Territory Manager

Why Merit?

At Merit Medical, our mission is to create innovative medical devices that improve lives. Our goal is to hire and develop people who want to build something special through hard work, team effort, and commitment. Together, we are making a difference in the lives of patients around the world.

SUMMARY OF DUTIES

We are seeking a dynamic and driven Territory Manager for the East Anglia and Thames Valley region. The successful candidate will play a crucial role in managing our market presence and driving sales growth within the region.

The Territory Manager presents and sells Merit products to new and existing accounts and follows up with these customers to confirm that products delivered meet their needs. Makes in-service presentations to clinicians, explaining new products and their use. Maintains close relationships with clients to ensure that their needs are understood and met. Coordinates with Merit marketing and sales staff to ensure that products are delivered on time, to stay informed about new products, and to provide customer feedback about product innovation.

PRIMARY DUTIES AND RESPONSIBILITIES:  

• Increase sales revenues and profits by effective field sales practices.

• Broaden the use of Merit products in all accounts and focus on selling those products with highest margins.

• Consistently represent Merit Medical in a professional and ethical manner.

• Establish and maintain close relationships with new and existing accounts/ customers by:

• Meeting regularly with existing and potential customers to present and demonstrate Merit Medical products and promote their features and benefits.
• Identify potential customers and introduce them to the features and benefits of Merit Medical products.
• Maintain good contact with all customers to monitor and ensure their ongoing satisfaction with and usage of Merit Medical products.
• Identify and act upon all opportunities to improve satisfaction with Merit products and meet their clinical and economic needs.
• Prepare and submit pricing quotations and tender pricing submissions for Merit Medical products to customers within authorized limits as and when required.
• Follow up with customers to identify all opportunities to increase sales volume and profitability on territory.
• Maintain customer details on CRM system.
• Be the primary point of contact for customers in resolving any issues which may occur e.g., manufacturing issues, delivery problems, back-order issues.
• Ensure that all such issues are dealt with as quickly and effectively as possible.

• Manage territory effectively through appropriate planning. 

• Control customer pricing and give regular feedback on competitor information.  Share with Regional Sales Manager and colleagues.

• Ensure that all territory pricing, customer and competitor information is regularly updated and maintained in a comprehensive manner. Ensure that this data is always available in a format which may be easily shared with Regional Sales Manager and other Merit employees as required.

• Co-ordination with other Merit departments such as Marketing and Sales Support staff to ensure that the correct products are shipped to customers in a timely and effective manner.

• Stay up to date and informed on the features, benefits and advantages of all Merit Medical products – both new and old. Maintain high levels of knowledge of Merit Medical products and competitor products.

• Communicate all feedback from customers to the correct channels regarding any suggestions for product needs or possible product innovations and new product ideas

• Make good business decisions within the approved authorisation limits with reference to product pricing to optimize sales volume and profitability.

• Prepare and work with the tender team within the product range Merit is offering.

• Report via Weekly Report on previous week’s sales activities, competitor information, achievements and any issues.

• Prepare for quarterly review with Regional Sales Manager to discuss sales to target achievements.

• Participate in sales training, product training and sales meetings as and when required.

• Participate in all corporate sales and marketing promotions as and when required.

• Report all Merit Medical related issues from customers via the RGA process in a timely, comprehensive and effective manner.

• Assist other sales colleagues and Management when reasonably requested to do so.

• Maintain all Merit Medical property in your care (e.g. company car, laptop computer, mobile phone, sample bag) to the required standard.

• Undertake all other reasonable requests to assist for the benefit of Merit Medical’s business when and where appropriate.

• Undertake all other related administration duties (e.g. dealing with internal and customer email and telephone requests) in a timely and professional manner.

REQUIRED COMPETENCIES

• New client establishment / existing account maintenance

• Product demonstration

• Ability to “close” a sale

• Customer service

• Quotation & tender pricing preparation and submitting

• Full driving licence

• Problem solving

• Good communication skills (written and verbal)

• Presentation and detailing skills

• Product price decision making

• Ability to plan and organise (good territory management and administration)

• Sales reporting

• Product knowledge

• Goal setting / achievement

• Proficient in Excel, Word, PowerPoint

POSITION IN THE ORGANISATION:

Department: Merit Medical EMEA

Reporting to: Regional Sales Manager

Back-up & Support: Clinical Support / Product Managers / Business Development Managers / Customer Service

We are Global

Founded in 1987, Merit Medical Systems, Inc. is a leading manufacturer and marketer of proprietary disposable medical devices used in interventional, diagnostic and therapeutic procedures, particularly in cardiology, radiology, oncology, critical care and endoscopy. Merit serves client hospitals worldwide with an international sales force and clinical support team totalling in excess of 500 individuals. Merit employs approximately 6,300 people worldwide.

Merit Medical EMEA currently has over 300 employees, spread over more than 20 countries in the EMEA region.

Merit Maastricht (The Netherlands) is the European Headquarters and Distribution Center of Excellence. Much of Merit Medical’s world-class customer service happens here along with our excellent physician training courses. More than 100 employees work at this growing Merit campus and enjoy many benefits, such as flexible working hours and competitive salaries as well as learning opportunities and internships.

Culture

A supportive and collaborative environment make Merit Medical a friendly, enjoyable place to work. We are proud of our energetic and dynamic culture. Diversity & Inclusion is evident here with a 50/50 ratio of male and female employees and more than 30 nationalities. We value every employee as an individual.

To see more on our culture, go to www.merit.com/careers.