Territory Manager - Region Baden Würtemberg

Responsibilities and Capabilities:

The role of the Territory Manager will be essential in helping the company to pursue its rapid growth trajectory in Germany. By focusing on local market development with targeted sites in an assigned sales area, the Territory Manager will achieve revenues growth objectives by catalyzing and supporting efforts of reference centers to reach and treat all patients requiring endoscopic lung volume reduction with ZEPHYR valves. He/She will support training towards physicians, nurses and staff in the appropriate use of the company’s products. Sales efforts of Territory Manager will be directed towards all stake holders in the value chain, such as (but not limited to) pulmonologists, surgeons, internists, OR nurses, referring pulmonologists, payers or purchasing managers. He/she will work in close interaction and collaboration with the EMEA Sales Team.

Position Main Purpose

• Roll out and manage assigned territory to maximize patients access to Pulmonx treatments and to generate revenues which achieve or surpasses their sales objectives
• Establish and nurture their network and bring together diverse stakeholders to build up alliances around patient treatments and common interests
• Partner with line manager to provide with timely and accurate revenue forecasts and alert on opportunities and risks to the revenue objective
• Collaborates cross functionally to define and execute sales, marketing and education activities, including marketing, sales operations and any other relevant functions
• Partner with Clinical function to roll out clinical programs and collaboratively assess/develop new technologies
• Identify key stakeholders and train them along with their medical teams to reach best in class patient care

Essential Responsibilities:

• Identify key accounts and customers and assess sales potential in order to achieve specific territory sales targets
• Develop key centers of excellence and promote them to relevant stakeholders to ensure smooth pathway for relevant patients
• Develop tactical action plans by account to increase sales to reach budgeted sales objectives.
• Promote products and procedures by providing with presentation and training to all potential customers within the territory.
• Provide guidance and training to doctors and medical teams to the use of the procedure in the framework of operating rooms and training classes/seminars as appropriate
• Collect and forward to management market information including competitive promotions, contract prices, new products, new applications and customer needs.
• Prepare and submit to management timely and accurate reports that provide information regarding sales and market activity and current status of key accounts.
• Establish an environment and foundation for future growth
• Identify key stakeholders in territory such as COPDs specialists (referring physicians) and influence them to allow access of Pulmonx products to any relevant patient – develop strategies to overcome obstacles to the use of Pulmonx products
• Build upon and maintain customer account activity details in CRM database
• Other assignments as relevant and directed by the line manager

Technical competences / Knowledge

• Knowledge of thoracic and pulmonary interventional procedures
• In service and support on to appropriate use of Pulmonx technologies for optimal patient outcomes
• Understand COPDs treatment pathways
• Understand of sales process for interventional pulmonology bronchoscopy and/or endoscopy products is an asset
• Establish relationship with key stakeholders in interventional pulmonary, from diagnosis to treatment

Professional Sales Conduct / Soft skills

• Even in difficult discussions shows excellent interpersonal and communication skills
• Show passion for the customer, patient and product supported by strong relationships and closing skills.
• Demonstrate excellent verbal, written and interpersonal skills
• Show curiosity and ability to continuously learn, maintain updated knowledge about the product, procedures, institutional environment as well as the competitive landscape
• Work with integrity according personal and strong work ethic standards
• Is able to maintain a high level of motivation, is flexible and dedicated
• Demonstrate maturity, good self-awareness and self-reflection, makes good business judgment
• Charismatic and diplomatic, is able to influence their peers, cross functional teams and external stakeholders to achieve common goals.
• Recognized team player within the local team as well as across functions & geographics
• Show ability to develop and share own new ideas/concepts to achieve own and common goals for the sales organization