AC12337 Sales Consultant: Vascular & Med-Surg (Medical Device) - Garden Route, Western Cape

Introduction

Areas of Responsibility

• Responsible for the sales of all Vascular and all Med-Surg range of products, including maintaining and growing existing business and expanding of sales within the assigned territory.

• Scheduling and attending appointments with existing and potential customers;

• Demonstration of products to clinical personnel;

• Completion of weekly planner and activity report for submission to direct manager;

• Achieving Sales Targets;

• Responsible for networking with and development of relationships with new customers and managing existing customers;

• Counting and Management of consignment, boot and short-term stock;

• Requesting and following up on quotations;

• General Administration associated with the position;

• All activities to be recorded on Force Manager CRM.

Duties & Responsibilities

1. Responsible for Marketing Activities

1.1 Marketing

• Assist the National Product Manager with Journal clubs, workshops/ VISTA meetings and various conferences as needed;

• Assist the Sales Managers with the Sales budgeting per territory;

• Effective implementation of tactical and strategic plan;

• Effective marketing activities including congresses and customer workshops and educational events;

• Daily calls to customers and new prospects;

• Effective promotion of all products offered by the company;

• Sales Knowledge to allow for effective selling of product features and benefits;

• Evaluation, analyses and report on Competitors’ products, drive strategies and driving appropriate business responses.

1.2 Customer Relations

• In your product and marketing capacity, establish a network with the stakeholders in the Hospitals: Physicians and Key Opinion Leaders;

• Build and maintain strong relations with all stakeholders, including customers, payors, government and employees in representing full line of products and services;

• Attending to appointments with customers and prospects;

• Gather customer requirements in cooperation with Sales Managers to ensure customer satisfaction;

• Assist when needed with successful congresses and training workshops;

• Assist with identifying the correct customers to attend product training to ensure an ROI;

• Manage relationships with all customers, prospects and key opinion leaders where needed;

• Maintain good relations and communication with internal customers i.e., Customer Services, Finance Department, Logistics and Management;

• Utilising customer profiling and mapping tools to grow product families according to customer need but in line with business strategy and focus products.

1.3 Sales Reports and Administration

• Achieve monthly and quarterly sales budgets;

• Achieve annual sales budgets;

• Assist where needed to attend to Daily Ariba/Trade world, tender input and quote requests;

• Expense claims handed in on time as per the schedule received from Finance with correct cost allocations;

• Monthly reports to the Sales Manager submitted before 5th of the month;

• Weekly call reports and weekly call planners to be recorded on Force Manager and to be sent to the Sales Manager;

• Compliance to regulatory SOP’s, SA Regulations and Code of Business Ethics;

• Maintain the Company’s ethical position. Effectively communicate and manage business conduct policies.

2. Training

2.1 Sales Representative role

• Maintain a high level of motivation to ensure marketing function is well implemented;

• Preparation and conducting of presentations at Sales Consultants’- and management-meetings;

• Assist Sales Managers with product queries and/or technical/clinical application information;

• Manage your portfolio by living the company values.

2.2 Training Events

• Identify and implement educational events for customers to achieve growth;

• Manage the implementation of workshop activities with sales team and customers;

• Train new customers on the range of products as set out by your manager;

• Assist with identifying workshops and educational events that will deliver a ROI and result in product growth;

• Participate in company business and sales meetings and provide input to management;

• Attend and assist when needed for planning of all congresses identified.

3. Administrative Duties

3.1 Reports

• Adhere to credit policies and procedures of the group;

• Maintain all administrative responsibilities associated with this position, monthly reporting on marketing activities;

• Ensure all product and marketing activities comply with legal and ethical standards;

• Managing all company expenses within the marketing budget provided;

• Adhere to any legal or medical requirements and inform management of changed requirements;

• Submit monthly report to senior management and record all activities on Force Manager CRM.

4. Stock management

• Assist with stock rotation and slow-moving identification and returns;

• Assist Sales Managers with input from the field on stock ordering and give feedback on stock requirements from the field;

• Management of consignment stock allocated to customers on request from Sales Managers;

• Management of boot stock allocated to yourself and rotation of stock when needed to reduce unnecessary expiration of products;

• Should a procedural kit procedure be implemented – the responsibility of managing this and evaluating the effectiveness of it remains your responsibility;

• Give effective feedback to Management on Consignment stock.

Desired Experience & Qualification

Qualifications

• Grade 12 (Matric) is a minimum requirement;

• A relevant degree or diploma is an advantage;

• Any medical-management or -marketing qualification would be a definite advantage.

Experience Required

• Previous Sales experience;

• Medical experience is a preference and previous experience in a similar position such as Endoscopy, Urology, Critical Care, Vascular Surgery, Interventional Radiology or any experience in the Medical Industry would be an advantage;

• Knowledge of the target group of customers such as Stock Controllers, Pharmacy Managers and relevant Support Staff, will be an advantage;

• Clinical and product knowledge will be a definite advantage;

• Existing relationships with customer base will be a definite advantage;

• Computer literacy and proficiency on MS Office, specifically Excel (level 2 at least) and MS Word is a requirement for this position;

• Ability to travel extensively in the country and when needed to travel abroad.

Additional Requirements

Preference will be given to a candidate residing in the relevant region.

Skills/Competencies

• Advanced planning and organisational skills;

• Excellent written & verbal communication skills;

• Excellent interpersonal skills;

• Negotiation skills;

• Project management skills;

• Knowledge of marketing analysis, practices, strategies, planning;

• Strong analytical, organisational and decision-making skills;

• Strong understanding of business and financial drivers;

• Strong influencing skills to present new ideas promoting collaboration and generate buy-in;

• Ability to work independently and as a team member, while using discretion in decision making and sound judgment in problem solving;

• Demonstrated follow-through, initiative, attention to detail and drive for continuous improvement;

• High level of energy and stress tolerance required;

• Ability to work well under pressure and maintain positive, enthusiastic attitude;

• High level of motivation and vision and results orientated;

• Ability to work effectively in a team environment and build strong working relationships;

• Ability to work in a fast-paced environment and meet deadlines;

• Time management to be efficient;

• Work Ethics;

• Knowledge of the sales process that supports marketing activities, with the ability to understand & interpret customer needs using fact-finding to identify sales opportunities;

• Proficient in Microsoft Office – especially Excel at an advanced level and PowerPoint