Senior Territory Sales Manager, Medical

Ansell; Randstad; Hybrid; EUR 90,000 - 130,000; Full time

Benefits offered by this job

Performance-based incentive

Hybrid working

International scope

Ansell University

Growth opportunities

Country-specific benefits

Job summary

Ansell is seeking a Senior Territory Sales Manager to drive sales growth across BeNeLux and Switzerland. You will develop distribution partners and healthcare customers, execute commercial strategies, expand market penetration, and achieve sales, margin and market share objectives.

You will lead territory business plans, manage pricing, tenders and promotions, build a healthy pipeline in SFDC, and cultivate relationships with clinicians, procurement teams and hospital decision-makers.

Qualifications

• Proven experience in healthcare, medical device or B2B sales.
• Experience working with distributors and channel partners.
• Proven track record of achieving sales targets and driving growth.
• Experience with hospital procurement processes and tenders.

Responsibilities

• Deliver annual sales, margin and market share objectives for the territory.
• Develop and execute territory business plans.
• Identify and convert new business opportunities through distribution partners.
• Build and maintain a healthy sales pipeline and manage opportunities in SFDC.
• Support pricing, tender and promotional initiatives.
• Develop strong relationships with clinicians and hospital decision-makers.

Skills

Negotiation

Territory management

Sales forecasting

Account management

CRM SFDC

Customer relationship

Presentation skills

Education

Bachelor's degree in Business, Healthcare, Life Sciences or related

Tools

SFDC

MS Excel

Job description

Why Ansell?

Ansell is a leading global provider of protection solutions. We design, develop, and manufacture a wide range of products that meet the ever-changing needs of our markets and industries. Protection is our primary concern, as millions of people around the world depend on Ansell in their professional and personal lives.

Why Ansell?

Ansell is a leading global provider of protection solutions. We design, develop, and manufacture a wide range of products that meet the ever-changing needs of our markets and industries. Protection is our primary concern, as millions of people around the world depend on Ansell in their professional and personal lives. Discover more about our company, our team, and our values by visiting us at https://www.ansell.com

General Summary of the Role

The Senior Territory Sales Manager (Sr. TSM) is responsible for driving sales growth through the development and management of assigned distribution partners and healthcare customers within the designated territory. Working closely with distributors, healthcare professionals, and key stakeholders, you will execute commercial strategies, expand market penetration, and deliver sales, market share, and profitability objectives. As the primary interface between Ansell, distribution partners, and end-user customers, you will ensure effective execution of business plans, strengthen customer relationships, and position Ansell as a trusted partner within the healthcare sector.

What benefits and opportunities does Ansell offer?

• Competitive compensation, including a performance-based annual incentive
• Flexible and hybrid working model
• A collaborative and inclusive environment with an international scope
• Access to Ansell University programs for professional development
• Opportunities to grow and progress within the organization
• Country-specific benefits aligned to your location

What your role will be?

• Deliver annual sales, margin and market share objectives for the assigned territory.
• Develop and execute territory business plans aligned with Medical business objectives.
• Identify and convert new business opportunities through distribution partners and direct customer engagement.
• Build and maintain a healthy sales pipeline and manage opportunities through Salesforce (SFDC).
• Support execution of pricing, tender and promotional initiatives.
• Manage day-to-day relationships with assigned distribution partners.
• Conduct regular business reviews to monitor sales performance, inventory levels, forecasts, opportunities and agreed action plans.
• Support distributor sales teams through product training, joint customer visits and commercial initiatives.
• Drive increased product penetration and share of wallet within distributor accounts.
• Develop strong relationships with clinicians, procurement teams, infection prevention professionals and hospital decision-makers.
• Support product evaluations, conversions and implementation projects.
• Promote Ansell's value-based solutions and customer-centric approach.
• Address customer concerns and coordinate cross-functional support where required.
• Maintain accurate forecasts and territory business plans.
• Monitor market trends, competitor activities and customer developments.
• Provide regular market intelligence and business updates to management.
• Ensure all business activities comply with company policies, legislation and ethical standards.
• Work closely with Marketing, Customer Experience, Supply Chain, Clinical Specialists, Technical and Tender teams to support territory growth.
• Participate in local and regional projects as required.
• Achieve personal development objectives and support special projects assigned by management.

Education

• Bachelor's degree in Business, Healthcare, Life Sciences or a related discipline.

Job Experience

• Proven experience in healthcare, medical device or B2B sales.
• Experience working with distributors and channel partners is preferred.
• Demonstrated success in achieving sales targets and driving profitable growth.
• Experience with hospital procurement processes and tenders is advantageous.
• Experience managing customer relationships and developing strategic accounts.
• Experience operating successfully in a matrix organization.

Knowledge and Skills

• Strong negotiation, presentation and territory management skills.
• Experience using CRM systems, preferably Salesforce (SFDC).
• Strong customer focus and account management capabilities.
• Ability to develop and execute territory and account growth strategies.
• Strong forecasting, pipeline management and business planning skills.
• Ability to analyze market data and convert insights into commercial actions.
• Excellent communication and relationship-building skills.
• Proficient in Microsoft Word, Excel and PowerPoint.

Job Competencies

• Customer focus.
• Commercial acumen.
• Sales execution excellence.
• Relationship management.
• Strong communication and influencing skills.
• Planning and organizational effectiveness.
• Accountability and ownership.
• Collaborative team player.
• Solution-oriented approach to problem solving.
• Results-driven mindset.
• Adaptability and resilience.
• Effective stakeholder management skills.

Languages

• Professional profiency in English, as well as French or Dutch.

Additional Requirements (travel, etc.)

• Frequent travel within the assigned territory: BeNeLux and Switzerland.
• Ability to travel to customer sites, distributor locations, healthcare facilities and business meetings.
• Flexibility to support customers and stakeholders across the territory as required.

Equal Opportunity Employer

Ansell commits to securing an equal opportunity recruitment and selection process. All interested candidates are encouraged to apply and will receive consideration for employment regardless of age, sex, gender identity, sexual orientation, race, color, ethnic origin, religion, disability, genetic information, or any other factors that could be deemed discriminatory.

Our Commitment to Diversity Equity and Inclusion

Ansell's vision is about creating safe spaces where diverse perspectives are valued alongside individual contributions. We believe everyone deserves to belong, feel included, and be empowered to achieve success.

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