Territory Manager – Scotland, North East

Responsibilities

• Increase sales revenues and profits by effective field sales practices.
• Broaden the use of Merit products in all accounts and focus on selling those products with highest margins.
• Consistently represent Merit Medical in a professional and ethical manner.
• Establish and maintain close relationships with new and existing accounts/customers.
• Meeting regularly with existing and potential customers to present and demonstrate Merit Medical products and promote their features and benefits.
• Identify potential customers and introduce them to the features and benefits of Merit Medical products.
• Maintain good contact with all customers to monitor and ensure their ongoing satisfaction with and usage of Merit Medical products.
• Identify and act upon all opportunities to improve satisfaction with Merit products and meet their clinical and economic needs.
• Prepare and submit pricing quotations and tender pricing submissions for Merit Medical products to customers within authorized limits as and when required.
• Follow up with customers to identify all opportunities to increase sales volume and profitability on territory.
• Maintain customer details on CRM system.
• Be the primary point of contact for customers in resolving any issues which may occur e.g., manufacturing issues, delivery problems, back-order issues.
• Ensure that all such issues are dealt with as quickly and effectively as possible.
• Manage territory effectively through appropriate planning.
• Control customer pricing and give regular feedback on competitor information. Share with Regional Sales Manager and colleagues.
• Ensure that all territory pricing, customer and competitor information is regularly updated and maintained in a comprehensive manner.
• Ensure that this data is always available in a format which may be easily shared with Regional Sales Manager and other Merit employees as required.
• Co-ordination with other Merit departments such as Marketing and Sales Support staff to ensure that the correct products are shipped to customers in a timely and effective manner.
• Stay up to date and informed on the features, benefits and advantages of all Merit Medical products – both new and old.
• Maintain high levels of knowledge of Merit Medical products and competitor products.
• Communicate all feedback from customers to the correct channels regarding any suggestions for product needs or possible product innovations and new product ideas.
• Make good business decisions within the approved authorization limits with reference to product pricing to optimize sales volume and profitability.
• Prepare and work with the tender team within the product range Merit is offering.
• Report via Weekly Report on previous week’s sales activities, competitor information, achievements and any issues.
• Prepare for quarterly review with Regional Sales Manager to discuss sales to target achievements.
• Participate in sales training, product training and sales meetings as and when required.
• Participate in all corporate sales and marketing promotions as and when required.
• Report all Merit Medical related issues from customers via the RGA process in a timely, comprehensive and effective manner.
• Assist other sales colleagues and Management when reasonably requested to do so.
• Undertake all other related administration duties (e.g. dealing with internal and customer email and telephone requests) in a timely and professional manner.

Requirements

• Education and experience equivalent to a related Bachelor's Degree.
• A minimum of three years of direct sales experience, preferably in selling medical products.
• Ability to communicate effectively with and to understand the needs of others in a sales relationship.
• A high degree of personal motivation and drive to achieve personal and professional goals.
• Excellent oral presentation skills and the ability to think quickly to apply facts in analysing a problem and explaining that answer to a group of medical technicians and clinicians.
• Ability to learn the usage of medical equipment and to identify and explain possible improvements in usage.
• Ability to work effectively as a team member to achieve organization goals.
• Ability to utilize business mathematics to figure percentages, prepare financial and sales information.
• A high degree of personal organization skills, including the ability to record and report information and to document work performed.
• Ability to work independently with a minimum of supervision.
• Ability to travel extensively and work long hours to achieve goals, as required.
• Excellent driving record with no driving accidents in the past three years or no more than one driving ticket in the last three years.
• Demonstrated computer skills preferably spreadsheets, word processing, database and other applicable software programs.

Core Competencies

Demonstrates strong sales acumen in the medical products sector, with a focus on customer relationship management, effective communication, and territory management. Proficient in utilizing business mathematics and CRM systems to enhance sales performance and customer satisfaction.