Territory Sales Manager - Leiden, Rotterdam, Hague
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.
We are driven by thousands of ambitious, passionate people worldwide who are willing to fight like warriors to earn the trust of our customers by listening, serving with integrity, thinking big, and being dependable. We've already changed millions of lives and we're ready to change millions more. Our future ambition is to become a leading consumer health technology company while continuing to develop solutions for serious health conditions. We'll get there by constantly reinventing unique biosensing-technology experiences. Though we've come a long way from our small company days, our dreams are bigger than ever. The opportunity to improve health on a global scale stands before us.
Position Summary:
As Territory Sales Manager, you bring, in collaboration with your colleagues, the sensor portfolio to the attention within the Primary and Secondary Care HCPs.
Drive recommendations and use of Dexcom products in the Diabetes Market by providing support services and solutions to HCPs.
Increase the Dexcom market share (sensor sales) and hit territory target in line with company expectations utilizing the services and support from across the company in accordance with the Dexcom values and culture.
You will support, train and educate HCPs in primary and secondary care on Dexcom products in the Diabetes Market
You will provide online and – when required personal - training and in-servicing of Dexcom products and ancillaries to patients and HCPs in innovative ways. As a product expert you will be the first point of contact for product, use and training requests and questions by HCPs in primary and secondary care
As a born networker you are able to make professional contact within the Primary and Secondary Care market (General Practitoners, Endocrinologists, Diabetes Nurses , Nurse Specialists, Nurse Practitioners)
You take great pleasure in setting up and organizing training and meetings, and in raising the content of Diabetes care in primary and secondary care.
You are constantly aware of developments within your territory and you translate these insights into strategic account plans with clear goals and result-oriented actions
In collaboration with relevant stakeholders and colleagues you make a difference for people with Diabetes.
To manage the territory for Dexcom, splitting time according to customer and business needs.
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.
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 identify trends and target activity efficiently & effectively within your territory to support sales growth.
Foster a mutually beneficial working relationship with all Dexcom Territory Managers, the sales management team, and key customers on your territory.
Ensure you have an up to date understanding of key stakeholders and market dynamics within your territory.
Therapy Area & Product Knowledge
Maintain comprehensive, accurate and up to date Dexcom product knowledge, as well as a thorough understanding of diabetes.
Implement marketing initiatives throughout 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
prioritize & execute cycle and quarterly objectives.
Analyze territory level market share and other appropriate sales data to optimize efficiency to consistently meet or exceed goals and objectives.
Utilize selling tools in customer interactions to maximize selling effectiveness and increase customer understanding.
Ensure correct and up-to-date information is communicated to customers.
All call reporting to be complete and within specified deadlines.
Provide feedback on the use, effectiveness and areas for improvement of all selling tools.
Territory & Account Management
Map out your region and analyze the overall picture of medical networks within your area
You work on developing and maintaining relevant networks within your territory
You take the lead and are responsible for developing, drawing up and implementing the plans for your territory
Seek & develop projects to enhance delivery of holistic Dexcom strategy within territory.
Be an active member of the Dexcom team, working with Sales Manager, Country Manager, training and clinical and other colleagues, to achieve key account objectives.
Selling
You are responsible for the achieved sales results in your territory, therefore you need to:
prepare call plans and call objectives appropriate to the customer’s segment and specific needs.
connect and engage with customers, in individual and group set-ups, to help customers to discover, clarify and verbalize 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.
utilize the Dexcom sales process with each site to identify priority opportunities and to capture progress to date.
identify trends and target activity efficiently & effectively within your territory to support sales growth.
Training & education
You are responsible for the training, education and support of HCPs in primary and secondary care on Dexcom products in the Diabetes Market
You are responsible for training (online and in-person) and in-servicing of Dexcom products and ancillaries to patients and HCPs in innovative ways.
You are the first point of contact for product, use and training requests and questions by HCPs in primary and secondary care
Administration
Complete daily, weekly and monthly administrations as required.
Maintain the CRM system as directed by Country Manager.
Complete monthly expenses in timely fashion.
Ensure all internal training courses/regulatory requirements are completed as directed.
Budget Management & Project Investment
Building the case for ad hoc projects within the territory.
Teamwork & Best Practice
Maintain excellent communication across the sales team via telephone, email and face–to-face contacts in order to utilize the team’s resources and experiences to maximize business potential.
Attend all Regional, National and European sales meetings and internal meetings as required.
Dexcom Responsibilities and Regulatory Compliance
Demonstrate honesty and ethical behavior in all areas of responsibility.
Be the face of Dexcom and act as a role model for the Dexcom Credo values in all aspects of your day-to-day work, both internally and externally.
Champion ethical standards and always adhere to Dexcom Health Care Business Integrity (HCBI) and regulatory guidance.
Policies & Procedures, Health & Safety and Safe Fleet:
Adhere to all relevant company policies and procedures
Maintain a thorough understanding of your personal health and safety responsibilities.
Adhere to all aspects of company Safe Fleet policy. Report all incidents, accidents and driving convictions to the appropriate manager.
Required Qualifications:
Minimum of 3 years of sales experience in primary/secondary care with a proven track record for achieving targets and delivering success.
Affinity with the diabetes industry
You’re a born networker, relationship builder and connector and you enjoy making optimal use of market opportunities based on analysis.
You are entrepreneurial, independent, and creative with a can-do mentality.
You work independently, you function well within a team, and you like to achieve the best results together.
Proven track record of success of selling 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.
Driving license (B)
Preferred Qualifications:
Work experience in and knowledge of Diabetes Care is preferred.
Life Sciences/Business Degree (HBO or WO) is preferred.
Relevant professional qualification(s) preferred.
Travel Required:
More than 75% - daily travel within Territory.
Language Skills:
Must be able to communicate effectively in Dutch and in English.
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 the organization.
Experience and Education:
Typically requires a Bachelor’s degree and a minimum of 5 – 8 years of related experience
A fully qualified, career-oriented position. Has complete knowledge of company products and services.
Responsible for selling the company’s products or services developing new accounts and/or expanding existing accounts.
Please note:
The information contained herein is not intended to be an all-inclusive list of the duties and responsibilities of the job, nor are they intended to be an all-inclusive list of the skills and abilities required to do the job. Management may, at its discretion, assign or reassign duties and responsibilities to this job at any time. The duties and responsibilities in this job description may be subject to change at any time due to reasonable accommodation or other reasons.
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