Territory Manager

1 week ago

Petaling Jaya, Selangor, Malaysia Applied Medical - AUNZ Full time

About Applied Medical

Applied Medical is a new generation medical device company with a strong global reputation in healthcare. Our proven commitment to innovation has fueled our rapid business growth and expansion for more than 35 years, with a vertically integrated business model enabling our team members to develop technologies that enhance clinical care. We believe in the power of working together to make a meaningful and positive difference and have curated an environment where team members of diverse backgrounds are valued, challenged, and acknowledged. Our dedication to delivering the highest quality products combined with our unique business model allows team members the ability to truly partner with hospital accounts and contribute in a larger capacity than is possible in most sales positions.

This is a tremendous opportunity for individuals who appreciate working on a highly interactive, engaged, and supportive surgical sales team. Applied Medical is a proven provider of opportunities for invested, talented performers in both rapid sales growth and upward promotion.

Job Purpose

This exciting role places you within an established and collaborative sales team focused on selling minimally invasive surgical devices designed for use in operating rooms, where you will arrange appointments with surgeons, nurse managers, and procurement in various hospitals and clinics to implement the use of our products. Our portfolio covers a wide range of surgical specialties, including General, Colorectal, Gynecologic, Obstetrics, Urology, Upper GI, ENT, and Breast.

Following our industry-leading, comprehensive onboarding program, you'll be well-equipped to engage in peer-level conversations with surgeons and nurses in the operating theater, offering effective clinical solutions for a variety of surgical specialties in both public and private operating theatres. This will enable you to apply strategic selling skills and clinical knowledge when engaging with specialists and other key stakeholders within the hospital setting, quickly establishing rapport, credibility, and long-term professional relationships that benefit our customers and align with Applied Medical's company values and mission.

Place in the Organization

The Territory Manager works on the local sales team and reports to the Director Field Implementation.

Key ResponsibilitiesAcquisition & Relation Management
  • Managing full breadth of Applied Medical products within own territory.
  • Arranging appointments with healthcare professionals (HCPs) and other stakeholders, attending pre-arranged appointments, presentations, and regular 'cold' calling in operating theatre, hospitals, and clinics.
  • Keeping up with the latest clinical data supplied by the company, interpreting and discussing this information with HCPs during presentations and appointments to offer effective and high-quality clinical solutions.
  • Attending case support to implement the use of Applied Medical products.
  • Organizing clinical activities for HCPs, representing Applied Medical at society and third-party workshops and conferences.
  • Availability to attend case support/workshops/conferences on weekends or non-office hours as and when required.
  • Building and maintaining positive working relationships with medical staff, supporting administration staff, and other stakeholders, providing the highest level of support and service to all accounts in collaboration with other Applied Medical team members.
Managing Contracts/Tenders
  • Work closely together with the management and Customer Service team on price quotations, pricing, orders samples, and customer issues.
  • Keep track of monthly usage by customers, monthly sales forecasting, and monthly sales updates.
  • Communicating price setting and working on contract/tender agreements with new prospects according to the set framework.
  • Meet or exceed targets as established by product segment, with a consultative sales.
  • Execute business review processes.
  • Regularly attending company meetings, product trainings, presentations, and briefings.
Field Research & Implementing Strategy
  • Launching new products and surgical procedures in the market.
  • Implementing sales strategy, anticipating potential, negative and positive impacts on the business, and adapting plans in collaboration with other Applied Medical team members.
  • Monitoring competitor activity and competitors' products.
  • Keeping informed about the new developments and activities of health services within own territory.
  • Work with your manager to plan how to approach contacts and creating effective business plans for making sales in a particular area.
  • Understand and comply with safety rules and company policies.
Knowledge & Technical Skills Required
  • Minimal degree Level.
  • Minimal 3 years surgical device sales experience with proven track record in negotiating and closing sales.
  • Experience in operating theatre, preferably in colorectal, general, bariatric, urologic and/or gynecological surgery.
  • Familiarity and good understanding of Malaysia healthcare system and market.
  • Strong clinical and technical skills.
  • Excellent verbal and written communication skills, Malay and English.
  • Strong analytical and interpersonal skills, with a commitment to continuous learning and self-improvement.
  • Computer literacy.
  • Ability to work independently and in a team environment.
  • Proficiency in problem solving and adapting to situations in constant flux.
  • Strong commitment to delivering high-quality work and upholding Applied Medical's values.
Personal Skills/CompetencesRelationship Building
  • Builds and maintains effective networks that add value in achieving work-related goals.
  • Skilled in building rapport with a wide variety of individuals.
  • Builds relationships based on Applied Medical's brand, business model, and philosophy.
  • Understand the balance between taking time to build rapport and achieving objectives set.
  • Works effectively and collaboratively within the team environment.
Organization & Reporting
  • Detail-oriented and maintains well-organized materials, files, system, paperwork, and reports.
  • Plans and prioritizes sales activities.
  • Make sure that all parts of projects are completed competently, within deadlines, including follow-up plans.
Result Focused
  • Have a result-oriented mindset.
  • Measures their own performance and seeks feedback for self-development and improvement.
  • Demonstrates resilience and a strong sense of motivation/urgency.
  • Recognizes and acts on opportunities.
  • Adaptable, maintains a flexible approach to meet goals.
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