Essity

• Plan and develop strong relationships and TORK competencies with distribution partners. • Deliver clear communication, following Essity Commercial Planning directives and overall BU directives, to ensure targets are met regarding distribution partner satisfaction, retention, and profitable growth. • Negotiate with distribution partners in sales region. • Create and execute against joint distribution business plans. • Review progress to plan with distribution regularly. • Translate sales plans into sales activities by customer/account, according to Sales Manager and Commercial Planning guidelines. • Monitor and adjust sales activities on regular basis to meet business objectives. • Build strong distribution partnerships to execute against goals. • Provide hygienic solutions to distribution partners and end customers to contribute to profitable growth targets. • Ensure that DSRs have outstanding knowledge and understanding of Essity products and hygiene solutions. • Actively engage with segment sales to drive end customer wins. • Deliver on agreed upon sales targets and sales KPIs with designated distribution partners. • Responsible for day-to-day business matters and customer inquiries. • Position TORK as the partner of choice and preferred brand with distribution partners in sales region. • Continuously build market knowledge of industry and competition. • Develop and manage individual pipeline through effective use of CRM. • Build competency with Essity tools (CRM, CPQ, Seismic, Farsight, PowerBI, etc.).

• Responsible for managing and increasing the Essity Advanced Wound Care product portfolio sales within the assigned geographic territory. • Primary driver of sales within a territory or strategic metropolitan areas. • Target multiple call points throughout the continuum of care with a primary focus on Acute Care, Surgical Areas, and Wound Care Centers. • Managing and penetrating the alternate sites of care. • Effective territory and account planning (pre and post call planning), targeting. • Complete all administrative duties accurately and timely.

Role Description We are hiring a Territory Sales Manager based out at Coimbatore for our Clinical care division. - Develop and implement sales strategies for growing smaller national or regional strategic accounts. - Identify stakeholders and map sales processes for effective sales strategies to meet and exceed sales targets. - Find and cultivate new opportunities within existing smaller national or regional strategic accounts. - Ensure the proposals, contractual terms, and pricing align with Essity’s financial strategy and move the customer within the value creation journey. - Build and maintain strong relationships with key stakeholders, increasing customer advocacy levels and positioning Essity as a trusted strategic partner. - Motivate and support sales teams with best practices and impactful business cases that combine product evidence and financial aspects, to illustrate the business impact on customers. - Negotiate contracts and position products against competitors. - Understand the customers’ needs and pain points through effective questioning and active listening. - Collaborate internally with regional sales managers, sales professionals, and marketing to meet sales targets and ensure customer satisfaction, taking ownership of strategic account plans. We're looking for people who embody our values, aren't afraid to challenge, innovate, experiment, and move at a fast pace. We're always looking for ways to improve our products and ourselves. If this is you, we'd love to talk. Our purpose, Breaking Barriers to Well-being, provides meaning to everything we do. Working at Essity means a chance to improve well-being for people and opportunities to drive positive change for society and the environment. As an employee at Essity, you will belong to an organization where you feel valued and supported to grow, and challenged to generate business results in a collaborative and open atmosphere. Company Description Essity is a global leader in health and hygiene with our corporate headquarters in Stockholm, Sweden, and North American headquarters in Philadelphia, PA. We are a multi-billion-dollar company that is committed to breaking barriers to well-being. Essity does this through innovative brands in the areas of Professional Hygiene, Consumer Goods, and Health & Medical Solutions.

• Account Management und Umsetzung der Vertriebsstrategie mit dem Ziel einer nachhaltigen Umsatz- und Ergebnisentwicklung in den relevanten Zielgruppen (vor allem aus dem Spitalsbereich – Einkauf und Ärzte- und Pflegepersonal) • Planung, Koordination und Durchführung von Beratungen und Schulungen von Kunden (Mitarbeiter*innen aus den Spitalsabteilungen wie z.B. Wundmanagement, Gipszimmmern, Notfallstationen) • Mithilfe bei der Durchführung von Produktbewertungen • Mitarbeit in vertriebskanalübergreifenden und / oder interdisziplinären Projektgruppen • Teilnahme an regionalen / überregionalen Messen und Kongressen • Wettbewerbsbeobachtungen und Kommunikation der Ergebnisse bei den entsprechend betroffenen Funktionen • Ableiten von Maßnahmen aus den Beobachtungen für das eigene Gebiet

