Territory Manager
hace 2 días


Smith + Nephew is a global medical technology business specializing in high-tech medical devices. Smith + Nephew helps healthcare professionals for more than 160 years in their daily missions to improve the quality of life of patients, with nearly 15,000 employees and a presence in more than 100 countries.

As a leader in sports medicine, orthopaedic reconstruction, traumatology and advanced wound care and dedicated to serving patients, the group has the ability to support them throughout their healthcare journey with increasingly innovative products.

  • Because being at the service of health is essential, we are attentive to our ecosystem and our customers. Because protecting life is fundamental, we make every effort to anticipate our customers' expectations in order to provide ever more innovative solutions for the benefit of patients;
  • to push back the limits imposed by health problems. At Smith + Nephew, this is what drives us, individually, collectively, every day.

    Overall Summary

    You are responsible for driving and maximizing sales of Smith & Nephew Sports Medicine within an assigned territory (South-East part of the Netherlands) through regular contacts with the target customer base.

    As a technology leader, you will need to challenge your hospitals in order to help them achieve an even better quality of care.

    Primary contact will be with key decision makers such as scrub-technicians, surgeons and procurement officers. Focus is on achieving clinical buy-in through initiating and driving clinical evaluations with surgeons and other stakeholders.

    This goes for existing hospital accounts as well as potential accounts and particularly for new accounts you need to show a great deal of persistency to succeed.

    At the same time, you will need a certain sense of urgency to make things happen and achieve your targets.

    This is a field-based sales position. The position reports to the Sales Director Sports Medicine and you will be part of a very dynamic team focusing only on Sports Medicine.

    Primary responsibilities

    Within its own territory, the Territory Manager is responsible for achieving the sales, growth and profit objectives of the Sports Medicine portfolio, whereby the management of his / her territory is the broadest sense of the word.

    He / she is responsible for the translation and implementation of the Dutch strategy within the district, and will map this out by means of an annual district plan.

    In addition, he / she is responsible for developing and maintaining business contacts within existing accounts and initiating sales development for potential new customers.

    The Territory Manager is responsible for executing the strategic objectives within the territory, including increasing market share and the focus on products with a higher profit contribution.

    The Territory Manager is responsible for the following points :

  • Reaching the budget
  • Drawing up an account plan per hospital in which the nationally defined strategy is translated into regional objectives and activities;
  • Analysis of market data that can influence the strategy to be set nationally, this concerns both the customer and the competitor.
  • The profitability of the consignment sets and inventories
  • Conducting sales conversations with the selected target groups.
  • Mapping of (on which) accounts including Decision Making Units (DMU)
  • Determine and execute the account strategy per selected target group, including analysis of turnover, costs and profit contribution.
  • Generating, following up and successfully completing leads, including independently drafting sales letters, quotations and (consignment) contracts.
  • If desired, supporting the surgeon and OR staff in the safe and effective use of our products during presence at the OR.
  • Communicating with customers in case of complaints, problems with repeat orders that provide the internal reporting;
  • Giving product presentations to the selected target groups;
  • Providing product information at stands, symposia and conferences;
  • Guiding selected target groups during (inter) national symposia and conferences;
  • Maintaining knowledge in the field of products, operating techniques and sales techniques, through self-study and updating professional literature;
  • Correctly applying the current Healthcare Compliance Rules.
  • Profile

    The main requirement for this position is the drive to be commercially successful, self-starting, proactive and entrepreneurial.

  • As a person you are able to easily connect with a variety of people and you do this in a bold, open and authentic way.
  • You are motivated, committed and have strong communication and organizational skills.
  • Working in both a team structure and independently
  • Ability to separate main and side issues and curious to discover new things.
  • You are able to complete multiple and diverse tasks within set deadlines.
  • Desired skills and experience

  • Bachelor degree in a (para) medical (scrub technician and physiotherapy is an advantage), business or economic direction or equivalent through experience.
  • 3 years of successful commercial experience (Medical Devices experience is desired) and affinity with technology and the medical industry.
  • Experience with the musculoskeletal system in general is an advantage.

  • Spoken and written command of the Dutch and English language.
  • Driving license B.
  • Strong achievement drive and positive attitude
  • Microsoft Office skills are essential
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