Territory Manager

• 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
• #J-18808-Ljbffr