• Direct line management and development of a team • Identification and cultivation of potential clients, e.g., medical care centers, outpatient surgery centers, wound care centers, retail, homecare, national nursing services, and healthcare provider organizations suitable for strategic business expansion • Establishing contacts with associations of statutory health insurance physicians (Kassenärztliche Vereinigungen), health insurance companies, and physician networks; network management and creation of a continuous flow of information with stakeholders • Responsibility for the development and implementation of national networking projects. Stakeholders to be involved are coordinated cross-functionally and across channels in consultation with management • Monitoring and analysis of sales development, market and competitive conditions, and deriving new trends in the healthcare market and strategic measures (using tools such as customer reports, CRM data, the internet, and trade journals) • Responsibility for building and developing Key Opinion Leaders (KOLs) within Health & Medical with a focus on the medical business • Establishing a structure of POMs and HMMs in close collaboration with the HM Public Affairs & Market Access team

• Responsibility for the sales of relevant Essity products and therapy approaches in the field of modern wound care, and conducting training sessions for customers • Building and expanding long-term customer relationships and networks, and participating in cross‑departmental projects • Close coordination with the responsible JOBST account manager and collaboration beyond your own target group • Monitoring and analyzing sales development and potential in the sales territory and deriving necessary measures • Participation in internal and external conferences and seminars • Use and maintenance of the CRM system and application of other digital tools

• Provide education and consultation in support of customer needs and sales goals • Manage key activities related to wound care product conversions in select facilities (e.g., clinical evaluation, education, and cost comparison). • Identify, design and implement appropriate consulting strategies as dictated by the needs of the marketplace and corporation to maximize efficiencies within key accounts. • Assess customer needs and develop tools and strategies to resolve issues. • Assist in the development and delivery of Clinical Education programs and product-related education to support key customers. • Serve as a key clinical and educational contact for customers using Advanced Wound Care products and implementing product conversions. • Follow-up with key accounts and customers to assess unmet education and clinical needs as it relates to successful product implementation. • Collaborate with critical functional areas within Advanced Wound Care • Provide clinical and professional expertise to internal and external customers. • Interacts with senior personnel on significant technical matters, policies and plans that require coordination between organizations. • Provide customer feedback to corporate teams to improve new and existing products. • Collaborate with Marketing Managers by providing clinical perspective and expertise to assist in development and growth of assigned business areas. • Serve as an education and clinical resource for advanced wound products for the Field Sales team. • Develop and enhance clinical and market expertise • Maintain active involvement in key professional organizations. • Support professional organizations by actively presenting at regional and national meetings. • Collaborate with customer/KOLs present and publish clinical experiences with AWC products • Continue education through conferences and courses to improve clinical knowledge and enhance understanding of current healthcare environment. • Actively seek out and work with customers to identify materials which would support product sales and enhance competitive market intelligence.

• Lead a team of Strategic Account Executives overseeing all Strategic Accounts within the INCO therapy area • Drive sales via formulary and contract additions within the LTC/SNF/Homecare and Biller markets • Direct sales strategy, negotiation, pricing, marketing, and operational strategies • Utilize GPO Contracting and Health Plan by driving strategy around overall cost in use and state reimbursement expertise • Build strong relationships across the internal matrix and with C-suite executives • Conduct Total Value and Economic Modeling to enhance customer engagement and outcomes • Manage strategic account planning and execution, focusing on client relationships and driving sales • Utilize analytical data to promote customized programs and GTM strategy within the addressable markets

• Gestionar y desarrollar relaciones comerciales con clientes mayoristas y cadenas regionales. • Implementar planes de venta alineados con los objetivos comerciales de Essity. • Analizar información de ventas, distribución y desempeño de clientes para identificar oportunidades de crecimiento. • Realizar visitas periódicas a clientes y puntos de venta para comprender necesidades y mejorar la ejecución comercial. • Negociar acuerdos comerciales, promociones y oportunidades de negocio dentro de los lineamientos establecidos. • Diseñar propuestas e iniciativas comerciales basadas en análisis de datos e insights del mercado. • Monitorear indicadores de desempeño y generar recomendaciones para maximizar resultados. • Mantener actualizada la información comercial a través de CRM y herramientas de reporte. • Colaborar con equipos multifuncionales para brindar soluciones de valor a nuestros clientes.

• profesionální podpora nových zákazníků pro portfolio inkontinenčních pomůcek a kosmetiky TENA • aktivní vyhledávání nových zákazníků pro portfolio prostředků na hojení ran • péče o stávající zákazníky v oblasti portfolia prostředků na hojení ran a portfolia hygienických pomůcek pro inkontinentní pacienty • jednodenní/dvoudenní návštěvy zdravotnických zařízení za účelem proškolení zdravotnického personálu ve správné praxi při péči o hojení ran • pravidelné interní proškolování nových a stávajících zaměstnanců • účast na kongresech a konferencích (aktivní prezentace firmy) • vzdělávání pracovníků v sociálních službách - akreditované kurzy MPSV, semináře, produktové workshopy