Territory Manager-Western Canada

Starkey Canada is hiring for a Territory Manager. This position is responsible for contributing to the achievement of the Company’s profitability and market share in a designated territory through, consultative selling techniques, technical training and professional business development. The Territory Manager is responsible for overall management of customers and business in the assigned territory in conjunction with the inside Sales Representative and Starkey Leadership. This position will train and educate customers on new products and attend customer events such as open houses and trade shows.

At Starkey, we are in the business of connecting people and changing lives. As a world leader in the manufacturing and delivering of advanced hearing solutions, we go to work each day to ensure every person on the planet has the opportunity to hear their very best. Founded in 1967, Starkey is known for its innovative design, development and distribution of comprehensive digital hearing systems.

Headquartered in Eden Prairie, Minnesota, Starkey has more than 5,000 employees globally, operates 29+ facilities and does business in more than 100 markets worldwide. Here’s a video about the people behind Starkey’s groundbreaking innovation:

https://www.youtube.com/watch?v=GjhRQ7qzlI0

Hearing is key to our health and happiness. Starkey is much more than the hearing aids we produce. We are in the business of connecting people and changing lives. We believe being able to hear the world and the people around us is as essential to the human experience as breathing. Many recent advances are already being recognized as disruptive technologies that have positioned Starkey hearing aids as the industry’s first devices that go beyond providing just audiological amplification. Our hearing aids now incorporate Artificial Intelligence, embedded activity sensors, language translation and transcription services, as well as an always-on personal voice assistant.

Job Responsibilities

1. Perform consistently in measured core areas:

Achieve target unit growth in assigned territory
Achieve target revenue growth in assigned territory
Manage performance to Average Sale Price
Meet quarterly Sales Activity Index expectations:
Meet average meetings per day expectations (2.4 Events/day)
Identify and log customer opportunities
Log all calls, emails, visits and trainings, as appropriate, in Salesforce CRM
Calendar should be current and scheduled out 2 – 4 weeks
2. Cultivate client relationships, actively utilizing consultative selling approaches for development of current and new business referrals.

Attend and actively participate in all customer events and classes
Promote and invite customers to classes, regionals, and other Starkey events
Attend and present at local customer events
Be knowledgeable about business and advise customers on growth opportunities
3. Schedule office visits with customers in order to uncover needs for improving their business and developing plans for implementation. Identify accounts that would benefit from a review of their existing business plan or development of a new plan. Work with Inside Sales to outline the proper next steps for the account.

Discover opportunities for Starkey to help the customer
Work with customers to develop action items for business improvements
Provide technical support to customers when needed
Communicate opportunities to team members
Follow up with opportunities to close (yes or a no)
Take next step in developing the relationship
Identify Training and Marketing needs for the customer
4. Schedule appointments with new and existing accounts, including private practice audiologists and hearing instrument professionals.

Train Customers on new products and fitting techniques
Present, train or teach Starkey products, software and technologies
Speak at in-house conferences and training sessions
Prepare and participate in customer training when called upon
Conduct classes, demonstrations and workshops
5. Prospecting Dabbler and Non-buyer in accordance with quarterly Sprint parameters

Call and visit new and inactive accounts in territory and develop opportunities
Develop a touchpoint and onboarding strategy for selected prospects
Collaborate with Inside Sales and leadership
6. Play an active role in professional development

Proactively acquire new knowledge and skills through company trainings and resources
Continually develop and fine tune the sales approach and closing skills
Complete and pass knowledge assessment as directed by your Manager
Complete knowledge refresher course as directed by your Manager
Receive training on new products and techniques
Attend all required sales meetings and training sessions held virtually or at Starkey facilities
7. Communicate with Credit group to maximize the effectiveness of sales promotions and minimize A/R accounts for Territory.

Assist in managing slow paying accounts through dialogue with customer
Understand who should receive promotional communications and who should not
8. Work with Inside Sales Representatives, National Sales Manager and Starkey Leadership to improve communication and increase units and profitability of the territory.

Participate and contribute to group discussions, meetings and presentations. Establish and maintain productive, respectful working relationship with co-workers, support staff and management. Work within the Business Unit with the goal of clear communication and organization with the sole intent of increasing Market Share.
Job Requirements

Education

Bachelor’s degree required; Business courses are an asset
Master’s Degree/AuD in Audiology or Hearing Instrument Specialist (HIS) is preferred
Experience

Hearing Industry experience strongly preferred
Minimum 2 years of sales experience desirable
Minimum 6 months of customer service experience desirable
Training: 6 months to one year
Knowledge / Technical Requirements

Knowledge of hearing instruments is an asset
Excellent problem solving, and decision-making skills required
Excellent oral and written communication skills
Excellent Presentation Skills
Ability to work and travel independently
Excellent people skills
Team Player – Ability to work cooperatively building trust and respect
Travel Expectations

Travel 80% of the time visiting customer offices and attending industry events

Salary and Other Compensation:

The annual salary for this position is between $73,600 - $89,250 / year + Commission Eligible. Factors which may affect starting pay within this range may include geography/market, skills, education, experience and other qualifications of the successful candidate.

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