Territory Manager - Full Line - Western Australia (Perth)

Job Description

Company Overview Verathon is a global medical device company focused on supporting customers by being their trusted partner, delivering high-quality products that endure over time and ensure clinical and economic utility. Two areas where Verathon has significantly impacted patient care, and become the market leader in each, are bladder volume measurement and airway management. The company’s BladderScan portable ultrasound and GlideScope video laryngoscopy & bronchoscopy systems effectively address unmet needs for healthcare providers and meaningfully raise the standard of care for patients. Verathon, a subsidiary of Roper Technologies, is headquartered in Bothell, Washington, USA and has international subsidiaries in Canada, Europe and Asia Pacific. For more information, please visit . Overview Verathon is looking for a Territory Manager, Full-Line, to become the newest member of our Sales Team located in Perth, WA. Responsibilities 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 Anaesthesia, ICU, 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. Qualifications 4+ years of sales experience, with capital equipment, consumable sales, and selling into hospitals experience preferred. Experience with Anaesthesia, Respiratory, ICU, ED & Theatre Preferred. Documented record of achieving sales quotas and other related KPI’s 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. WA Tender Process Experience Preferred. Learn and continuously improve on industry and product knowledge, selling skills. 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. 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. #J-18808-Ljbffr