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Product Specialist
2 weeks ago
Job Purpose:
- To manage a specified sales territory in order to achieve maximum profitability and growth in accordance with strategic direction and Values;
- To achieve budgetary forecast through a high standard of sales activity and customer engagement.
Working Relationships:
- Sales / Business Managers, Product Managers and Reverse Logistics team.
Key Responsibilities:
- Achieve sales targets and deliver KPI’s;
- Manage specified sales territories, consistently develop and grow the territory through engagement with existing and new customers;
- Manage key accounts and targeted customers;
- Understand customers objectives, buying criteria and decision making processes to form long standing mutually beneficial partnerships;
- Attend to customer enquiries and needs;
- Develop sales strategies and tactics in conjunction with the Sales Manager, ensuring alignment to the approved marketing plan; as well as implementation of these strategies and tactics;
- Submit monthly sales reports inclusive of sales forecasting and market intelligence including competitor information by the due date;
- Maintain accurate customer account records and customer data base including customer targeting;
- Provide product information, demonstrations and training to customers;
- Manage cases when and where required;
- Enhance case management abilities via ongoing development of procedural and product knowledge, i.e. continuous self-learning;
- Immediately post each procedure attended, ensure debrief with Surgeon in order to:
- Establish likes/dislikes regarding product/procedure;
- Reaffirm their preference for DT products;
- Obtain additional business;
- Set (or re-set) their expectations regarding ongoing DT personnel case attendance.
- Specific focus on building meaningful business relationships with ‘new’ Surgeons (e.g. 1-3 years post Spinal program), given their higher potential for conversion to DT products;
- Be available (and suitably organised, i.e. carry appropriate samples etc.) to discuss business growth opportunities with Surgeons whenever the opportunity arises;
- Accurately document all valid Surgeon issues (e.g. product, procedural etc.), and pass on information, in a timely fashion, to Sales Manager;
- Check operating lists/gather Intel regarding individual Surgeons and their case-mix, materials suppliers etc.;
- Monitor Hospital stock levels (both owned and consigned) and act upon re-ordering opportunities, comply with all stock keeping requirements per policy;
- Develop/execute Hospital set-up deals;
- Develop/produce/gain DTG Regulatory approval for product/procedure specific ‘cheat sheets’ to be provided to Hospitals (in order to assist nursing staff/ decrease the need for Product Specialists to be present);
- Ensure all nursing staff clinical education requests are passed on to the Product Manager in a timely fashion, thereby decreasing the need for Product Specialists to be present at cases;
- Ensure all sustainable business growth opportunities are follow-up in a timely fashion;
- Chase-up outstanding PO’s as and when required (with a particular focus on end of month);
- Complete all administrative tasks by the due date;
- Attend exhibitions, conferences and seminars as directed;
- Additional duties and sales-related activities as required from time to time.
Quality and Safety Requirements and Responsibilities:
- Comply with Quality System requirements;
- Take reasonable care for your own health and safety and do not negatively affect the health and safety of others. Comply with any instructions and follow any policy, procedure or work instruction relating to health and safety at the workplace that has been notified to you;
- To ensure compliance with applicable legislation, customer requirements and given the exposure risk to the business, it is a requirement of this role that you maintain any appropriate vaccinations and background checks as appropriate.
- Conduct all activities and duties as part of this role in full accordance with company policies, procedures, and values.
- Understand and adhere with Principals’ applicable compliance, code of conduct policies and procedures;
- Understand and adhere with APAC MED Code of Conduct.
Selection Criteria
Essential:
- Understanding of Device Technologies policies and procedures including any vaccination and background checks in line with your role and responsibilities;
- Current valid driver’s license;
- Proven skills in sales, territory management, presenting, influencing and time management;
- Demonstrated competence in MS Word, Excel and PowerPoint;
- High standard of demonstrable written and verbal communication skills;
- Professional appearance;
- Willingness to work a flexible schedule with occasional overnight travel.
Desirable:
- Experience selling in a medical or hospital environment; OR
- Relevant clinical experience;
- Relevant tertiary qualifications in the sciences - degree or similar.
