Senior Territory Sales Manager, Medical, South Africa

Why Ansell?

Ansell is a leading global provider of protection solutions. We design, develop, and manufacture a wide range of products that meet the ever-changing needs of our markets and industries. Protection is our primary concern, as millions of people around the world depend on Ansell in their professional and personal lives.

Discover more about our company, our team, and our values by visiting us at https://www.ansell.com

GENERAL SUMMARY OF POSITION

The Senior Territory Sales Manager is responsible for achieving or exceeding targeted sales of Ansell products within the assigned territory and vertical in line with the Ansell strategy. They work through distributors and end users by facilitating the development of promotional programs and assist in training of distributors’ sales force as well as promoting the Ansell brands, services and programs at end-user level. They have an overall objective to maximize conversions to the Ansell range and maintain recurrent business whilst creating a value sell proposition through end user loyalty.

RESPONSIBILITIES 
 

• Directly asses, analyse, prioritise, plan and execute Ansell’s end-user business within the designated territory in order to achieve defined revenue and share of objectives

• Formulate sales and conversion plans and objectives on a monthly basis and carry them out within the territory and the vertical. Interact with/coach peers to enhance vertical knowledge and sales efficiency

• Build and maintain effective stakeholder relationships and profile at site, regional decision-making levels and with internal stakeholders and colleagues. Network effectively at local territory trade show, exhibition, industry forums and reseller networks

• Identify and prioritise new business and business growth opportunities

• Lead and follow up on government and private healthcare tenders, ensuring timely submission, clarification and commercial follow-up throughout the tender process.

• Spend approximately 80%25 of working time in the field, visiting government and private hospitals, healthcare institutions, distributors and key customers to develop opportunities, strengthen relationships, follow up on tenders, and drive sales growth.

• Conduct a continuous account profile with the Sales Leaders and key end-users from which appropriate market strategies can be developed. Record all relevant data in the CRM system.

• Monitor performance of and liaise with distributors to maximize profile with the distributor/end-user networks in conjunction with the Distribution Manager

• Direct sales activities through distributors ensuring effective coverage in geographical areas and key trade segments. Plan effective joint end-user engagement strategies with Distribution Manager and distributor teams to ensure risks to business loss are averted and distributor growth is achieved

• Conduct regular sales meetings with distributors and end users to keep them informed of new developments in strategy, products and policies. Advise them of the company’s marketing and sales programs, and ensure that programs are followed up in the field · Achieve profit objectives through the control of pricing and his/her own expense

• Prepare all relevant sales plans, budgets, reports and forecasts and ensure that they are presented in a timely manner to line manager and other concerned departments

• Ensure accuracy and detail of data captured within the defined CRM (E-sales/Salesforce etc.)

• Work closely with customer service, monitor trade expenditure and reporting of customer complaints information via the Quality department

• Ensure that all sales business is conducted within relevant legislation, defined trading terms and in accordance with company policy and ethical standard

• Monitor competitor activities in the market and in distribution channels. Develop appropriate strategies to deal with the situation in conjunction with sales leaders

• Achieve the personal development plans set for him/her

• Assist in special projects as directed by management

• Recommend changes in terms of trade agreements, pricing, discount policies, credit arrangements, and conditions of sale to capture changing market needs

• Conducts business intelligence hunting, summarizing & sharing of key market information/trends on new projects and competitor activities/initiatives through multiple sources.

• Supervise and train distributors’ staff in Ansell specific knowledge and procedures.

• Assist in setting the strategic direction of the vertical they are responsible for working in together with the Vertical Consultant

• Supporting and guiding new Territory Sales Managers as required

• Ensure that all sales business is conducted within relevant legislation, defined trading terms and in accordance with company policy and ethical standards

• Monitor competitor activities in the market and in distribution channels. Develop appropriate strategies to deal with the situation in conjunction with sales leaders

   

KEY POSITION REQUIREMENTS

Education

• Preferably bachelor’s degree in business, or related field

Experience

• Minimum 4 years of sales experience, principally in B2B environments

• Demonstrated selling/channel experience in the industry

• Demonstrated experience in consultative selling-like methodologies/approaches

• Knowledge of distribution networks, practical experience in distribution and dealership management

Knowledge and Skills

• Existing industry, end-user, reseller network knowledge

• Sound analytical skills in gathering data from multiple sources, eliciting key interpretive outcomes and support strategy setting

• Budget & reporting skills – monitoring, reporting, defining key issues and corrective strategies

• Experience in supporting/coaching colleagues

   

• Understanding of and ability to use a CRM system

• Persuasive & engaging communicator, both in written & verbal forms; negotiation skills

• Ability to positively promote the Company's image at all times

   

• Self-starter & strongly self-disciplined regarding business processes/procedures

• Effective team player in partnering with others who may not be part of same team

• Solution-oriented approach to problem solving

Languages

• Fluency in English is required, spoken and written.

Additional Requirements (travel, etc.)

• Frequent domestic, across territory travel, and occasional international travel as required

• Occasional out-of-hours involvement in tele conference for region engagement

Join us to lead the world to a safer future - apply today! Please submit your resume in English.

Equal Opportunity Employer

Ansell commits to securing an equal opportunity recruitment and selection process. All interested candidates are encouraged to apply and will receive consideration for employment regardless of age, sex, gender identity, sexual orientation, race, color, ethnic origin, religion, disability, genetic information, or any other factors that could be deemed discriminatory.

Our Commitment to Diversity Equity and Inclusion

Ansell's vision is about creating safe spaces where diverse perspectives are valued alongside individual contributions. We believe everyone deserves to belong, feel included, and be empowered to achieve success.

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