Territory Manager Orthopaedic Instrument - Emilia & Toscana

Overview

The Territory Manager reports to the Regional Sales Manager and is responsible for supervising the assigned territory and related sales and turnover performance through the coordination and development of the sales agencies operating in the area. The role also focuses on optimizing customer service, supporting sales agencies in customer acquisition, and developing strategic business opportunities. The Territory Manager acts as an operational point of reference for both sales agencies and key customers, ensuring high service quality standards, particularly during the post-implementation phase of products and solutions. Orthopaedic Instruments | Stryker.

Key Activities & Accountabilities

• Planning, executing and monitoring measures to guarantee achievement of budget
• Supervise, develop and engage the assigned indirect channels sales team
• Control resources and materials in the related sales area
• Optimize resources and responsibility for running a profitable business in the assigned area
• Conduct price negotiations and contractual preparation within in-house guidelines, up to contract conclusion
• Be the reference point for the tender process, ensuring proper and compliant interactions are performed in a timely manner
• Collect competitive data and work with marketing to prepare simulations supporting price and product offers for each tender/quote
• Coordinate distribution and logistics of the product (LTC, STC, Demo)
• Provide customer care for head nurses and hospital administration with the goal of qualitative and sales-oriented consultation
• Promotions, presentations, launching of products
• Implement locally the national strategy for referrals program, education, and marketing in collaboration with BUD and PM
• Ensure accuracy of the forecast and prepare regular business reviews to share with the manager
• Supervise agents/dealer activity; keep the sales pipeline aligned to the business plan/action plans and updated in corporate systems (e.g., Nexus)
• Conduct training with marketing for internal and/or external stakeholders
• Take accountability for KOLs
• Know individual customer value drivers
• Implement strategy addressing different stakeholders, with focus on emerging healthcare trends
• Promote and disseminate a culture of compliance (regulatory and ethical behavior)
• Fulfill the quality policy and comply with SOPs with attention to vigilance requirements

Qualifications/Experience

Minimum Qualifications

• Degree in Engineering, Administration, Sales or Marketing or related experience/training in a medical, scientific, technical field
• 6+ years of sales experience
• 4+ years of sales experience in Medical Devices industry
• C2 level of Italian with intermediate level of English (min B2)
• Experience with hospital stakeholders (Surgeons, Nurses, Technical Services, Procurement)

Preferred Qualifications

• Sales experience with Capital Equipment

Role details

• Territory: Emilia Romagna & Toscana
• Based location: any major city of Toscana (strongly preferred) or Emilia Romagna
• Travel percentage: 80%
• Type: Field

About You

• Outgoing and persuasive manner and ability to deal with people with differing beliefs or values
• Confidence and persistence
• Patience and self-motivation
• Flexible approach to work to adapt to changes
• Strong teamwork and networking skills
• Positivity and willingness to roll up the sleeves
• Curious with a strong need to learn and develop yourself
• Valid driving license

What We Offer

• Flat hierarchies and responsibility to encourage initiative
• Opportunities for personal and internal career development
• Team spirit and engagement with inclusive teams
• Competitive salary and benefits
• Recognition of performance through local and global awards
• Flexible working hours to promote work-life balance