Territory Manager (IVD) - Leinster

Our client is a specialised, value-adding distributor, supplying essential products and services to the Healthcare, Pharma, Life Sciences and Food Sectors across Ireland and the U.K.

They focus on two key areas,Laboratory SciencesandMedical Devices. The Laboratory Sciences Division provides specialised quality control/assurance and testing modalities to the Clinical Pathology, Pharma, Life Sciences, Food and Dairy sectors. The Medical Division provides innovative medical devices and services to the Acute Hospital, Community Care and Blood Technology sectors.

The Territory Manager (IVD) role is a field-based commercial position with responsibility for the Leinster business of our clients Clinical Pathology portfolio. The main purpose of the role is to deliver on their short, medium and long-term business objectives for the Irish business. The Territory Manager is central to their ambitions in driving business expansion into new markets while at all times ensuring that the highest level of integrity is maintained across all business activities and undertakings. The role will involve a considerable level of engagement with internal and external customers and suppliers. Ultimately the Territory Manager is responsible for ensuring that all goals & operational targets for the territory entity are achieved to optimise performance, drive growth, and deliver on our purpose for customers and suppliers.

There are strong ambitions to grow the Clinical Pathology space, specifically the segments of haematology, blood transfusion, microbiology and point of care.

Role/Responsibilities:

• Prioritise, plan, and execute sales activities to deliver outstanding business results. This includes actively prospecting new business leads and optimal management of existing accounts.
• New business development - researching and targeting potential new customers via cold calling/web-based prospecting.
• Effective management of existing accounts by maintaining excellent customer relationships, adding value and seeking opportunities for further portfolio usage.
• Expertly demonstrate and present our clients products in a highly impactful manner ensuring customers fully appreciate the value of the portfolio.
• Works closely with the Director of Sales to establish & review sales & business activity targets. Conduct regular forecasts to ensure targets are achieved in line with the company objectives.
• Develop well-thought-out account & territory business plans in line with company strategy. Regularly reviews progress against those plans adjusting tactics as required to deliver outstanding results.
• Develops a complete and thorough understanding of the relevant portfolios, product value propositions, customer sectors and market dynamics sufficient to enable effective identification of new business opportunities.
• Ensures that agreed revenue and margin targets are achieved.
• Delivers an outstanding level of customer service and responds to all sales/ support enquiries in a timely and thorough manner.
• Provide front-line technical support for existing customers and works closely with our customer service and technical teams to exceed customer expectations.
• Ensures that all stages in the sales process including all relevant customer/account/quotation details are recorded in our clients CRM tool.
• Work cross-functionally with other teams to ensure the best result for the customer namely, Marketing, Technical Operations, Finance, Quality and Sales Order Processing.
• Creates and maintains effective working relationships with our internal and external suppliers and works with them to resolve any customer issues.
• Liaises with the SOP/Technical Operations teams to ensure smooth turnaround of capital sales and installations (IQ/OQ).
• Attends exhibitions, trade shows & internal or external training workshops as required.
• Adheres to all company policies & procedures.
• Work to execute the Irish business strategy and operational plans to meet the short, medium- and long-term goals of the company.
• Continually drive business development & expansion into new markets ensuring sufficient development of current and new suppliers.
• Champions effective processes and ensures that the CRM is utilised optimally as a customer management and business effectiveness tool.
• Responsible for accurate, timely sales forecasting & reporting for the territory to enable accurate financial and demand planning.
• Participates in supplier management programs to optimise performance & identify key areas for strategic growth.

• Educated to at least Degree level, desirable to have qualifications in clinical science or Biology.
• Minimum 1-2 years’ experience selling in the Clinical Pathology sector.
• Significant demonstrable knowledge in the field of Sales within the Clinical Pathology markets including private and public laboratories operating to ISO 15189 standard.
• Extensive knowledge of working with HSE Pathology Networks and Managed Service Contract providers.
• Possesses inspiring sales skills with significant experience in meeting and exceeding sales target expectations.
• Proven track record of working as part of a team to deliver on National Level Business Development initiatives.
• Proven track record of involvement in Sales & Marketing strategy in Clinical Pathology, in particular HSE and private hospital markets.
• Lengthy experience and in-depth working knowledge of the Clinical Pathology sector and of the relevant guidelines (e.g., ISO15189) within the Clinical Pathology sector.
• Extensive experience in the Clinical Pathology Diagnostics Market in addition to the Clinical Pathology QC market would be an advantage.
• Express a strong desire to work with a team of like-minded commercially driven colleagues to grow our business.
• Understand distributor-led led operating business an advantage.
• Excellent communication skills: Strong written and spoken communication skills that enable clear, concise but complete information sharing. Ability to present information in a structured manner anticipating what will be required. Excellent communicator at all levels within a corporate environment and possesses the necessary gravitas and credibility associated with the role.
• Very numerate & comfortable in producing, interpreting, and presenting data-driven reports.
• Technologically competent - can use standard applications (CRM (such as Salesforce), Excel etc) to obtain, process and produce insightful information.
• Very strong commercial acumen. Demonstrated by the experience of reporting to senior management who have strong P&L / PLC understanding.
• A drive for working in a team tasked with business development success at the country level.