Oxford Immunotec, Inc.

Territory Manager 2 - SALES - Michigan

US-MI
3 months ago
ID
2017-1751
# of Openings
1
Department
Sales

Overview

The Territory Manager 2 (TM 2) is responsible for effectively communicating and selling the benefits of our proprietary tests and Oxford Diagnostic Labs (ODL), as well as future Oxford Immunotec (OI) commercial products, to clinician and department personnel in an assigned geographic territory. The TM 2 provides direct sales of proprietary tests through ODL services primarily to hospital Employee Health departments, Human Resources departments and hospital laboratory, as well as Public Health departments, Universities (student health testing) and regional reference laboratories within their assigned sales territory. This position requires regular travel within assigned territory as well as occasional overnight travel.

Responsibilities

  • Meet and exceed sales goals and achieve maximum sales growth in assigned territory:
    • Successfully complete Oxford Immunotec’s (OI) training and prescribed 90-day TM 2 on-boarding plan
    • Successfully build and execute an annual business plan with quarterly updates in alignment with OI’s sales process
    • Accurately forecast and maintain a sales funnel of new opportunities in-line with a 90-day quota for all assigned products (as well as any future products)
    • Manage planning for a single to multi-state territory dependent on geography
      • Effectively manage travel logistics to maximize territory management efficiency and productivity
      • Manage time effectively; prioritize and make good business judgments and decisions in relationship to efficiency and effectiveness, while meeting call expectations
      • Develop and effectively execute a territory management plan for current and prospective accounts
    • Achieve individual sales revenue quota on a quarterly and annual basis
    • Cold call and build a sales pipeline that will provide ongoing revenue goal achievement
    • Demonstrate an ability to effectively present to small and large groups while using a white board or PowerPoint
    • Effectively and successfully sell cross-departmentally within a hospital, IDN or public health organization, with specific experience negotiating and securing budget for services. Effectively and successfully manage multiple market segments; Employee Health, Human Resources, Public Health, Student Health, Hospital Laboratory, Regional Laboratory and Physician Office
    • Attend local and national professional trade shows and events as requested to promote OI’s products and services to all customers
    • Regular attendance and timeliness is essential
  • Maintain and grow T-SPOT.TB Test business by increasing utilization in current customer base:
    • Effectively sell OI’s products and articulate their value proposition to all targeted segments in the assigned territory
    • Effectively perform T-SPOT.TB/ODL in-services, training and implementation with pertinent personnel and physician staff
    • Effectively insulate accounts against competition utilizing the benefits T-SPOT.TB Test
  • Integrate successfully into team selling environment by partnering sales efforts with other TM’s and internal support team:
    • Collaborate and actively contribute to “best practices” with TM and physician office territory manager (PT TM) peer group
    • Partner with marketing department to support the development and execution of marketing strategies, programs and sales materials
    • Update all relevant customer account information into CRM Data Management System (Salesforce.com)
    • Perform other duties as required
  • Provide ongoing customer support and clinical, technology and market updates for current customer base

Qualifications

  • Bachelor of Arts/Science (or equivalent) from an accredited university required
    • Science background is highly desired
  • Candidate must have 5+ years’ medical sales experience
    • Medical device sales experience and business-to-business experience preferred.
    • Prior experience with a defined transactional close; contract or purchase order changing hands
  • Candidate must have demonstrated track record of success and sales accomplishments
  • The candidate must possess consultative sales skills to:
    • Understand current account TB testing process or program, identify each customers unique needs and have the influencing skills to compel a change to ODL/T-SPOT.TB Test
    • Problem-solve any perceived logistical barriers to T-SPOT.TB Test adoption
    • Relay the logistical and clinical benefits of ODL to all pertinent department/office staff
  • Strong persuasiveness, influence and closing skills are required by the candidate
  • Candidate must have the ability to understand and articulate complex scientific literature and use extensive and complex clinical data as a key factor in the sales process
  • Must have valid driver’s license

Physical Demands: 

 

The physical demands described within the Position Responsibilities section of this job description are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to be independently mobile.  The employee is also required to interact with a computer, and communicate with peers and co-workers. At least 80% travel required.

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