Territory Manager, Central Region

Aerogen

The person in this role is responsible for enabling the commercial performance of our distribution partners by providing clinical support and training on Aerogen products to the products end users. The Territory Manager leverages their own deep knowledge of Aerogen products, services and processes to nurture the relationship with existing customers and follow up and develop new opportunities. The Territory Manager supports the distributor to deliver the pipeline of sales by communicating the value of Aerogen products to the customers to overcome the clinical and commercial barriers to achieve the changes required of the customer to adopt Aerogen, whilst forging strong working relationships with cross functional teams especially Sales, Marketing and Medical Affairs.

What are the key responsibilities?

• Develop and implement a territory plan driving Aerogen revenues through customer engagement (at all levels), territory management and effective collaboration with Aerogen OEM and distributor partners;
• Delivery of high quality territory action plan following Aerogen commercial excellence framework including:
• Key account performance based on account potential and ensure execution against these accounts
• Reporting of weekly activities using the CRM tool
• Leverage of omnichannel customer tools to drive / reinforce access
• Leverage of global marketing campaigns
• Sales support including training, support for distributor and OEM partners
• Work with distributors partners within the region to align on strategic direction
• Collaborate with distributors partners to align on focus for growth
• Drive utilization of Aerogen s sales excellence and learning management tools with distributors partners
• Ensure strong customer engagement including systematic KOL engagement and close liaison with Medical Affairs in key accounts as required
• Partner with Aerogen s Marketing team on the launch of new products
• Conduct, in partnership with the distributor, peer to peer and promotion events in their assigned territory.
• Ensure strong engagement within the territory governmental sectors main KOLs responsible for major tender procurements such as Ministry of health.
• Build an access to main reimbursement authority within his territory including main insurance company to enhance products being approved and covered under insurance umbrella.
• May participate in partners QBR meetings.

What key skills will make you great at the role?/strong>

• A challenger who understands well the customer s business and uses that understanding to push the customer s thinking and teach them something new about how they can compete more effectively
• A results-oriented individual who can assess the medium and long term impact of the solutions they propose
• An innovator who is not afraid to try new approaches
• A team player who constructively partners with others to achieve goals
• Good understanding of financial drivers and ability to influence the financial customers
• Strong clinical acumen
• Strong learning application
• A learning partner who understands the company and knows the product and can effectively share their knowledge and enthusiasm with a new colleague
• A relationship builder who can effectively work cross functionally
• High energy and self-driven to achieve targets
• Strong territory management skills and proven ability to drive multiple opportunities Excellent organizational and communication skills
• Ability to manage a complex sales process that has clinical and financial customers
• Proficiency in use of desktop software applications, such as MS office, LMS and CRM
• Ability to travel extensively domestically (approximately 80% of time) and internationally as require