Territory Sales Manager

Competitive + Benefits
03 Oct 2016
31 Oct 2016
Contract Type
Full Time

Position: Territory Sales Manager
Location: North West Region
Salary: Competitive + Benefits (Includes 24 Days Annual Leave, Life Assurance & Pension)

The Company:
Our client is a developer, manufacturer and distributor of medical equipment and services, with offices worldwide. They have three operating divisions: providing security and inspection systems, turnkey security screening solutions and related services; Healthcare, providing patient monitoring, diagnostic cardiology and anesthesia systems; and Optoelectronics and Manufacturing, providing specialized electronic components and electronic manufacturing services for the Security and Healthcare divisions, as well as to external original equipment manufacturer clients for application in the defense, aerospace, medical and industrial markets, among others.

The Territory Sales Manager Role:
Responsible for the development and management of Acute Care, sales opportunities and strategic reference sites within a defined territory. Achievement of all assigned revenue, margin and product mix targets.

The ideal candidate will possess excellent project management, presentation, listening, written and verbal skills. A Clinical background, ideally in a Critical care or Theatre environment would also be desired.

Responsibilities of the Territory Sales Manager:


  • Achieve annual sales quota by prioritising selling time to generate sales volume, achieve account penetration & complete territory coverage
  • Identify and develop strategic reference sites in assigned territory
  • Collaborate with sales and marketing organizations to document best sales practices and develop sales tools required to successfully penetrate the Acute Care markets
  • Develop, implement, and update quarterly, an annual Business Plan supporting attainment of quota, market share growth, and other company objectives
  • Maintain sufficient identified business to support a “balanced” sales funnel as defined by management
  • Team work with field service, Clinical Specialists and other company resources to maximise sales efficiency, account penetration and market share growth
  • Represent the company as the technology leader and vendor of choice through regular product presentations, evaluations, customer training and sales calls as required by the company
  • Participate in Professional Trade Shows & attend National meetings
  • Develop targeted account strategies using Strategic/Spin Selling skills and tools (Blue sheets etc.) to maximise account penetration. Proficiency in Strategic/Spin Selling should be at expert level
  • Develop and maintain consultative sales relationships with all key buying influences in each account
  • Maintain complete knowledge of each account’s current and long term purchase plans and objectives, reporting all changes in plans, objectives and key buying influences
  • Maintenance of account profiles, forecasts etc. within Lotus Notes (eSales) on daily basis
  • Implement established sales & marketing strategies as requested by senior management. Develop info pertaining to sales situations and territorial sales strategies. Coordinate territory sales resources to ensure full implementation
  • Control territory sales expenditures. Monitor expense performance & ensure that territorial budget goals are obtained
  • Control, inspect, & maintain consignment inventory equipment at prescribed levels
  • Assist others with special sales projects & all other assignments as required
  • Observe all applicable company safety policies & practices
  • Use safe & defensive driving techniques and attend defensive driving training as required
  • Maintain demo inventory in sellable condition, including proper storage, movement & record keeping
  • Ensure that company vehicle is clean and regularly maintained at all times
  • Submit accurate reports regarding expenses, activities, results, market position, & monthly forecasts
  • Maintain current & adequate supply of product literature, other sales tools for customer distribution
  • Utilise Sales Support staff to prepare all quotations. Prices quoted other than list, contract price, or sales representative level must have appropriate management approval



  • Excellent communication and presentation skills
  • Proven sales excellence
  • Project management skills
  • Clinical background, ideally in Critical care or Theatre environment
  • Relevant clinical background, either Anaesthesia, Intensive care or Bio Medical Engineering
  • History of medical sales success in capital equipment

Other Work Requirements:


  • Degree/professional level education in either a clinical, bio medical, science or business discipline
  • Proven Sales track record in capital equipment sales
  • Successful completion of training required. Must become fully competent in the application and operation of all products
  • May be required to register with a vendor credentialing service. As part of this process, s/he may be required to submit personal info to a credentialing service company, provide proof of vaccinations or related medical info, and comply with other requirements needed to be able to work at customer site 

Travel Requirements:  



  • Extensive domestic travel is required, and can range from 70 to 90%
  • Maybe required to travel internationally and must be able to acquire all necessary travel documents

To apply please submit your CV and Cover Letter via the button shown.  

Please note only successful applicants will be contacted.