Territory Manager

Bausch + Lomb (NYSE/TSX: BLCO) is a leading global eye health company dedicated to protecting and enhancing the gift of sight for millions of people around the world—from the moment of birth through every phase of life. Our mission is simple, yet powerful: helping you see better, to live better.

Our comprehensive portfolio of over 400 products is fully integrated and built to serve our customers across the full spectrum of their eye health needs throughout their lives. Our iconic brand is built on the deep trust and loyalty of our customers established over our 170-year history. We have a significant global research, development, manufacturing and commercial footprint of approximately 13,000 employees and a presence in approximately 100 countries, extending our reach to billions of potential customers across the globe. We have long been associated with many of the most significant advances in eye health, and we believe we are well positioned to continue leading the advancement of eye health in the future. 

Job Description – Vision Care Territory Manager (Calgary)

The Bausch + Lomb Vision Care Team promotes a collaborative team culture that has driven year-over-year growth through market-disrupting programs and the launch of innovative contact lenses.

Summary

• Customer accounts assigned to sell the organization’s products within a designated geographic territory.

• Focuses on territory sales targets, new business development, and troubleshooting on problems or key markets.
• May have special markets/complex product lines assigned that require significant client relationship skills.
• Organizes own work routine but guidance is provided by the Regional Sales Manager and the Marketing department.

Major Areas of Responsibility

• Selling skills \ message mastery
• Demonstrates in-depth understanding of their promoted product key messages and consistently delivers to customers in a variety of selling situations
• Engages customers in needs-based selling discussions that position our products as a solution to established or identified customer needs
• Leverages the clinical\business\social needs of the customer in order to drive adoption of our products and build long-term loyalty
• Treats everyone in the office as a customer (front office staff, nurses, office manager, etc.)
• Has the situational awareness to read the environment in an office or clinic and adapt their approach based on the circumstances
• Entrepreneurial
• Manages their territory like it is their own business
• Demonstrates the ability to formulate short and long-term customer plans to achieve sales objectives
• Is accountable: “owns” the results
• Strategic agility\Business acumen
• Able to take a bigger picture view of their territory to assess and analyze the potential to grow their business
• Develop effective business plans
• Able to use the various data sources to analyze their territory to identify business opportunities
• Leverages doctor-level data and knowledge of the customer to individualize their selling approach
• Knows how to work the territory effectively to achieve the right call frequency on key eye care practitioners
• Understands how to work the doctor’s office/clinic to optimize access to key decision makers and use of selling time
• Customer focus
• Dedicated to meeting expectations and requirements of customers (external and internal) and acts with the customer in mind
• Establishes and maintains effective relationships with customers and gains their trust and respect

Education/Competencies requirements

• Must be located in or around Calgary

• Education: Bachelor's Degree, preferably in Business or Sciences.
• Experience: 2-4 years of successful B2B sales experience and/or other relevant sales experience (eye health industry preferred) is required, along with a documented track record of success (attainment to goals, awards, formal recognition) in those roles.
• Interpersonal Skills/Competencies:

• Motivated self-starter with exceptional communication and interpersonal skills

• Flexible to adapt quickly and anticipate challenges

• Agility to learn and be coached

• Passionate and thrives on challenges

• Initiative to act quickly on business opportunities

• Sense of urgency

• Team player

• Strong computer literacy, public speaking, and organization skills

• Ability to discuss matters within a scientific context

The masculine is used in this publication without prejudice for the sake of conciseness.
Bausch & Lomb is committed to equal employment opportunity and complies with equal employment opportunity laws in effect wherever it operates.

We are an equal opportunity employer. Minorities, women, veterans, and individuals with disabilities are encouraged to apply. Accommodations for job applicants with disabilities are available on request.

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