Clinical Sales Specialist - Aortic Intervention | Johannesburg

Areas of Responsibility

Clinical Sales Consultant position in Public and Private Accounts in Gauteng/Northwest Area. In this role, the consultant will use their experience and newly obtained knowledge to sell our client’s aortic range in a professional manner by calling on health care professionals and related role players i.e. Vascular Surgeons, Stock Controllers, Theatre staff etc. In this role the consultant will be expected to maintain current business, by creating relationships with customers, in the shortest time, and service current business thereby.

Key Performance areas

• In 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 our full line of products and service.
  
• Effective marketing activities including congresses, customer workshops and educational events.
  
• Finalisation and implementation of the yearly strategic marketing plans.
  
• Product training and evaluation done to improve Sales Consultant’s knowledge and to external customers.
  
• Responsible for Market access process.
  
• Monthly forecasting and stock management.
  
• Assist the Sales Managers with sales budgeting per territory for the specified portfolio of products and achieving these budgets.
  
• Manage relationships with Supplier’s Regional Managers and Product Managers where needed.
  
• Maintaining all administrative responsibilities associated with this position, monthly reporting on marketing activities, expense budgets and profitability.
  
• Planning and organizing of expert meetings/workshops with key customers when needed.
  
• Comply with all QA and regulatory requirements where needed and product related.
  
• CRICE certification
  

Marketing:

• Assist management with Journal clubs and workshop/VISTA meetings and various conferences as needed;
  
• Assist the Sales Manager with the sales budgeting per territory for each SBU;
  
• Effective implementation of tactical 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 Our client;
  
• Sales knowledge to allow for effective selling of product features and benefits;
  
• Evaluation, analyses and reporting on Competitors’ products, drive strategies and driving appropriate business responses;
  

Customer Relations:

• In 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 our full line of products and services;
  
• Attending to appointments with Customers and prospects;
  
• Report to Sales Manager when needed with existing and potential customers;
  
• Gather customer requirements in corporation with Sales manager to ensure customer satisfaction;
  
• Assist with the successful facilitation of congresses and training workshops when needed.
  
• Assist with identifying the correct customers to attend product training to ensure a 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;
  
• Customer profiling and mapping tools to grow product families according to the customer needs but in line with our business strategy and focus products.
  

Sales Reports and Administration:

• Achieve monthly and quarterly sales budgets for the SBU;
  
• Achieve annual sales budgets per SBU;
  
• Expense claims handed in on time as per the schedule received from Finance with correct cost allocations;
  
• Monthly reports to the Sales Manager submitted on/before 5th of month;
  
• Monthly call reports and weekly call planners to be sent to the Sales Manager;
  
• Compliance to regulatory SOP’s, SA Regulations and Code of Business Ethics:
  
• Maintaining the Company’s ethical position;
  
• Effectively communicating and managing Company business conduct policies.
  

Training:

• 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 Manager with product queries and/or technical/clinical application information;
  
• Manage your portfolio by living the company values.
  

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;
  

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 reports to senior management.
  

Stock Management:

• Assist with Stock rotation and slow-moving identification and returns;
  
• Assist Sales Manager 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 Manager;
  
• Management of boot stock allocated and rotation of stock when needed to reduce unnecessary expiration of products;
  
• Should a procedural kit procedure be implemented in the SBU – the responsibility of managing this and evaluating the effectiveness of it remains the responsibility of the Sales Consultant;
  
• Giving feedback to Management on Consignment stock.
  

Requirements

Qualifications

• Grade 12 (Matric) is a minimum requirement;
  
• A relevant degree or diploma is an advantage;
  
• Any medical and marketing qualifications would be a definite advantage.
  

Experience Required

• Previous sales experience;
  
• Medical experience in a Vascular is a preference and previous experience such as Aortic is an advantage;
  
• Knowledge of the target group of customers will be an advantage;
  
• Computer literacy and proficiency on MS Office, specifically Excel (level 2 at least) and MS Word is a requirement for this position;
  
• Clinical and product knowledge will be a definite advantage;
  
• Existing relationships with customer base will be a definite advantage.
  

Skills/Competencies

• Advanced planning and organizational skills;
  
• Excellent written & verbal communication skills;
  
• Excellent interpersonal skills;
  
• Negotiation skills;
  
• Project management skills;
  
• Knowledge of marketing analysis, practices, strategies, planning;
  
• Strong analytical, organizational and decision-making skills;
  
• Strong understanding of business and financial drivers;
  
• Strong influencing skills to present new ideas promote collaboration and generate buy-in;
  
• Strong business & financial acumen to influence key business decisions based on business analysis;
  
• Strong leadership skills, a leader whose personal and professional behaviour is aligned to the Group values;
  
• 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;
  
• Ability to travel extensively in the country and when needed to travel abroad;
  
• Knowledge of the sales process that supports marketing activities, with the ability to understand & interpret customer needs using fact-finding to identify sales opportunities;
  
• Integrity, responsive, high commitment;
  
• Desire to win with a drive on results;
  

Additional Requirements

• Own reliable vehicle, travel in Gauteng/Northwest area even after hours;
  
• Desperate to gain much needed experience in the Aortic Industry;
  
• Willingness to work hard and long hours when required.
  

Benefits

• Medical Aid
  
• Provident Fund
  
• Fuel Card
  
• Travel Allowance
  
• Cellphone & Data Allowance​