activity targets. Conduct regular forecasts to ensure targets are achieved in line with the company objectives.
– Develop well-thought-out account & territory business plans in line with company strategy. Regularly reviews progress against those plans adjusting tactics as required to deliver outstanding results.
– Develops a complete and thorough understanding of the relevant portfolios, product value
propositions, customer sectors and market dynamics sufficient to enable effective identification of new business opportunities.
– Ensures that agreed revenue and margin targets are achieved.
– Delivers an outstanding level of customer service and responds to all sales/ support enquiries in a timely and thorough manner.
– Provide front-line technical support for existing customers and works closely with our customer service and technical teams to exceed customer expectations.
– Ensures that all stages in the sales process including all relevant customer/account/quotation details are recorded in the company’s CRM System (Salesforce).
– Work cross-functionally with other Technopath Distribution teams to ensure the best result for the customer namely, Marketing, Technical Operations, Finance, Quality and Sales Order Processing.
– Creates and maintains effective working relationships with our internal and external suppliers and works with them to resolve any customer issues.
– Liaises with the SOP/Technical Operations teams to ensure smooth turnaround of capital sales and installations (IQ/OQ).
– Attends exhibitions, trade shows & internal or external training workshops as required.
– Adheres to all company policies & procedures.
– Work to execute the UK business strategy and operational plans to meet the short-, medium- and long-term goals of the company.
– Continually drive business development & expansion into new markets ensuring sufficient
development of current and new suppliers.
– Champions effective processes and ensures that the company’s CRM (Salesforce) is utilised
optimally as a customer management and business effectiveness tool.
– Responsible for accurate, timely sales forecasting & reporting for the UK to enable accurate financial and demand planning.
– Participates in supplier management programs to optimise performance & identify key areas for strategic growth.
Person Specifications
– Possesses inspiring sales skills with significant experience in meeting and exceeding sales target expectations.
– Proven track record of working as part of a team to deliver on National Level Business Development initiatives.
– Proven track record of involvement in Sales & Marketing strategy in the UK Clinical Pathology, in particular NHS and private hospital markets.
– Lengthy experience and in-depth working knowledge of the UK Clinical Pathology sector and of the relevant guidelines (e.g., ISO15189) within the Clinical Pathology sector.
– Extensive experience in the Clinical Pathology Diagnostics Market in addition to the Clinical
Pathology QC market would be an advantage.
– Express a strong desire to work with a team of likeminded commercially driven colleagues to grow our business.
– Understand distributor-led led operating business an advantage.
Package
-Base salary around £45,000
-Uncapped bonus scheme (likely to achieve between £20,000 – £30,000!)
-Company car OR car allowance
-Lunch allowance
-Phone, laptop etc
-Pension scheme
Locations
Hiring contacts
We aim to operate and maintain the following set of core values
