Territory Manager, Airway

🕒 March 25

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Verathon

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 1984

⚕️ Healthcare Insurance

🧬 Biotechnology

Healthcare Insurance • Biotechnology • Medical Devices

Verathon is a medical technology company that specializes in airway management and bladder scanning solutions. They offer innovative products such as video laryngoscopes and single-use bronchoscopes, designed to improve patient care in various medical specialties including anesthesia, emergency medicine, and critical care. With a commitment to advancing healthcare practices, Verathon combines advanced technology with a focus on sustainability and social impact.

📋 Description

• Generate a high volume of sales activity including in-person prospecting, product evaluations, phone calls, proposal generation, customer presentations, and negotiations • Strategically manage a sales pipeline to maximize revenue opportunities and achieve revenue targets • Analyze pipeline coverage percentage and target, in-forecast hit rate, and pipeline deal profile • Ensure that pipeline supports achievement of monthly, quarterly, and annual goals • Adhere to established pipeline management processes, and adjust process as requested • Execute sales strategies and techniques to realize sales opportunities identified in the market • Understand the buying process for each account • Manage relationships with key customer stakeholders like Anaesthetists, ICU staff, Consultants, Clinical Nursing, C-suite Executives, Administration, and BioMed contacts • Understand needs, build rapport, and influence decision-making and strategy with customers • Deliver proposals and presentations to customers that include creative solutions to customer problems, effective benefit selling statements, economic solutions, and skillful demonstration of products • Utilize CRM (Salesforce.com) daily to record and update customer information, share product details, prepare quotes, update sales stages, maintain an accurate forecast, and close deals • Research market opportunities and engage in strategic business planning and execution to consistently achieve or exceed sales quota • Provide accurate and thorough sales reporting to leadership, including monthly forecasting • Adapt to shifts in market demands and strategies by continuously learning new industry and market information, as well as skills and techniques that lead to increased success

🎯 Requirements

• 4+ years of sales experience, with capital equipment, consumable sales, and selling into hospitals experience preferred • Anaesthesia, Respiratory, ICU, ED & Theatre Sales Experience Preferred • Documented record of achieving sales quotas and other related KPIs required • Bachelor’s degree or an equivalent combination of education and related experience • Track record of sales success including exceeding sales quotas, winning sales contests, and double-digit sales growth year-over-year • Proven ability to manage a long-term sales process preferred • Working knowledge of financial terms and their applications, including standard financial reports and business metrics • Ability to create clear and concise business communications that demonstrate deep understanding of the market and company products • Ability to synthesize and present product information in a very detailed, accurate, and comprehensive way • Able to handle rejection and manage time well, while maintaining motivation to continue pursuing new business • NSW Tender Process Experience Preferred • Strong computer skills and experience with common computer applications, such as MS Office, Excel and CRM (Salesforce.com) • Must have a valid driver’s license and a vehicle suitable to transporting our products and equipment which requires at least a mid-sized SUV or equivalent • Must be able to lift up to 25 kilograms and carry up to 12 kilograms • Must reside within 45 minutes of Sydney • Travel is required on a short notice basis so you should not have any impediments as there will be two 1-week trips overseas in your first three months

🏖️ Benefits

• Competitive auto allowance and petrol expense card • Superannuation fund contribution • Professional development programs • Internal promotions • Certification courses • Tuition reimbursement • Team appreciation events • Team building activities • Celebrations with a culture centered on employee engagement