Territory Manager

PURPOSE AND SCOPE:

Supports FME Canada’s mission, vision, core values and customer service philosophy.  Adheres to the FME Canada Compliance Program, including following all regulatory and division/company policy requirements.

Provides superior service, product support and sales promotion to Canadian dialysis customers within the assigned sales territory.  Functions as a hemodialysis (HD), peritoneal dialysis (PD) and pharmaceutical expert resource.

DUTIES / ACTIVITIES:

CUSTOMER SERVICE:

• Responsible for driving the FME Canada culture through values and customer service standards.

• Accountable for outstanding customer service to all external and internal customers.

• Develops and maintains effective relationships through effective and timely communication.

• Takes initiative and action to respond, resolve and follow up regarding customer service issues with all customers in a timely manner.

PRINCIPAL RESPONSIBILITIES AND DUTIES

• ·Achieve projected quarterly sales budget through the promotion of FME products in a manner consistent with the sales strategies and pricing approved by FME Canada management.

• Manage field expenses in a manner consistent with the FME Business Travel and Expense Policy and regional budget and submit a weekly expense report

• Document and report promptly as per Health Canada regulations all customer complaints regarding the use of FME products.

• Utilize resource tools (sales, marketing, CRM reporting) provided to achieve territorial goals.  Effectively gather local market data.

• Maintain current sales funnels and action plans for all opportunities within the territory.

• Develop and maintain account strategies for key accounts, including identification of key buying influences.

• Maintain accurate and timely reporting for sales calls, market share, demographic, and sales targets.

• Identify and develop new accounts. Maintain relationships with existing accounts. Provide sales and product support.

• Achieve consistent sales coverage with accounts and the associated buying influences.

• Identify customer’s needs and present the competitive advantages of working with FME to meet those needs. Utilize customer focused selling skills in meetings, presentations and in-service activities with appropriate pre and post call planning.

• Develop and maintain technical and clinical proficiency on all products.

• Communicate and collaborate with the Director of Sales and Managing Director on strategies to maintain and grow the territory revenue and profit.

• Collect field intelligence and feed back to the marketing department for strategic planning

• Other duties as assigned.

This position is commissioned quarterly.

PHYSICAL DEMANDS AND WORKING CONDITIONS:

The physical demands and work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions

Must be able to physically cover and maintain regular face to face contact with customers over a large geographic area.   Extensive travel by automobile, train or airplane is often necessary to cover the assigned territory and includes overnight stays.   Contact with customers by phone alone is not adequate.  Occasional weekend work necessary to support trade show events, meetings and customer training. Lifting requirements include setting up portable booths, occasional lifting and transporting medical equipment and supplies for purposes of in servicing customers.

EDUCATION

Bachelor’s degree required or equivalent of education and experience. 

EXPERIENCE AND REQUIRED SKILLS

• Must have a minimum of two years experience in medical sales or 2 years in Nephrology Nursing or 2 years nephrology biomedical.

• High degree of computer literacy in terms of operating systems (Windows) and software applications (Word, Excel, PowerPoint) would be an asset.

• Ability to communicate effectively with well developed interpersonal and listening skills

• Must have a valid driver’s license

RELATIONSHIPS

Internal Contacts: maintain positive professional relationships with internal employees, peers and supervisors.

External Contacts: Maintain positive professional relationships with all Dialysis customers.

SUPERVISION

N/A

The duties listed in this job description are intended only as illustrations of the various types of work that may be performed.  The omission of specific statements of duties does not exclude them from the position if the work is similar, related, or a logical assignment to the position.