Territory Manager Central

3 days ago

Kuala Lumpur, Malaysia Zimmer Biomet Full time

-Requisition Number
APAC04941
Employment Type
Full-time
Location
KualaLumpur, Central (Malaysia)

**Job Summary**:
The primary objective of the Territory Manager is to ensure attainment of sales objectives by maximizing the effectiveness and productivity of Sales Representatives.

The Territory Manager is responsible for overseeing the implementation of the assigned cluster sales strategy through the provision of leadership and direction to the Sales team, ensuring that they have the necessary resources and skills to impact surgeons’ use of Zimmer Biomet products. This responsibility involves a significant amount of time spent coaching and developing individuals through regularly scheduled field visits & other coaching activities, as well as ensuring that Sales Representatives are appropriately trained in the technical and interpersonal aspects of their role.

With accountability to maximize market potential within an assigned geography, the Territory Manager will have the responsibility to set performance goals for Sales Representatives and to monitor performance on a regular basis and act as a liaison point between the Sales Representatives and the various internal departments (e.g., Marketing, Finance, Operations) whose work impacts or is impacted by field activities.

**Principal Duties and Responsibilities**:
Sales Management
- Analyse month end sales results and review reports to detect sales, market share and activity trends for Sales team, Sales Manager & Product Manager.
- Share month end sales and customer reports to appropriate team members.
- Liaise with key customers, Customer Service Department and Sales Representatives to ensure superior customer service.
- Identification of business opportunities through analysis of customers and trends within the area and communicate information to Sales Representatives and Sales & Marketing Manager.
- Partner with peer managers to uncover business opportunities and plan team sales initiatives.
- Work with Sales Representatives to design specific solutions for customers that follow corporate policy and the marketing plan.
- Liaises with internal departments (Sales, Product & Marketing) to secure necessary resources and acquire information needed by Sales Representatives to maximise their performance and contribution (e.g. Marketing materials, clinical information etc.).
- Attend the appropriate product training sessions, to keep abreast of current practices.

People Management
- Co-ordinate and direct sales team to achieve annual sales targets, team targets and individual territory targets.
- Regularly coach and appraise performance of Sales Representatives to achieve maximum performance.
- Monitor performance objectives on a regular and timely basis in accordance with agreed time-frame.
- Coach and motivate all Sales Representatives as necessary to meet business objectives.
- Identify sub-par performance and invest the appropriate amount of time and energy to improve behavior.
- Recruit, induct, train and coach new Sales Representatives in order to achieve maximum performance within a short time frame.
- Establish alignment of Sales Representatives’ annual Goals & Objectives agreed time frame and track achievement of Goals & Objectives on a quarterly basis
- Discuss and establish Sales Representative’s Individual Development Plan (IDP) on The Circle at the beginning of each year and align on focused development / training interventions to support IDP
- Maintain up-to-date knowledge on training programs and resources available to Sales Representatives [i.e. internal training or coaching] and follow through to ensure training needs are met in accordance with Sales Representative’s Individual Plan.

Administration
- Completion of reports as required by Area Sales Manager or others at the regional level i.e. expense reports.
- Meeting / event coordination - provide guidelines and monitor external meetings / events (e.g. trade displays)
- Ensure compliance with Zimmer Biomet policies and procedures, as well as industry regulations
- Follows up with Sales Representatives to ensure administrative work and reporting is attended to in accordance with agreed goals and timelines.

**_This is not an exhaustive list of duties or functions and may not necessarily comprise all of the "essential functions"._**

**Expected Areas of Competence**:

- Customer focus
- Industry know how
- Driving results
- Managing processes and projects
- Leading with vision
- Strategic thinking
- Cross boundary teamwork
- Interpersonal / Intercultural Impact
- Continuous learning
- Recruiting / Succession planning
- Continuous feedback and people development
- Team leadership

**Education/Experience Requirements**:

- Diploma/Degree in Life Sciences/ Science
- At least 5 years Medical Devices (Orthopaedic) sales and/ or sales management experience.
- Demonstrated experience in managing a sales team within the medical industry
- Experience in analyzing sales data and interpreting tren

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