Territory Sales Manager

In this field-based role, you will be accountable for developing and growing the assigned territory, delivering sales, market share and KPI objectives across the Richardson Portfolio. You will build strong customer relationships across hospitals and community settings and drive formulary pull through.

Responsible for navigating the health system(s) in your assigned territory, you will build a network of advocacy with key stakeholders locally and across Integrated Care Boards (ICBs). You will be responsible for a varied portfolio that includes Advanced Wound Care, I.V therapy products and Procedure Packs.

Job Purpose

To maximise sustainable territory growth through comprehensive business planning, strategic implementation and effective customer engagement. The Territory Manager will develop trusted relationships with key clinical and commercial stakeholders, deliver compelling clinical and product value, and ensure Richardson is recognised as the Partner of Choice.

Collaboration with Clinical, Marketing, and Head Office teams to align strategies, deliver measurable business impact, and strengthen the company's market position to achieve our ambitious growth objectives.

Key Accountabilities

• 1. Develop comprehensive business plans to optimise account growth, including territory mapping, customer priorities, opportunity pipelines, competitor activity and key decision maker targeting.
• 2. Build robust implementation plans that provide excellence in execution, formulary pull through and regular review of progress against agreed objectives, adapting to market requirements.
• 3. Work closely with your sales, clinical and head office teams to support account wins, customer engagement and formulary pull through.
• 4. Consistently achieve agreed sales targets and KPIs for the Richardson Focus Brand Portfolio, demonstrating ownership of territory performance.
• 5. Maintain accurate use of company CRM system and utilise all available market data resources to identify growth opportunities, plan, prioritise and manage the territory effectively.
• 6. Ensure a comprehensive understanding of company products and competitors, allowing you to upskill customers, through exceptional presentation, questioning and listening skills.
• 7. Build outstanding customer relationships with clinicians, procurement, tissue viability, vascular and other key stakeholders across ICBs, so Richardson is recognised as the 'Partner of Choice'.
• 8. Deliver current marketing messages and materials to promote the correct use of Richardson products, add value and maximise adoption.
• 9. Organise and manage customer meetings, study days and exhibitions within the territory, delivering professional and engaging digital and in person presentations to a high standard.

Key Skills & Experience:

• Demonstrated experience in territory or area management within medical device sales, ideally wound care.
• Strong sales, negotiation, and relationship-building skills, with a track record of meeting or exceeding targets.
• Ability to analyse market data, identify growth opportunities, and contribute to regional sales strategies.
• Effective communication and presentation skills for engaging with healthcare professionals at all levels.
• Proven organisational and time-management abilities, including territory planning and prioritisation of key accounts.
• Comfort with using CRM systems and basic productivity tools (e.g., Microsoft Office or equivalent) for reporting and planning.
• Experience of dealing with the NHS: Hospitals and community, including procurement, meds management, tissue viability, vascular and other key opinion leaders.
• Ability to learn quickly; Richardson Healthcare are a fast moving company with ambitious growth plans which means we are often extending our portfolio within our existing ranges plus adding new innovative lines within and beyond our traditional therapy areas.