Territory Manager, Airway

This is a fully remote position, open to applicants in Australia.

📋 Description

• Drive a significant volume of sales activities, which includes face-to-face prospecting, product evaluations, phone communications, proposal creation, customer presentations, and negotiations.

• Strategically oversee a sales pipeline to optimize revenue opportunities and meet revenue goals.

• Evaluate pipeline coverage percentages and targets, in-forecast hit rates, and deal profiles within the pipeline.

• Ensure that the pipeline contributes to the fulfillment of monthly, quarterly, and yearly objectives.

• Follow established pipeline management processes and make adjustments as necessary.

• Implement sales strategies and techniques to capitalize on sales opportunities identified in the market.

• Comprehend the purchasing process for each account.

• Cultivate relationships with key customer stakeholders, including Anaesthetists, ICU personnel, Consultants, Clinical Nursing staff, C-suite Executives, Administration, and BioMed contacts.

• Recognize needs, foster rapport, and influence customer decision-making and strategies.

• Present proposals and conduct presentations to customers that offer innovative solutions to their challenges, effective benefit selling statements, economic solutions, and skillful product demonstrations.

• Utilize CRM (Salesforce.com) on a daily basis to document and update customer information, share product details, prepare quotes, update sales stages, maintain an accurate forecast, and finalize deals.

• Investigate market opportunities and engage in strategic business planning and execution to consistently meet or surpass sales quotas.

• Provide detailed and accurate sales reporting to leadership, including monthly forecasts.

• Adapt to changes in market demands and strategies by continually acquiring new industry and market knowledge, as well as skills and techniques that contribute to increased success.

⛳️ Requirements

• A minimum of 4 years of sales experience, preferably in capital equipment and consumable sales within hospital settings.

• Preferred experience in Anaesthesia, Respiratory, ICU, ED, and Theatre sales.

• A documented history of achieving sales quotas and other related KPIs is essential.

• A Bachelor’s degree or an equivalent combination of education and experience is required.

• Proven track record of sales success, including exceeding sales quotas, winning sales contests, and achieving double-digit sales growth year over year.

• Demonstrated ability to manage a long-term sales process is preferred.

• Familiarity with financial terminology and its applications, including standard financial reports and business metrics.

• Capability to create clear and concise business communications that exhibit a profound understanding of the market and company products.

• Ability to synthesize and present product information in a detailed, accurate, and comprehensive manner.

• Capable of handling rejection and managing time effectively while maintaining motivation to pursue new business opportunities.

• Preferred experience with the NSW Tender Process.

• Strong computer skills and proficiency with common applications, such as MS Office, Excel, and CRM (Salesforce.com).

• A valid driver’s license and a vehicle suitable for transporting our products and equipment, requiring at least a mid-sized SUV or equivalent.

• Must be capable of lifting up to 25 kilograms and carrying up to 12 kilograms.

• Residence must be within 45 minutes of Sydney.

• Travel may be required on short notice, so flexibility is essential, including two one-week trips overseas during the first three months.

🏝️ Benefits

• Competitive auto allowance and petrol expense card.

• Superannuation fund contributions.

• Opportunities for professional development programs.

• Internal promotion prospects.

• Access to certification courses.

• Tuition reimbursement options.

• Team appreciation events.

• Team building activities.

• Celebrations that promote a culture focused on employee engagement.