Territory Manager North West
**Job no**: 615038
**Work type**: Permanent
**Location**: Bologna
**Categories**: Sales, Western Europe, Individual Contributor
Cochlear is the global market leader in implant hearing solutions and is a top 50 company on the ASX.
Cochlear's mission is to help people Hear and Be Heard.
Our Sales Department is currently looking for a Territory Manager North west Italy on a permanent basis.
This role is responsible for the development and delivery of sales strategy and all aspects of Cochlear Implant (CI) and Acoustics business management and clinical support with a defined North west Italian territory to drive and increase sales revenues and generate long term growth in his or her region.
The Territory Manager North west Italy develops strong customer relationships with all relevant partners (surgeons, audiologists, procurement, business managers,) in the clinics, audiological centres, and hearing chains in his or her region.
**Key Responsibilities**
- Collaborate with the clinics within the defined territory in all commercial/business matters to ensure long term growth and position Cochlear as a trusted partner of professionals
- Maintain sound account management, acting as the key point of contact for clinics within the designated territory
- Perform sales activities and actively cooperate with internal departments (research, marketing, referral, DTC,) when required
- Ensure the highest level of professional service to all relevant CI and Acoustics clinics
- Together with the Sales Director, take ownership of all contracts and tenders, ensuring they are implemented in a timely manner and seen through to completion
- Monitor contract commitments and activity
- Regularly monitor and report on CI and Acoustics sales numbers and revenue for all clinics within the territory, including analysis of trends with the Sales Director.
Create demand and obtain orders.
Manage sales funnels from prospecting to closing, while using value selling and/or Miller Heiman methods
- Drive and monitor business growth through strategic account management and stakeholder mapping
- Develop and maintain KOL (key opinion leader) relationships
- Develop and maintain a good working knowledge of the health care system in the territory and keep up to date with all developments both economic and political that may impact on the business to ensure a long-term trusted partnership with the clinic via professional consultative selling
- Identify and respond to market opportunities through a strategic approach in collaboration with the Sales Director
- Establish throughout the territory new service partners and support internal plans i.e., Connected Care contracts in order that the ever-increasing patient base is fully served in close collaboration with the sales, customer service and marketing departments
- Achieve the highest level of customer satisfaction and performance levels required by Cochlear
- Providing Clinical and Product Training on-site or online training
- Follow relevant quality procedures in order to deliver quality products and services and identify and support the implementation of continuous improvement
- Contribute ideas on systems and process methods to improve deliverables
- Maintain good records in the CRM systems
**Key requirements**:
**Minimum**:
- University degree
- Strong goal orientation, self-motivation and sales attitude
- Technical qualification, biomedical engineer, acoustician/audiologist or with previous experience in medical devices field preferred
- Proven successful track record in business, sales and clinical / technical areas
- Previous training experience in a clinical setting
- Contact database experience
- Excellent presentation skills
- Strong computer literacy with PowerPoint expertise
- Driving license
- Fluent English language skills
- Confident interpersonal style
- Team orientation
- Flexibility
**Ideal**:
- Experience in cochlear implantation or acoustic implants both clinically and in business
- University degree: Successful completion of either the BSc in audiology or MSc in audiological science or equivalent
- Proven track record of sales, business acumen, marketing and negotiation skills at a strategic level
- Basic knowledge of clinical studies, regulatory affairs and knowledge of tenders and PA orders
- Clear and confident presentation and training skills as well as extensive training and coaching experience in the audiology field
- People management experience
**Working for Cochlear**:
For 40 years, Cochlear has been creating reliable products that continue to keep people connected to the world and to each other.
We help people of all ages to hear in more than 180 countries around the world.
Our technology connects people to life's possibilities and to the people who matter most.
We have over 4000 employees globally dedicated to improving people's lives.
To date, we have Invested over $2bil to date in research and development.
**Cochlear can offer