The posting
The Territory Manager’s responsibility is to actively manage the sales territory, key customer relationships and activities, support marketing activities, identify customer trends and opportunities, to achieve/ exceed territory sales targets. The role will focus primarily on designated specialties (ie: Rheumatology) in the sales territory, with a corresponding secondary aligned pharmacy channel focus to support the sales of the product.
Key Responsibilities
Strategic Territory Planning and Management
- Engage with HCP’S, Clinical Nurses, and Nurse practitioners in Key Hospitals through face-to-face appointments, Department and MDT meetings, to provide disease and product education / awareness
- Develop annual strategic territory action plan and strategy for assigned products, revised quarterly
- Identify and engage with KOL’s to achieve advocacy
- Secondary focus on pharmacy channel and support to ensure sales success
- Follow through on customer commitments and requests promptly
- Meet or exceed agreed reach and frequency targets with key HCPs
- Monitor key financial areas including the recording of monthly sales and expenditure
- Maintain knowledge and understanding of therapy area to transfer into reasonable strategies and support future activities
- Use strong technical knowledge and sales skills to build confidence in brand and Link
- Attend relevant trade events nationally and on territory
- Attend local and international congress to support Link business where applicable
Data Analytics, Budget Control, Forecasting and Reporting
- Meet/ exceed sales and growth targets and deliver budgeted revenue
- Forecast sales with management and track against target by sales territory and report as required
- Operate within the allocated expense budget for the assigned territory, actively track spend and report actual expenditure vs budget
- Analyse and interpret key data to identify market trends, exceptions and correlations in collaboration with management
Customer Relationship Management (CRM)
- Establish rapport and professional relationships with relevant customers on territory
- Maintain field activity for reach and frequency targets
- Report customer activity in the Veeva CRM system in a timely manner and maintain accurate customer profiling as required
- Profiling and segmentation via CRM
- Create pre-call plans and post call objectives in CRM system
Team Collaboration
- Work in a cross functional team to achieve shared goals
- Collaborate with commercial team to for events, meetings, communications, presentations and reports
- Engage with colleagues and manager to share knowledge, market intelligence and best practises
- Collaborate effectively with Link staff to facilitate open and honest communication
- Contribute to strong cross functional relationships, specifically; Finance, Customer Service, Regulatory, Quality, Medical and Distribution to support the execution of set objectives.
Knowledge and Compliance
- Maintain a current and comprehensive knowledge of relevant Link, Medicines Australia Code of Conduct, competitors and general products
- Attend industry conferences of relevant therapeutic areas to expand knowledge and communicate key findings to greater team
- Understand the issues affecting HCPs prescribing Link products and patients who use them, to improve HCP interactions
- Promptly notify all adverse reactions for Link’s products as per mandatory pharmaco-vigilance procedures
- Maintain up-to-date knowledge of industry trends, regulations, current publications and clinical data through formal and self-directed learning to remain knowledgeable on disease state and market
- Maintain up-to-date knowledge of Link’s standard operating procedures and policies and ensure compliance at all times
- Contribute to a Quality-focused mindset; Quality is everyone’s responsibility.
- Ensure every team member has the opportunity to work in a safe and health work environment.
- Carry out your duties in adherence to GXP regulations
- Ensure your Company related activities comply with relevant Acts, legal demands and ethical standards
Administration
- Complete required admin within designated timeframes (e.g. monthly reports, expenses, call reporting)
- Ensure filing and documentation is up-to-date and compliant with standard processes and formats
- Participate in internal meetings as needed
- Communicate with staff and management effectively and professionally using proper channels
Requirements
- Tertiary qualification in science, health or business fields
- Completion of Medicines Australia Continuing Education Program
- Demonstrated stakeholder engagement and relationship building skills
- A proven record in business planning with demonstratable sales success
- Demonstrated local experience as a Hospital Specialist Representative/Key Account Manager with specialty medicines focus.
- Highly organised with an ability to self-motivate and work autonomously
- Current driver’s license and reliable vehicle
