Territory Manager - Liverpool, Cheshire & North Wales (Field Based)

This position is responsible and accountable for achieving sales quota through profiling, targeting, needs analysis, and closing on targeted account customers consisting of Health Care Professionals (Diabetologists, Endocrinologists, clinical nurse staff, payers, and other key decision makers within the health economy), key diabetes institutions, and public healthcare funding organizations. Results will be achieved through an account management approach, working with the internal field (Clinical Sales Manager & Regional Sales Manager) and office based Insulet teams (Market Access, Medical Affairs, Legal and Marketing).

Responsibilities

• Meets/exceeds sales and market share objectives within assigned geographic area.
• Forecasts both short term current business performance and future business goals and targets.
• Undertakes both strategic thinking and tactical actions in relation to account management, working with Insulet colleagues to achieve account goals.
• Creates customer networks within the territory to expand pod therapy advocacy.
• Completes customer call records in timely accurate useful manner for others to use as appropriate.
• Consistently exhibits a high level of proficiency and expertise in discussing and demonstrating Insulet and competitor products in addition to other related diabetes subjects.
• Is knowledgeable of, and utilises, clinical evidence to support customer influencing conversations.
• Develops and maintains superior relationships with key diabetes decision makers and influencers and is comfortable challenging the status quo and existing viewpoints.
• Effective in developing customer loyalty.
• Creatively engages and influences those people who are disengaged or skeptical in order to increase their Omnipod Therapy usage.
• Maintains a high profile with key stakeholders both within the assigned strategic accounts and the local professional diabetes organizations in the assigned geographical area.
• Facilitates and conducts required customer training programs.
• Manages sales promotions related to the assigned territory.
• Consistently exhibits proficiency in demonstrating and training on all ancillary Insulet data management software.
• Gathers customer insights to both inform the local account team and provide central Insulate teams with future customer thinking.
• Maintains an active role with Market Access team, which includes a sound working knowledge of health care funding, contract, and tender processes within the geography in addition to knowing and contributing to the updating of the market access stakeholder map.
• Works effectively and productively with colleagues in the commercial and corporate office.
• Consistently executes all field sales activities with a high degree of professionalism in accordance with established promotional guidelines.
• Completes all administrative duties in a timely fashion and works within the specified budget.
• Perform other duties as assigned.

Education and Experience

• Demonstrated experience in medical sales.
• Prior sales experience in the specialty of diabetes a plus.
• Demonstrated relationships with Endocrinologists strongly preferred.
• Prior industry, clinical, and diabetes training experience preferred.
• Experience in dealing directly with Health Care Professionals.

Skills and Competencies

• Successful sales track record in a clinical environment.
• Strong desire to win in a team environment.
• Strategic thinker with demonstrable account management capabilities.
• Displays track record of exceptional teamwork and is not afraid to challenge a team to win.
• Excellent communication skills, both oral and written.
• Strong presentation skills.
• Can understand multiple viewpoints and creatively incorporate them into a solution.
• Ability to execute sales and marketing plan; ability to manage territory budget.
• Superior organizational and planning ability and pipeline management.
• Ability to function in a fast-paced environment; results oriented.
• Ability to understand and utilise clinical evidence to influence decision makers behaviours.
• Proficiency with computers.

Physical Requirements

• Valid driver’s license required.
• Overnight travel varies by territory.
• Ability to carry and transport professional sales samples and literature.