Medtronic Clinical Territory Manager - Renal Care Solutions in North Ryde, Australia

Clinical Territory Manager - Renal Care Solutions


North Ryde, New South Wales, Australia

Requisition #:


Post Date:

May 15, 2017

Main Purpose:

  • Build and maintain strong relationships with all clinical stakeholders. Act as Medtronic’s primary liaison and be the preferred partner/consultant for patient care.

  • Promote and sell Medtronic’s products, features and benefits

  • Achieve sales revenue targets for a specified territory, by promoting defined Medtronic products to key specialists and technical staff

  • Create and drive territory business plans – identify and prioritise business opportunities, execute and drive execution externally and internally across different Functions and Business Units

  • Understand the clinical and service needs of customers and provide highest level of clinical service and technical support to customers while seeking out efficiency

  • Demonstrate expertise with key customers, troubleshoot difficult accounts

  • To ensure that the Company’s agreed quality standards (including ISO13485) are maintained with regard to its products, procedures, policies, operations and customer contact

Key Accountabilities:

  • Proactively drive current future tenders/agreements/rebates affecting the territory and MDT internal processes departments involved

  • Encourage a team environment by providing support in other territories as needed and acting as a peer advisor to less experienced team members

  • Participate in tech services support activities

  • Practice professional and effective clinical territory management in specified accounts and territory in terms of building and maintaining relationships, clinical selling and service, organisation, administration and expense planning / control and reporting

  • Collaborate with the Business and Product Managers to create and execute on business plans

  • Access the key influencers and key hospital stakeholders and leverage relationships with clinical stakeholders to identify opportunities and execute on account strategies

  • Achieve sales targets through effective sales and service strategies

  • Pro-actively manage and execute clinical service requirements across territories

  • Support sales activities by delivering technical training to customers and senior professionals

  • Feedback information regarding commercial opportunities and commercial intelligence to the RCS team. Utilise

  • Ensure the highest level of clinical and technical knowledge is attained and maintained

  • Support any clinical study activities

  • Consistently set and meet performance goals

  • Monitor field inventory effectively to ensure appropriate levels of inventory in each location relative to demand

  • Complete cycle counts of all required field locations on time and follow up on any missing stock

  • Retrieve all expiring product from field locations and return to the warehouse prior to expiry

  • Observe all health and safety policies and procedures and take all reasonable care that actions or omissions do not impact on the health and safety of others.

  • Work within and actively promote Medtronic’s Mission, corporate strategies, policies, procedures and Code of Conduct.

  • Comply with Medtronic’s Finance and Legal policies and procedures, respond to both Internal and External Audit enquiries in a timely manner, and ensure follow-up on Action Items to address Audit recommendations.


  • Customer focussed:

  • Able to build credible relationships with all clinical stakeholders within a hospital

  • Able to work across varied territories and engage in diverse customer interaction

  • Technical and Clinical expert:

  • Has or ability to have an excellent level of clinical and technical renal knowledge

  • Can consult with an unbiased patient focus based on evidence and clinical data

  • Able to convey complex technical and clinical information succinctly to different audiences

  • Passion for clinical sales:Strong ability to succinctly document a business plan, conduct account planning analysis and opportunity assessmentsStrong ability to cultivate relationships with cliniciansStrong understanding of the customer value propositionEmbraces sales skills, systems and processes including (SFDC)

  • Team Player:

  • Acts as a peer advisor/coach to others

  • Communicates and cooperates effectively in a team

  • Follows team approach to win business

  • Able to set and reset priorities based on team and business needsEnthusiastic, self-motivated and positiveDemonstrates a strong awareness of others (Emotional Intelligence)

  • Communication:

  • Excellent communication and interpersonal skills

  • Excellent verbal communicator and presenter

  • Able to communicate with ease at different levels of hierarchyExcellent ability to develop relationships and communicate concepts with key clinicians

  • Self-motivation:

  • Enthusiastic, self-motivated and positive

  • Willingness to master both clinical/technical and business/sales aspects

  • Self-directed and proactive

  • Assertive, confident, yet flexible

  • Resilient and persistent

  • Seeks feedback and works on development

  • Organisation:

  • Good time manager

  • Well organised, able to set and reset priorities

Experience and Knowledge:

  • 3-5 years of clinical sales experience in the healthcare industry

  • Comprehensive clinical and technical knowledge including clinical papers. Asks skillful questions.

  • Comprehensive knowledge of account planning, territory management and forecasting

  • Adoption of consultative selling strategies: excellence in planning, execution and evaluation of sales calls

  • Advanced negotiation skills: works to facilitate negotiations which involve other Medtronic businesses

  • Strong clinical and business relationships with customers

  • Advanced understanding of internal workings of hospital departments e.g. purchasing, consignment, clinics, and key influencers

  • Computer literacy including sound knowledge of the MS Office suite of software.

  • Proven evidence of Medtronic Traits:

  • Mission Values : Consciously works to bring the Mission alive

  • External Focus : Customer responsive, competitive and market driven, leads and supports Change

  • Clear Thinking : Translates complexity into simplicity, articulates crisply and clearly

  • Driven to Win : Passionate and driven, makes tough decisions in difficult situations

  • Inspires Others : Authentic and sets a vision to inspire performance and engage others

  • Executes : Takes accountability for and consistently delivers consistent decisions, actions and results

  • Boundaryless : Breaks down silos, collaborates across organisational boundaries

  • Global : Culturally agile, strives to understand diverse market needs and responds with creative and effective solutions

  • Integrity and Compliance : Practice the highest ethical standards and integrity in every aspect of my job

  • Sound working knowledge of WHS (Workplace Health Safety) / Risk Management / Workers Compensation legislation and Principles.

  • An understanding of the codes under which I operate, for example

  • Medtronic’s Business Conduct Standards, Code of Conduct and Anti-Corruption Policy

  • The MTAA Code,

  • The TGA Advertising regulations.

  • Sound working knowledge of EEO and anti-discrimination legislation and principles

  • Sound working knowledge of OHS / Risk Management / Workers Compensation legislation and Principles.


  • Bachelor degree/Tertiary qualifications in nursing, general science, business degree or similar. Post Grad qualifications highly regarded.

  • Renal care experience (in either/or a chronic or acute setting) highly regarded