Territory Manager (VIC/TAS/SA)

The Territory Manager’s responsibility is to actively manage the sales territory, key customer relationships and activities, support marketing activities, identify customer trends and opportunities, to achieve/ exceed territory sales targets.  The role will focus primarily on designated specialties (ie: Rheumatology) in the sales territory, with a corresponding secondary aligned pharmacy channel focus to support the sales of the product. 

Key Responsibilities

Strategic Territory Planning and Management

• Engage with HCP’S, Clinical Nurses, and Nurse practitioners in Key Hospitals through face-to-face appointments, Department and MDT meetings, to provide disease and product education / awareness
• Develop annual strategic territory action plan and strategy for assigned products, revised quarterly
• Identify and engage with KOL’s to achieve advocacy
• Secondary focus on pharmacy channel and support to ensure sales success
• Follow through on customer commitments and requests promptly
• Meet or exceed agreed reach and frequency targets with key HCPs
• Monitor key financial areas including the recording of monthly sales and expenditure
• Maintain knowledge and understanding of therapy area to transfer into reasonable strategies and support future activities
• Use strong technical knowledge and sales skills to build confidence in brand and Link
• Attend relevant trade events nationally and on territory
• Attend local and international congress to support Link business where applicable

Data Analytics, Budget Control, Forecasting and Reporting

• Meet/ exceed sales and growth targets and deliver budgeted revenue
• Forecast sales with management and track against target by sales territory and report as required
• Operate within the allocated expense budget for the assigned territory, actively track spend and report actual expenditure vs budget
• Analyse and interpret key data to identify market trends, exceptions and correlations in collaboration with management

Customer Relationship Management (CRM)

• Establish rapport and professional relationships with relevant customers on territory
• Maintain field activity for reach and frequency targets
• Report customer activity in the Veeva CRM system in a timely manner and maintain accurate customer profiling as required
• Profiling and segmentation via CRM
• Create pre-call plans and post call objectives in CRM system

Team Collaboration

• Work in a cross functional team to achieve shared goals
• Collaborate with commercial team to for events, meetings, communications, presentations and reports
• Engage with colleagues and manager to share knowledge, market intelligence and best practises
• Collaborate effectively with Link staff to facilitate open and honest communication
• Contribute to strong cross functional relationships, specifically; Finance, Customer Service, Regulatory, Quality, Medical and Distribution to support the execution of set objectives.

Knowledge and Compliance

• Maintain a current and comprehensive knowledge of relevant Link, Medicines Australia Code of Conduct, competitors and general products
• Attend industry conferences of relevant therapeutic areas to expand knowledge and communicate key findings to greater team
• Understand the issues affecting HCPs prescribing Link products and patients who use them, to improve HCP interactions
• Promptly notify all adverse reactions for Link’s products as per mandatory pharmaco-vigilance procedures
• Maintain up-to-date knowledge of industry trends, regulations, current publications and clinical data through formal and self-directed learning to remain knowledgeable on disease state and market
• Maintain up-to-date knowledge of Link’s standard operating procedures and policies and ensure compliance at all times
• Contribute to a Quality-focused mindset; Quality is everyone’s responsibility.
• Ensure every team member has the opportunity to work in a safe and health work environment.
• Carry out your duties in adherence to GXP regulations
• Ensure your Company related activities comply with relevant Acts, legal demands and ethical standards

Administration

• Complete required admin within designated timeframes (e.g. monthly reports, expenses, call reporting)
• Ensure filing and documentation is up-to-date and compliant with standard processes and formats
• Participate in internal meetings as needed
• Communicate with staff and management effectively and professionally using proper channels

Requirements

• Tertiary qualification in science, health or business fields
• Completion of Medicines Australia Continuing Education Program
• Demonstrated stakeholder engagement and relationship building skills
• A proven record in business planning with demonstratable sales success
• Demonstrated local experience as a Hospital Specialist Representative/Key Account Manager with specialty medicines focus.
• Highly organised with an ability to self-motivate and work autonomously
• Current driver’s license and reliable vehicle