Territory Sales Manager

Dexcom; Saudi Arabia; On-site; SAR 200,000 - 300,000; Full time

Job summary

A leading healthcare company is seeking a professional in Saudi Arabia to drive product recommendations in diabetes care. The candidate will support healthcare providers with training and solutions, manage key accounts, and maintain an understanding of market conditions. Preferred qualifications include experience in the local diabetes market and a degree in Life Sciences or Business. Effective communication in Arabic is mandatory for this role.

Qualifications

• 3 years of diabetes or equivalent experience with a proven track record for achieving targets.
• Competent user of various computer software packages.
• Sound experience analyzing data for territory management.

Responsibilities

• Drive recommendations and use of products by supporting HCPs.
• Maintain understanding of market conditions and trends.
• Manage territory and execute campaigns in accordance with objectives.

Skills

Diabetes expertise

Data analysis

CRM proficiency

Communication in Arabic

Education

Life Sciences/Business Degree

Tools

MS Word

MS Excel

MS PowerPoint

MS Outlook

Job description

The Company

Dexcom Corporation (NASDAQ DXCM) is a pioneer and global leader in continuous glucose monitoring (CGM). Dexcom began as a small company with a big dream: To forever change how diabetes is managed. To unlock information and insights that drive better health outcomes. Here we are 25 years later, having pioneered an industry. And we're just getting started. We are broadening our vision beyond diabetes to empower people to take control of health. That means personalized, actionable insights aimed at solving important health challenges. To continue what we've started: Improving human health.

Role Summary

• To drive recommendations and use of Dexcom products in Diabetes by providing support services and solutions to HCPs.
• To provide training and in-servicing of Dexcom products and ancillaries to relevant HCPs and patients in innovative ways (10-15% time maximum).
• Maximise strategic partnership with other companies.
• To manage the territory for Dexcom, splitting time according to customer and business needs.
• Daily use of CRM system to identify business development opportunities.
• Carry out the execution of campaigns for each cycle in accordance with the corresponding qualitative objectives and collaborate in the development of local promotional activity (congresses, conferences, meetings, etc.).

Essential Duties and Responsibilities

Customer, Patient & Industry Knowledge

• Maintain an up-to-date understanding of the Dexcom/Diabetes customer’s industries, market conditions and trends, healthcare regulations and competitor activities. Share this info within the Dexcom organization.
• Maintain an understanding of all the Dexcom customer types, segments and the patient’s experience (including unmet needs, drivers and barriers).
• As appropriate, utilize technology to efficiently & effectively identify trends and target activity within region to support growth.
• Foster a mutually beneficial working relationship with all Dexcom Account Managers, the wider management team, and key customers within the region.
• Ensure up to date understanding of procurement process within the Hospitals within region.
• Train the hospital nursing staff in the use of the products.

Therapy Area & Product Knowledge

• Maintain comprehensive, accurate and up to date Dexcom product knowledge, as well as a thorough understanding of diabetes.
• Undertaking and regularly passing clinical and product knowledge assessments.
• Execute initiatives throughout the customer base according to company priorities/strategy and customer needs; including the launching of new products and services.
• Clearly differentiate between Dexcom products, services and applications against competitor brands and product lines.

Business Planning & Administration

• Prioritise & execute cycle and quarterly objectives.
• Analyse market share and other appropriate data to optimise efficiency to consistently meet or exceed goals and objectives.
• Ensure correct and up-to-date information is communicated to customers.
• All call reporting to be complete and within specified deadlines.
• Propose and implement investments in the region according to a defined return and monitor the commitments made.

Account Management

• Seek & develop projects to enhance delivery of holistic Dexcom strategy within region.
• Work on Market Access with Commercial Head to define and target key accounts within territory, including identifying all account stakeholders, decision makers and influencers.
• Manage relevant parts of any tendering process with support of Commercial Head & Country Manager.
• Be an active member of the Dexcom team, working with Commercial Head, Country Manager, Marketing, Trainers and other colleagues, to achieve key account objectives.
• Understand & align specific activities with objectives and strategic pillars for Dexcom.
• Connect and engage with customers, in individual and group set-ups, to help customers to discover, clarify and verbalise their needs and those of their patients, and identify gaps.
• Act as a reliable resource for information on how Dexcom products and services can meet expressed and uncovered needs.
• Work within Dexcom Standard Operating Procedures.
• As appropriate, utilize technology to efficiently & effectively identify trends and target activity within the region to support sales growth.

Administration

• Complete daily, weekly and monthly administrations as required.
• Maintain the CRM system.
• Complete monthly expenses in timely fashion.
• Ensure all internal training courses/regulatory requirements are completed as directed.

Budget Management & Project Investment

• Management of personal budget for territory.
• Building the case for ad hoc projects within the territory.

Required Qualifications/Experience

• 3 years of diabetes or equivalent experience with a proven track record for achieving targets and delivering success.
• Proven track record of success within the healthcare environment.
• Sound experience of analyzing data – collates, organizes and interprets data in order to provide clear and comprehensible information to manage a territory.
• Competent user of a variety of computer software packages, including MS Word, MS Outlook, MS Excel, and MS PowerPoint.
• Understanding of CRM systems.
• Full driving licence.
• Must be able to communicate effectively in Arabic.

Preferred Qualifications

• Experience of the local Diabetes market is preferred.
• In-depth understanding of Tender market and Hospital procurement is preferred.
• Life Sciences/Business Degree is preferred.
• Relevant professional qualification(s) preferred.

Language Skills

Must be able to communicate effectively in Arabic. Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers or employees of organization.

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