Territory Manager

Werfen; Western Australia; Hybrid; AUD 85,000 - 100,000; Full time

Job summary

A global diagnostics leader in Western Australia is seeking a Territory Manager to drive sales and maintain customer relationships. This role involves preparing forecasts, conducting customer meetings, and understanding laboratory workflows to improve automation. Candidates should have a background in science or business with at least three years of sales experience in the IVD or pathology field. The position offers full-time employment with flexible working options.

Qualifications

• Minimum three years sales experience in IVD/Pathology/Scientific industry.
• Demonstrated proficiency in written and verbal communication.
• Prior experience in sales of capital equipment.

Responsibilities

• Achieve annual sales objectives.
• Prepare accurate sales and pipeline forecasts.
• Develop partnerships and business review meetings with customers.

Skills

Exceptional account management capabilities

Persistent business development attributes

Collaboration and team prioritization

Effective communication skills

Education

Tertiary qualifications in Science or Business

Minimum three years sales experience in IVD/Pathology

Tools

CRM program(s)

MS Office 365 Products

Job description

Territory Manager

Werfen Perth, Western Australia, Australia

Werfen is a global leader in in‑vitro diagnostics (IVD) in the specialties of Haemostasis, Acute Care, Autoimmunity, Transfusion, and Transplant. Our core business is dedicated to R&D, manufacturing and distribution of diagnostic systems for hospitals and clinical laboratories. We operate directly in over 30 countries and in more than 100 territories through distributors.

Summary

Enjoy a world‑class company culture, coupled with world‑leading technology, and a unique opportunity to join a fast‑growing team.

The Role

• Title: Territory Manager
• Working Location: Perth (Flexible - Work From Home)
• Territory: Western Australia & South Australia
• Training: Virtual, Local and Global Training and Skills Development

In this role you will

• Achieve annual sales objectives
• Prepare accurate sales and pipeline forecasts
• Prepare accurate and effective quotations, proposals, and business cases
• Prepare an annual territory plan aligned with the marketing strategy and territory priorities
• Prepare and deliver effective product solution presentations to customers
• Prepare and deliver detailed partnership / business review meetings with customers
• Maintain all information pertaining to customer data via CRM and SAP
• Plan, coordinate and action effective, valuable and meaningful customer visits with new and existing contacts, at prospective and existing customer accounts via utilisation of value‑selling and strategic‑selling tools.
• Analyse existing and prospective customer requirements and promote the value of Werfen solutions to secure new business
• Initiate and develop meaningful relationships with contacts at existing and prospective customers to uncover future opportunities and build a strong long‑term pipeline
• Initiate, lead, manage and coordinate project team(s) (includes marketing, applications, IT, leadership, technical service) for all major opportunities and post‑sales projects within assigned territory to ensure end‑to‑end value generation for customers
• Manage sales and service contract lifecycles in existing customer accounts to maintain base business
• Achieve and maintain a high level of competency in knowledge and positioning of Werfen products and services, and achieve similar competency with competitive systems

You will also be involved in

• Understanding customer laboratory workflows to identify and propose opportunities for automation improvements with Werfen solutions.
• Assist marketing with analysis of local market needs as directed.
• Work together with marketing on preparation of and participation in user group meetings/scientific symposia.
• Understanding the performance and advantages of Werfen’s solutions. Understanding technical aspects of Werfen and competitive solutions.

You should have education & experience in

• Tertiary qualifications or equivalent experience in Science or Business
• Minimum three years sales experience in IVD/Pathology/Scientific industry
• Prior experience in sales of capital equipment
• Demonstrated proficiency in the utilisation of CRM program(s) or equivalent
• Demonstrated proficiency in MS Office 365 Products
• Demonstrated proficiency in written and verbal communication

We’re looking for someone with skills & capabilities that show

• Exceptional account management capabilities with customer experience front of mind
• Persistent and tenacious business development attributes always driving for growth
• Capable of leading conversations and working through complex issues effectively
• Collaboration with team members to prioritise customer issues
• Capable of leading and project managing long‑term opportunities with a dedicated team
• Capable of demonstrating value and following strategies over a long period
• Dynamic & positive attitude, capable of finding a solution and a successful outcome

Seniority level

• Associate

Employment type

• Full‑time

Job function

• Sales and Business Development
• Medical Equipment Manufacturing and Hospitals and Health Care