Territory Manager

Job purpose

The main responsibility of this position is the attainment of Sun products sales objective vs budget within an assigned territory, while achieving maximum sales profitability, growth and account penetration.  Apart from meeting and exceeding sales targets, the individual will also maintain a current in-depth competitive knowledge of the product line to become a reliable source of information for Targeted Pharmacies and healthcare professionals in the assigned territory/region.This role is responsible for effective management and growth of the Montreal, Laval and Abitibi territory, balancing strategic account development with consistent market coverage across urban and remote regions.

Duties and responsibilities

• Achieve and surpass territory sales and profitability targets vs budget

• Analyze, develop and implement a Sun Business Plan that maximizes sales for the territory and re-evaluate this plan on a quarterly basis and amend where necessary to enhance territory performance
• Keep abreast of all competitive activity within the territory and understand the trends and influences in the pharmaceutical industry and how they impact the territory

• Communicate to Sun Sales and Marketing all pertinent information concerning competitor activities, customer behaviors/attitudes, market trends, etc. on a regular basis.
• Be Sun Canada’s focal point with all customers in the territory for all issues and through the appropriate conduct and actions, enhance the company’s profile with these customers
• Expedite the resolution of customer problems and complaints
• Maintain fiscal responsibility managing trade spends per account to maximize profitability and ensure operations spend is to budget
• Complete all necessary administrative responsibilities in a timely manner
• Attend customer and association trade shows as required by Manager
• Develop and deliver presentations at Regional Meetings as required
• Work collaboratively within your region to share best practices
• Complete all GMP training and maintain current personal training records in accordance with company guidelines
• Comply with all industry and corporate guidelines and ethics
• Participate in Internal, Customer and Regulatory Audits when required
• Identify growth opportunities and develop account-specific business plans for key customers
• Build strong relationships with pharmacy owners and stakeholders
• Optimize territory routing and customer coverage to ensure consistent engagement throughout Montreal, Laval and Abitibi
• Collaborate with cross-functional teams including Marketing, Customer Service, Specialty and Corporate to support territory objectives
• Other duties as assigned

Additional responsibility (Only applicable to customer facing roles)

• Report any complaints/adverse events received from customers to the Pharmacovigilance department within 1 business day

Qualifications

• Minimum of a University degree preferably in Business.
• Minimum of 3-5 years retail sales experience in the pharmaceutical industry or competitive business to business retail sales.
• Ability to drive throughout the assigned territory on a daily basis to meet with customers, with occasional overnight travel to support remote areas
• Fully bilingual in English and French with strong verbal and written communication skills in both languages
• Possess a valid driver’s license in good standing
• Possesses strong sales skills and business acumen
• The ability to utilize internal support systems, perform in-depth sales analysis, and develop strategic business building plans for the territory
• Demonstrated success managing large geographic territories and diverse customer segments
• Must be results-driven
• Able to work both independently and within a team environment
• Strong presentation and facilitation skills, with the ability to communicate effectively with diverse audiences
• Active listening and negotiation skills, with the ability to understand customer needs and build mutually beneficial solutions
• Adaptable to change
• Possesses time management and organizational skills
• Strong computer skills in Microsoft Office Software (Word, Excel, Outlook)

Working conditions

• Field-based role
• Daily travel within territory required

Physical requirements

• The ideal candidate would be based in Montreal, Laval or in a city on the North Shore of Montreal

Willingness and ability to travel up to 30% of the time, including occasional overnight travel to remote areas and travel outside the assigned territory for national meetings, congresses and conferences (Daily travel, or driving daily to meet customers is not part of the 30% travel. The 30% travel is for overnights in remote areas in territory and to attend meetings/conferences outside territory)

Direct reports

NA