Territory Manager, West & North China, Circulation

Location: Beijing, Remote

Circulation

Business Development Strategy & Planning work identifies, evaluates and negotiates, new sales and marketing growth opportunities across multiple of the following areas: •Commercial/Pricing Strategy •Sales Channel Strategy (Alliance Partnerships, Franchising, E-Commerce, etc.) •New Product Development The work includes: •Identifying and developing optimal revenue models, sales/distribution channels, pricing, and new product development strategies •Identifying and negotiating strategic partnerships including financial arrangements, customer sharing, and intellectual property rights •Prioritizing and tracking investments across new product development initiatives In some organizations may be responsible for project managing/integrating new business ideas and/or acquisitions.

Position:                                                   Territory Manager

Territory:                                                  China

                                                                            

Reports to:                                               Business Development Manager

                                                                            

Purpose of the Job

To achieve sales targets in territory for ZOLL Temperature Management products.

Job Dimension (Scope)

Implementation of strategic plans assigned by sales management.

Give direction and guidance to local business partner(s) to ensure achievement of sales targets.

Territory planning, structured calling systems and targeted selling to health care personnel. 

Developing new business by building relationships directly with customers.

Increase IVTM utilization by increasing disposables sales in accounts, providing education and training.

Manage accounts to maintain and grow sales.

Meet customer’s satisfaction through problem-solving and retention activities.

Regular written reporting structured

Job Requirements

Education & Knowledge (Skills, competencies & languages)

Tertiary qualifications- preferably in nursing/scientific field. Sales experience in the health care industry. 

Experience (Type & years )

Minimum 5 years sales experience, preferably in the health care industry selling capital equipment.  Disposable sales experience a plus. Proven record of increasing sales in territory and within accounts. 

Behavioural Dimensions (Expected attitude)

  • Professional

  • Excellent communication skills

  • Ability to work independently and with a team focus

  • Organisational skills

Responsibilities

Measured By

Achievement of Sales objectives

Quarterly/ Annual budget

Effective territory & business partner management

Sales Results

Developing new business

New customers (both business partner and users)/ extended sales

Continuous market research

Information shared within the company

Evaluating of capital equipment

Evaluations transferred to sales

Managing existing and new clients

Client retention; utilization growth

Implementing education programs

Number of workshops, webinars, etc.

Written reporting structure

Timely, complete reports available

Maintaining client history references

Information shared within the company; able to use customers as regional/global speakers

Commitment to strategic /marketing plans

Sales results

Working in the company guidelines

Availability of complete records to verify