Territory Manager

Senior - Full time
  • Sales

Client : Fisher & Paykel Healthcare

Industry : Healthcare


Fisher & Paykel Healthcare is a New Zealand manufacturer, designer and marketer of medical products and systems for use in respiratory care, acute care, and the treatment of obstructive sleep apnea. Their products and systems are sold in over 120 countries worldwide.

For more information, see https://www.fphcare.com/us/

Highlights

Fisher & Paykel Healthcare are now looking to recruit a dynamic Territory Manager with prior experience in medical devices based in Malaysia.

Kuala Lumpur, Malaysia

Responsibilities

Assist in the management of Distributor relationships for Malaysia. Achieve sales targets, provide training, education and support to Distributors and their customers on the use of FPH products, to grow and further expand the distributor sales.
• Driving sales by generating demand and grow distributor sales by developing strong relationships with distributors and their representatives. This will be achieved by motivating, supporting, educating and training distributors in market and with end-users
• Develop and strengthen strong relationships with Original Equipment Manufacturer (OEM) customers and Health Authorities to ensure the best result is achieved for FPH
• Develop and strengthen strong market awareness of the FPH brand through joint visits with distributors to existing and prospective end-users
• Generate demand and drive sales by developing relationships with Key Opinion Leaders (KOL’s) and organising evaluations and events to promote FPH products
• Ensure CRM is populated and updated regularly
• Create a training scheduled / calendar, provide education and branding to end-users through strategically planned clinical education workshops
• Provide education, troubleshooting and complaint resolution to promote early identification of customer issues, ensure correct use of product and ensure customer satisfaction
• Liaise with Key Opinion Leaders and independent researchers to support their clinical trials/evaluations in relation to FPH products
• Develop a growth and sales strategy to expand the existing Hospital database and knowledge of clinical demographics to increase FPH understanding of the market
• Develop an understanding of Malaysia’s Healthcare reimbursement and funding process and product procurement methods. (e.g. Tenders and GPO’s etc)
• Ensure the clinical community and distributors understand the key F&P proprietary technologies and how F&P products are differentiated from competitor products. This will be achieved by conducting seminars and training sessions to educate clinicians on FPH products, applications and benefits
• Translate sales documents into the local language and review translations to educate customers on FPH products and facilitate distributor sales
• Identify market gaps and opportunities and recommend initiatives to develop FPH’s market presence and increase sales
• Contribute to the development and implementation of regional sales business plans and budgets to ensure market conditions are effectively addressed and resources are focused to achieve sales targets
• With employees reporting to the position:
• Distributor relationships are effectively managed, and their sales targets are achieved
• Provides knowledgeable insights into market/competitor activity
• Ensures key decision-makers hear and understand the FPH message
• Resolves and knows when to escalate customer issues to ensure superior customer satisfaction

Qualifications

• Good clinical / industry experience – preferably in respiratory therapy
• 10+ relevant years of sales experience
• Facilitation and training skills preferred
• Charismatic and good presentation skills
• Knowledge of FPH and competitor products
• Fluency in English and Bahasa Malaysia

Education

Tertiary qualification

Travelling

• Local and international travel is required for this role