Territory Manager-West Midlands

TERRITORY MANAGER

Territory- West Midlands

Reports to: Regional Business Manager

Scope: Promote, sell, and provide clinical education to drive growth across the assigned product portfolio within the designated geographical territory.

Job Purpose

To build strong key stakeholder relationships to ensure the company is recognised as the partner of choice, delivering maximum sales growth and market penetration across the territory. Work collaboratively within a cross-functional matrix team to deliver exceptional performance, customer service, and commercial results.

KEY ACCOUNTABILITIES

The job holder will support delivery of the organisation's key business objectives through the following:

Develop and implement strategic business plans to optimise account growth.

Maintain existing business and develop new opportunities through education and training of external clinical staff on relevant clinical aetiology and product application.

Collaborate closely with the local matrix team to support account wins and formulary inclusion.

Achieve annual sales and market share targets for the assigned product portfolio.

Deliver agreed KPIs and objectives, including effective use of the company CRM system.

Maintain comprehensive knowledge of company products, policies, and objectives.

Provide customers with relevant clinical and product knowledge through effective presentation and active listening skills.

Build strong customer relationships to position the company as the partner of choice.

Utilise structured selling methodologies and current marketing materials to promote key products.

Leverage available data to drive effective planning and territory management.

Organise and manage customer meetings, educational events, study days, and exhibitions within the territory.

Participate in regional and national sales meetings, sharing best practice.

Take ownership of personal development to ensure clinical, product, and therapeutic knowledge remains current.

This job description outlines the main duties and responsibilities of the role. The post-holder is required to work flexibly and undertake additional duties as reasonably required.

KEY COMPETENCIES

Planning and Organisation

Effectively prioritises tasks and resources to achieve objectives. Anticipates challenges, removes barriers, and adapts priorities in response to changing circumstances.

Influencing

Builds relationships with decision-makers at all levels. Communicates credibly and persuasively using data and insight. Adapts approach to suit different audiences.

Drive for Results

Consistently delivers against targets. Demonstrates resilience and determination to overcome obstacles and achieve objectives.

Team Working

Collaborates effectively across functions. Shares information, supports colleagues, and prioritises team and organisational goals.

Communication Effectiveness

Communicates clearly, concisely, and confidently in both written and verbal formats. Adjusts style according to audience and setting.

Customer Focus

Acts with the customer in mind. Builds trusted relationships, understands customer needs, and delivers solutions that create value.

Problem Solving and Analytical Thinking

Uses data and logical reasoning to evaluate situations and make informed decisions. Monitors progress and adjusts plans accordingly.

Openness to Change

Maintains effectiveness during organisational or environmental change. Adapts positively to new processes, structures, and requirements.

Gaining Commitment

Uses appropriate interpersonal approaches to secure agreement and buy-in. Facilitates constructive discussions and closes with clear outcomes.

Self-Learning and Continuous Improvement

Demonstrates commitment to ongoing professional development. Learns from experience and actively seeks opportunities to enhance knowledge and skills.

Qualifications and Experience

Degree level qualification or equivalent experience in a relevant discipline.

Clinical qualification (e.g., Registered Nurse) desirable but not essential.

Demonstrable sales experience or working knowledge of the healthcare industry.

Knowledge of the wound care or medical device market desirable.

Skills

Ability to analyse sales data and translate insights into strategic sales plans.

Strong influencing and negotiation skills.

Excellent interpersonal, communication, and presentation skills.

IT literate and confident using CRM systems and business tools.