Medtronic Clinical Territory Manager - Renal Care Solutions in North Ryde, Australia
Clinical Territory Manager - Renal Care Solutions
North Ryde, New South Wales, Australia
May 15, 2017
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
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 Salesforce.com.
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.
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 salesforce.com (SFDC)
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)
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
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
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