Health Care Sales Territory Manager Sr.

Responsible for achieving and/or exceeding sales objectives, market penetration, through leadership and development of markets and distributors in the Healthcare business. This will be achieved by creating and developing business opportunities and relationships with key strategic customers, KOLs and distributors operating in their respective sectors. Principal Accountabilities Manage the activities of the Healthcare division in Mexico, the sales team, and distributors to support and drive key commercial activities to ensure that sales revenue and new product launch objectives are met on time and achieve the objectives established for the identified distribution partners. Visit customers and / or potential customers of healthcare on a regular and planned basis to promote products and services to achieve monthly, quarterly and yearly sales targets, as agreed with your manager. Oversee Healthcare business planning for key distributor businesses, driving and distributor management and partners to facilitate rigorous and timely delivery of aggressive growth plans. Identify market development opportunities for the respective categories. Working with the support teams ensure these options are dimensioned to create value for the overall Healthcare business. Coordinate and lead quarterly business reviews with Key Distributors. Consistently achieve sales results within assigned region and major healthcare accounts through leadership in the development of strategies and objectives and directing the development and implementation of tactical plans. Deploy appropriate resources to achieve objectives. Ongoing technical training and support to customers directly in the hospitals. On an ongoing basis collaborate with functional heads to innovate around value added initiatives to boost business performance, directly or indirectly, with key partners Work closely with, coach and provide feedback to Team members to maximize their effectiveness and prepare them for current and future assignments. Utilize all aspects of Halyard’s Performance Management Process to consistently provide means for Team members to utilize skills, deliver business results and model global leadership qualities to enhance personal and team effectiveness. Drive a high-performance culture by setting demanding and challenging personal and business objectives. Attend meetings, conferences and exhibitions as required to promote Healthcare products and services. To represent Healthcare values and integrity Develop and maintain relationships with regional leaders who are experts in the field. Planning This role will be expected to achieve these minimum standards in maintaining and updating the following items to manage their territory effectively. These materials should be available always to review with their sales Manager. Maintains up-to-date account plans and customer profiles. Top actual accounts and top potential accounts Knows and Classifies Customers (CLV) Has a development plan for all KOL’s. Knows decision process, key decision makers, and decision criteria. Manages and tracks sales performance using the following tools: Budget (monthly, quarterly, yearly) By territory, By account, By level 4 Sales forecast (monthly, quarterly, yearly) Territory, By account, By level 4 Target monthly accuracy of /- 5 % Sales History (MTD, QTD, YTD) Versus budget & Forecast Versus prior (month, quarter, year) By account Produces and works yearly, quarterly and monthly plan. Sets a realistic stretch plan required to drive performance beyond plan expectations. By account (top actual, potential and priority accounts or projects) By level 4 Monitor territory sales performance on an ongoing basis, initiate corrective actions, and prepare reports, summaries, analysis and documentation an all aspects of the territory’s management. Plans work day to maximize customer contact and selling time Utilizes full day for selling activities Maximizes account time – multiple contacts per visit Minimizes driving or travel time Schedules early morning and late afternoon sales calls Understands commission plan and how to maximize income Selling Focuses selling time and activities on key accounts Uses pre-call plan for every call Every sales call has a SMART business objective Spends a minimum of 4½ days in the field per week Carries, manages and uses a full, organized sales bag: Demo stock, key literature, clinical articles and sales tools in every call All items in sales bag should be in good working condition and presentable Understands and uses the selling steps in the ASK model Pre-call planning, opening, probing, implicating, offering a solution, gaining commitment and handling objections “Scrubs-in” to procedures in the OR or Cath-lab daily Conducts regular in-services to reinforce product features and benefits Perform minimum 6 utilization review successful per year in your territory. Knows and uses “Steps to a Successful Evaluation” for all evaluations Knows and uses clinical knowledge of key products when selling Maintains up-to-date clinical and product knowledge Can articulate and effectively deliver key O&MH messages to all customers. Knows key competitors’ tactics and strategies Knows and understands key competitor’s products weaknesses and strengths Uses side by side comparisons to sell effectively Asks for a commitment at the end of every sales call Reviews sales call to understand factors of success or failure Healthcare Territory Management Maintains consignment inventory as per corporate policy Meets all required deadlines Reviews daily sales reports Provides a monthly report in required format by due date Maintains current special pricing / bundling / contract file Manages expenses as per corporate policy Maintains key competitor rep’s file including strengths, weaknesses and tactics Attitude and Behaviour Follows Code of Conduct standards Displays a consistent and positive attitude Maintains corporate image always Demonstrates a positive attitude toward team work Takes responsibility for personal and professional development Quality Ensure effective compliance with the SOP’s related to Product Complaints and Field Corrective Actions Ensure that product complaints are reported within the allowed timeframes Ensure the timely closure of product recalls As interface to Clients and Customer Service has direct responsibility to facilitate, share documents and process to identify, notify and ensure any complaint or problem are addressed, thereby demonstrating high commitment to Quality in all interactions and behaviours. Drive as needed to support and facilitate any field corrective action related his/her scope. Channel Partners and Key Distributor/Dealers End Users - Hospitals, Surgical Centers, KOL’s HYH Leadership and operational teams Regional Marketing teams Regulatory team Direct Clinical Support team Clinical and Medical Affairs Associations and Organizations, as well as reimbursement authorities and stakeholders Qualifications & Experiences Core Competencies Minimum of 5-8 years selling with evidence of taking new medical technologies to market Management leadership experience Experience in working with and understanding the of reimbursement programs within healthcare in key markets achieving positive outcomes. Prior/current business development/distributor management experience. Experience of effectively working in a matrix organisation and markets would be desirable. Experience in medical devices General Skills Fluency in Spanish, English Must be comfortable working alone & unsupervised for periods of time Outstanding communication skills and team-player Evidenced problem solving skills and decision making ability Ability to recognise and address process gaps Willingness to travel internationally Cross-cultural awareness Experience/Educational Requirement Education Level: Bachelor’s degree Required, Marketing and Sales, or Nursing, Medical, Veterinary, Biomedical Engineering, or any of the health area preferred. Master’s Degree Preferred (Emphasis in Business Administration).

Location: Ciudad de México, MX

Posted Date: 5/30/2025