Job Description Summary
Territory representative directly reports country business leader.
Territory representative ensures the achievement of the sales targets of Turkey BDB Business. He / she is responsible for creating demand and selling along with providing scientific and technical expertise to end users.
He / she manages the vendors / distributors in the region in accordance with the determined strategies.
Duties and responsibilities :
Specialized in Product / Solutions :
Being able to identify the clinical / technical customer needs and present the relevant solutions accordingly
Is a specialist in the assigned portfolio both clinically and technically
Is enthusiastic about closely tracking competitive environment and the recent market trends in the relevant care area / areas and is able to present to most up to date & accurate information and convenient solutions to the customer.
Being able to provide support to local distributors and end customers in Turkey
Being able to address customer's inquiries about products and demonstrate our existing and new product portfolio to customers and distributor's associates
To attend exhibitions and congresses.
To develop and update professional training documents and presentations, assuring all product specifications and limitations are understood by the trainees
Realization of sales targets :
Is responsible for ensuring Turkey BDB monthly, quarterly, yearly, by hospital and by distributor sales targets.
Is responsible for working according to pricing policy of the company and the business unit in order to help achieving margin targets.
Effective Account Management
Is able to build long term relationships with his / her customers and is able to build and keep a successful customer satisfaction rate about BDB products and services.
Is able to identify the key clinical and administrative decision makers and is able to successfully present BD solutions and products.
Is able to conduct scientific product / solution presentations and trainings.
Effective Tender Management
Is experienced in tendering processes and follows the procurement processes until the stage of demand creation and finalization and makes effective management to win the tender.
Works in coordination with the Operations Manager and the Customer Care Specialist to ensure that the product is delivered on time and correctly.
Works in harmony with the tender law and principles of BD and works in cooperation with the relevant departments when deemed necessary.
Effective Distributor Management
Is able to manage the distributors effectively so that they are working aligned with BD Compliance Rules and relevant business unit targets
Track and manages the performances of distributors who are responsible in the region to reach BDB sales targets on monthly, quarterly and yearly basis
Is able to provide application / technical and scienftific support and training for the distributor sales and application specialists.
Timely and Accurate Reporting
Regularly receives and reports monthly sales forecasts, distributor stock levels, distributor site sales, device and sample usage reports, and weekly visit and activity reports.
Ensures SFDC (salesforce.com) is regularly used for forecasting and reporting of daily activities
Working on Ethical Principles and Company Rules
Works in accordance with the laws of the United States and Turkey to which Turkey and BD are subject and Works in compliance with BD working principles, ensures that its team works within the framework of these rules
Works in cooperation with the Legal Department to ensure compliance with legal requirements and to minimize the legal risks of the company
Requirements & Professional Skills
BSc degree in biological sciences, molecular biology , immunology or equivalent, clinical immunology or hematology background is an asset
Minimum 3 years of experience as a sales specialist or application specialist in medical device, clinical laboratory market is required.
A scientific background, with extensive laboratory experience of flow cytometry or flow cytometry sales experience is an asset for this role.
Experience in distributor and tender management
Being fluent in both written and spoken English.
Good knowledge of computer and software systems (MS Office, Salesforce)
Be able to work under own initiative to achieve personal sales objectives within defined timescales
Good at analytical thinking, financial awareness and territory management
Be a good team player, with excellent organizational, interpersonal and communication skills
Problem solving skills
Well-developed presentation and training skills
Confidence in dealing with the product end users varying requests
Successful candidate must enjoy working within a challenging environment as part of a busy team
Willing to travel extensively and being self-organized to work remotely
Open minded, being able to work together in close contact with people from different culture
Highly self-motivated and goal oriented,
Good at handling pressure and stress.
Eager to learn, strong self-confidence, positive mindset and attitude