Territory Manager - Compression - West Midlands

The job holder will support the delivery of the Company’s key business objectives through the delivery of their key accountabilities as follows:

• Development and implementation of Business Plans in order to optimise Account growth.
• Maintain existing and develop new compression business through the training of NHS Clinical Staff on compression aetiology and application of compression.
• Work closely with the local Matrix team to support Account wins and formulary pull through.
• Achievement of annual sales and market share targets for the Urgo Focus Brand Portfolio.
• Achievement of agreed KPIs and objectives including the effective use of the Urgo CRM system.
• To have a comprehensive understanding and knowledge of the Company products, policies and objectives.
• To build positive customer relationships in order for Urgo to be seen as the ‘Partner of Choice.’
• To utilise Challenger Selling Skills and up to date marketing messages and materials to promote the use of On Formulary products.
• Utilise all available data to enable highly effective planning and territory management.
• To organise and manage customer meetings, study days and exhibitions within the territory.
• To participate in Regional and National Sales Meetings as an opportunity to share Best Practice.
• Take ownership of own Self-Development to ensure product, clinical and therapeutic knowledge is up to date.

This job description and person specification is provided as a guide to the main duties and responsibilities of the post. The post-holder is required to work flexibly and to undertake such other duties as may be reasonably required.

KEY COMPETENCIES

• Planning and organisation: Establishes objectives and actions. Spends their time on the most important issues at hand. Puts trivial matters aside in order to focus on what’s most important. Able to quickly sense what will help or hinder accomplishing a goal; eliminates roadblocks or distractions; remains focused. Always aware of performance objectives and the most actionable opportunities to achieve them. Adapts priorities to changing circumstances.
• Influencing: Initiates and develops relationships with influential decision-makers at all levels. Capable of cultivating multiple points of contact within both internal Company and external customer environments. Communicates compellingly. Able to command others’ attention. Conveys credibility, trustworthiness and good judgement when making suggestions. Uses supporting data effectively when attempting to make an argument or convince others. Adapts efforts to influence others based on specific individual or audience issues, needs and perspective.
• Drive for results: Can be counted on to achieve goals; is consistently a top performer. Results oriented; steadfastly pushes self and motivates others for results. Never satisfied with performance that falls below expectations; demonstrates the ability to adapt behaviour to overcome obstacles needed to achieve expected results.
• Team Working: Developing and using collaborative relationships to facilitate the accomplishment of work goals. Key actions: seeks opportunities, clarifies the current situation, develops others; and own ideas, places higher priority on team or organisation goals than on own goals, facilitates agreement, uses effective interpersonal skills, shares information.
• Communication effectiveness: Able to communicate accurately, concisely and compellingly to a variety of audiences. Adapts communication methods based on situation. Clearly and concisely communicates using spoken or written communication. Presents with poise, authority and clarity to audiences of varying size and in various settings. Responds appropriately to questions, objections or challenges. Key actions: Organises the communication, maintains audience attention, adjusts to the audience, ensures understanding, adheres to accepted conventions, comprehends communication from others.
• Customer focus: Always acts with customers in mind. Dedicated to meeting the customers' expectations and requirements; acquires first-hand customer information and uses it for improvements in products and services; gains customer trust and respect by establishing and maintaining effective relationships; cultivates a customer-focused attitude among colleagues. Key actions: Seeks to understand customers, educates customers, builds collaborative relationships, takes action to meet customer needs and concerns, sets up customer feedback systems.
• Problem Solving and Analytical Thinking: Validates information, identifies discrepancies or inconsistencies in data and understands the limitations of available information. Able to discern meaningful patterns in data, using logic and reasoning to make fact-based judgements. Routinely measures progress and evaluates results. Approaches problems in a methodical manner. Weighs the costs, benefits, risks and changes for success in making a decision.
• Open to change: Maintains effectiveness when experiencing major changes in work tasks or the work environment; adjusts effectively to work within new work structures, processes, requirements or cultures. Key actions: Tries to understand changes, approaches change or newness positively, adjusts behaviour.
• Gaining Commitment: Using appropriate interpersonal styles and techniques to gain acceptance of ideas or plans or agreement to act, modifying one’s own behaviour to accommodate tasks, situations and individuals involved. Gains input and buy-in from customers to act. Key actions: Opens discussions effectively, clarifies the current situation, develops own and others' ideas, facilitates agreement, closes discussion with clear summaries, uses effective interpersonal skills.
• Self-Learning and continuous improvement: Learns quickly when facing new situations; a relentless and versatile learner. Is open to change; analyses both successes and failures for clues to improvement; enjoys the challenge of unfamiliar tasks. Committed to personal and professional development; self-directed in pursuit of resources that aid continuous, active learning. Key actions: targets learning needs, seeks learning activities, maximises learning, applies knowledge or skill, takes risks in learning.

Qualifications and Experience: Registered Nurse (current qualification) Band 5 with proven knowledge of leg ulcers, aetiology and treatment options. Desirable but not essential.

Skills: Ability to interpret and analyse sales data into strategic sales plans. Excellent influencing skills. Excellent interpersonal and communication skills. Excellent presentation skills; including the confidence to present to large groups in a face-to-face and virtual environment. IT literate. Adaptable and flexible approach.

Location: Shropshire, Black Country, Birmingham & Solihull areas.