Territory Business Manager - Sales and Customer Relations

Main Purpose of the Role

• Summarize the main purpose of the role

  • The Territory Manager is responsible for planning, directing and coordinating sales activities and strategies within a given geographical area while increasing sales, profits and market share on a long term basis. The Territory Manager is required to maintain an active and visible role with hospital customers (including National Accounts, Hospital Chains, Wholesalers, Endocrinologist, Diabetologists, GPS, CPS and Retailers etc) on an as needed basis. This position works closely with Area Managers to promote sales and implement HCPs Marketing programs throughout the given territory.

Main Responsibilities

• List the main responsibilities this role regularly performs.

  • Drives dual business model in ADC.

  • Growing BGM business along in the region and helping establish Libre-Pro.

  • Establishes and maintains contact with existing and potential customers.

  • Develops and executes sales programs/activities at the HCP/hospital levels.

  • Conduct “nurses training” programs in hospitals to increase awareness of our products and to gain market share.

  • Establishes and expands positive relationships with key stake holders in top KOLs, Hospitals, HCPs and stockists.

  • Calls on local distribution centers to specifically train CSR personnel and execute local promotion where ever possible.

  • Prospects for new hospital/HCP customers within a given geographical territory.

  • Works closely with other ADC Territory Managers and Area Manager to develop existing and potential customers.

  • Monitors customer orders related to the hospital sales channel and individual HCPs.

  • Monitors and resolves issues with distribution/delivery of products.

  • Supports customers through ongoing sales / service & availability of products along with replacements for complaints.

  • Provide inputs for forecasting, sales analysis, inventory control and promotions.

  • Promotes new products and company programs.

  • Prepares and processes necessary administrative paperwork.

  • Continued efforts to improve product knowledge and selling capabilities.

  • Adheres to all company sales policies, SOPs and OEC guidelines.

  • Manages profit margins to company objectives.

  • Consistently generates increased sales for the given geographical territory.

  • This position interfaces frequently with Field Sales, Marketing and the company’s customer base.

  • Ability to work with other team members is of paramount importance.

  • Interruptions are normal, routine and frequent.

  • Travel schedule is extensive resulting in minimal office time.

  • Customer focus is frequent.

  • Compensation and recognition are tied directly to personal performance.

  • Involves considerable freedom to structure and manage work independently.

  • Evaluating information critically and making decisions based on the data are important.

  • Social confidence and the ability to speak in a clear and articulate manner are important.

  • Ability to read behavioral cues and establish/maintain close business relations is critical.

  • Ability to persuade and influence without direct control is also important.