Territory Manager 2 - Sales - Nevada, Central CA (Bakersfield, Fresno, San Bernadino) - (Las Vegas)
Posted: Monday, November 6, 2017 8:42 PM
The Territory Manager 2 (TM 2) is responsible for effectively communicating and selling the benefits of our proprietary tests and Oxford Diagnostic Labs (ODL), as well as future Oxford Immunotec (OI) commercial products, to clinician and department personnel in an assigned geographic territory. The TM 2 provides direct sales of proprietary tests through ODL services primarily to hospital Employee Health departments, Human Resources departments and hospital laboratory, as well as Public Health departments, Universities (student health testing) and regional reference laboratories within their assigned sales territory. This position requires regular travel within assigned territory as well as occasional overnight travel. Meet and exceed sales goals and achieve maximum sales growth in assigned territory: Successfully complete Oxford Immunotec's (OI) training and prescribed 90-day TM 2 on-boarding planSuccessfully build and execute an annual business plan with quarterly updates in alignment with OI's sales processAccurately forecast and maintain a sales funnel of new opportunities in-line with a 90-day quota for all assigned products (as well as any future products)Manage planning for a single to multi-state territory dependent on geography Effectively manage travel logistics to maximize territory management efficiency and productivityManage time effectively; prioritize and make good business judgments and decisions in relationship to efficiency and effectiveness, while meeting call expectationsDevelop and effectively execute a territory management plan for current and prospective accounts Achieve individual sales revenue quota on a quarterly and annual basisCold call and build a sales pipeline that will provide ongoing revenue goal achievementDemonstrate an ability to effectively present to small and large groups while using a white board or PowerPointEffectively and successfully sell cross-departmentally within a hospital, IDN or public health organization, with specific experience negotiating and securing budget for services. Effectively and successfully manage multiple market segments; Employee Health, Human Resources, Public Health, Student Health, Hospital Laboratory, Regional Laboratory and Physician OfficeAttend local and national professional trade shows and events as requested to promote OI's products and services to all customersRegular attendance and timeliness is essential Maintain and grow T-SPOT.TB Test business by increasing utilization in current customer base: Effectively sell OI's products and articulate their value proposition to all targeted segments in the assigned territoryEffectively perform T-SPOT.TB/ODL in-services, training and implementation with pertinent personnel and physician staffEffectively insulate accounts against competition utilizing the benefits T-SPOT.TB Test Integrate successfully into team selling environment by partnering sales efforts with other TM's and internal support team: Collaborate and actively contribute to "best practices" with TM and physician office territory manager (PT TM) peer groupPartner with marketing department to support the development and execution of marketing strategies, programs and sales materialsUpdate all relevant customer account information into CRM Data Management System (Salesforce.com)Perform other duties as required Provide ongoing customer support and clinical, technology and market updates for current customer base Bachelor of Arts/Science (or equivalent) from an accredited university required Science background is highly desired Candidate must have 5+ years' medical sales experience 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 accomplishmentsThe 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 TestProblem-solve any perceived logistical barriers to T-SPOT.TB Test adoptionRelay the logistical and clinical benefits of ODL to all pertinent department/office staff Strong persuasiveness, influence and closing skills are required by the candidateCandidate 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 processMust have valid driver's license Physical Demands: 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. At least 80% travel required.
• Location: Las Vegas
• Post ID: 37004992 lasvegas