Territory Manager - Rio de Janeiro

Location Brazil
Discipline: Sales
Job type: Permanent Full Time
Job ref: 003487
Published: about 1 year ago

Headquartered in Worthing, Rayner has undergone a transformation with the launch of 11 new products in 4 years and the acquisition of several complementary businesses. 2020 is the first year of implementation of a new 5-year plan (5YP) with aspirations for rapid annual growth based on the development of further new products.


The Territory Manager will manage existing business and drive the commercial development of the territory, solely responsible for the territory’s financial performance.


Ultimately, the role holder will deliver growth in both the Surgical and Ocular Surface Disease products Portfolio.





  • Working closely with the Regional Sales Manager to manage and grow the territory
  • Entrepreneurial flair and drive combined with a structured and analytical approach
  • To be accountable for the financial performance of the agreed territory by generating growth and achieving annual targets
  • Maintain existing account business and relationships, grow existing business where possible
  • Manage, maintain and grow both Surgical and OSD product range
  • Develop and deliver professional presentations to a range of audiences
  • Building and maintaining key surgeon relationships
  • Use existing frameworks to grow and maintain IOL business
  • Drive growth of key focus products in line with UK strategy and company expectations   
  • To develop new relationships within assigned market
  • Engage and proactively communicate with internal departments
  • Analyse own business sales performance (units and profits) and identify gaps and potential risks, creating opportunities mitigation plans
  • Responsible for planning own time appropriately to maximise business performance
  • Develop quarterly territory business plan from market intelligence gathered
  • Planning client sales presentations and educational seminars that may influence purchasing decisions
  • Use own initiative to understand competitor sales processes and ensure that the business is responding proactively to any potential threats
  • Work collaboratively with colleagues sharing market intelligence that may influence other regions
  • Responsible for managing resources appropriately i.e. materials, travel costs and other sundries
  • Populate CRM system and undertake appropriate administration to demonstrate performance
  • Credible and confident use of office applications i.e. Word, Excel and Power Point
  • Autonomous worker responsible for a specific region.  Taking delegated responsibility for finance, sales, performance and business development.
  • At all times be aware of and work to the requirements of the Company’s policies and directions on Health and Safety.




Act in line with our company values:


1) Ambition: We have the drive to continuously improve

2) Integrity: We are accountable for what we do acting ethically and in the best interests of our customers, patients and stakeholders

3) Openness: We positively consider new ideas and challenges

4) Respect: We support each other and our customers to succeed




  • Highly conscientious and motivated
  • A positive mind-set that will complement our demanding sales environment
  • Competent at working with key healthcare provider stakeholders
  • A hunger to drive new business growth
  • Communicate effectively and positively with customers, internal and external staff
  • Three plus years experience as a sales representative
  • Bachelor Degree or demonstrate equivalent experience
  • Communication, persuading, negotiating and influencing skills
  • Strong analytical skills including the ability to interpret and present data, and use this to make influential business decisions
  • A tenacious approach
  • Strong business acumen and commercial awareness
  • Ability to work autonomously and on own initiative
  • Organised approach
  • Strong ability to plan, considering a range of market forces
  • Strong IT skills, including Word & Excel