Posted 4 days ago
Description
Territory Manager
Werfen Perth, Western Australia, Australia
Werfen is a global leader in in‑vitro diagnostics (IVD) in the specialties of Haemostasis, Acute Care, Autoimmunity, Transfusion, and Transplant. Our core business is dedicated to R&D, manufacturing and distribution of diagnostic systems for hospitals and clinical laboratories. We operate directly in over 30 countries and in more than 100 territories through distributors.
Summary
Enjoy a world‑class company culture, coupled with world‑leading technology, and a unique opportunity to join a fast‑growing team.
The Role
- Title: Territory Manager
- Working Location: Perth (Flexible - Work From Home)
- Territory: Western Australia & South Australia
- Training: Virtual, Local and Global Training and Skills Development
In this role you will
- Achieve annual sales objectives
- Prepare accurate sales and pipeline forecasts
- Prepare accurate and effective quotations, proposals, and business cases
- Prepare an annual territory plan aligned with the marketing strategy and territory priorities
- Prepare and deliver effective product solution presentations to customers
- Prepare and deliver detailed partnership / business review meetings with customers
- Maintain all information pertaining to customer data via CRM and SAP
- Plan, coordinate and action effective, valuable and meaningful customer visits with new and existing contacts, at prospective and existing customer accounts via utilisation of value‑selling and strategic‑selling tools.
- Analyse existing and prospective customer requirements and promote the value of Werfen solutions to secure new business
- Initiate and develop meaningful relationships with contacts at existing and prospective customers to uncover future opportunities and build a strong long‑term pipeline
- Initiate, lead, manage and coordinate project team(s) (includes marketing, applications, IT, leadership, technical service) for all major opportunities and post‑sales projects within assigned territory to ensure end‑to‑end value generation for customers
- Manage sales and service contract lifecycles in existing customer accounts to maintain base business
- Achieve and maintain a high level of competency in knowledge and positioning of Werfen products and services, and achieve similar competency with competitive systems
You will also be involved in
- Understanding customer laboratory workflows to identify and propose opportunities for automation improvements with Werfen solutions.
- Assist marketing with analysis of local market needs as directed.
- Work together with marketing on preparation of and participation in user group meetings/scientific symposia.
- Understanding the performance and advantages of Werfen’s solutions. Understanding technical aspects of Werfen and competitive solutions.
You should have education & experience in
- Tertiary qualifications or equivalent experience in Science or Business
- Minimum three years sales experience in IVD/Pathology/Scientific industry
- Prior experience in sales of capital equipment
- Demonstrated proficiency in the utilisation of CRM program(s) or equivalent
- Demonstrated proficiency in MS Office 365 Products
- Demonstrated proficiency in written and verbal communication
We’re looking for someone with skills & capabilities that show
- Exceptional account management capabilities with customer experience front of mind
- Persistent and tenacious business development attributes always driving for growth
- Capable of leading conversations and working through complex issues effectively
- Collaboration with team members to prioritise customer issues
- Capable of leading and project managing long‑term opportunities with a dedicated team
- Capable of demonstrating value and following strategies over a long period
- Dynamic & positive attitude, capable of finding a solution and a successful outcome
Seniority level
- Associate
Employment type
- Full‑time
Job function
- Sales and Business Development
- Medical Equipment Manufacturing and Hospitals and Health Care
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