Management & Business Others Marketing and PR Medical and Healthcare
3 - 5 Years
Territory Sales Manager North/East Netherlands
Founded in 1999, Dexcom, Inc. provides continuous glucose monitoring technology to help patients and their clinicians better manage diabetes. Since our inception, we have focused on better outcomes for patients, caregivers, and clinicians by delivering solutions for people with diabetes - while empowering our community to take control of diabetes.
Dexcom offers / Why Dexcom
An exciting opportunity to be part of a dynamic, innovative and progressive multinational organisation.
You will be part of a high growth company with a true purpose and have the ability to shape and influence, making a real difference to those living with Diabetes.
Opportunity to carve out a long-term career.
Access to outstanding training and development programmes.
Work with over 5,000 awesome colleagues in an open, fast-paced and fun working environment.
To drive recommendations and use of Dexcom products in the Diabetes Market (largely untapped MDI market) by providing support services and solutions to HCPs (85% time spent in combination with market access)
To secure Market Access and drive funding by working with local and national procurement
To provide training and in-servicing of Dexcom products and ancillaries to relevant HCPs in innovative ways (10-15% time maximum)
Increase the Dexcom market share (sensor sales) and hit territory target in line with company expectations utilising the services and support from across the company in accordance with the Dexcom values and culture
Maximise strategic partnership with other companies to maximize sales for standalone product
To manage the territory for Dexcom, splitting time according to customer and business needs
Daily use of CRM system to identify business development opportunities.
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, utilise technology to efficiently & effectively identify trends and target activity within your territory to support sales growth
Foster a mutually beneficial working relationship with all Dexcom Account Managers, the wider sales management team, and key customers on your territory
Ensure you have an up to date understanding of procurement process within local Areas
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.
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
Prioritise & execute cycle and quarterly objectives.
Analyse territory level market share and other appropriate sales data to optimise efficiency to consistently meet or exceed goals and objectives.
Utilise selling tools in customer interactions to maximise 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
Seek & develop projects to enhance delivery of holistic Dexcom strategy within territory.
Work on Market Access with Sales Manager 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 Sales Manager & Country Manager.
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.
Understand & align specific territory activities with objectives and strategic pillars for Dexcom.
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 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.
As appropriate, utilise the Dexcom sales process with each site to identify priority opportunities and to capture progress to date.
Drive recommendations of Dexcom products across territory to achieve growth targets.
Work within Dexcom Standard Operating Procedures.
Consult with Sales Manager on performance vs. Dexcom Standard Operating Procedures.
As appropriate, utilise technology to efficiently & effectively identify trends and target activity within your territory to support sales growth.
Complete daily, weekly and monthly administrations as required
Maintain the CRM system as directed by Sales Manager
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.
Teamwork & Best Practice
Maintain excellent communication across the sales team via telephone, email and face–to-face contacts in order to utilise 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.
3 years of diabetes or equivalent sales experience with a proven track record for achieving targets and delivering success.
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.
Strong commercial selling skills to include sales competency or selling skills training.
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 (with no more than 3 points).
Experience of the Type 1 market is preferred.
Knowledge of diabetes is preferred.
In-depth understanding of Hospital Procurement is preferred.
Life Sciences/Business Degree is preferred.
Relevant professional qualification(s) preferred.
50 to 75% - daily travel within Territory.
Must be able to communicate effectively 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 organisation.
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.