Sales Rep AWM State

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The incumbent is responsible for the successful launch, promotion and sales of his/her specific product range to the Medical, Nursing and Paramedical professions. The continuing education in the correct application and usage of these products in the sales territory allocated to the incumbent is paramount. The incumbent reports to the Regional Sales Manager responsible for his/her allocated territory.

2. Key Performance Areas

2.1 Is responsible for attaining and exceeding targeted sales for the products to be sold in his/her area.

2.2 Develops a routine calling pattern for all customers within own area.

2.3 Is responsible for ensuring that all key customers are fully cognisant of the product range, product users and correct product application.

2.4 Is responsible for drawing up and maintaining details of any key customers.

3. Key Functions/Tasks

Products will be promoted and sold to the following outlet types:

Private hospitals and clinics
Specialist medical practitioners
Private Nurse Practitioners
Other outlets specified by his/her Manager (eg State sector)
3.2 Develops a routine calling pattern for all customers within own area. This calling pattern is based on a 4 weekly and 3 monthly cycle and is built up as follows:

An annual year planner is submitted to the Regional Sales Manager in February of each year and broadly outlines an overall plan to ensure total coverage of all outlets in the forthcoming year with an emphasis on time/cost efficiency.

b) An appointment diary is maintained and continuously updated.

A detailed weekly itinerary comprising planned calls and appointments for the forthcoming week is submitted to Sales Manager as per agreed schedule.i.e.

Daily call rate of 4 Doctors /Surgeons ; 9 other Key Decision makers and 1 -2 IST sessions per week.

d) An electronic copy of the previous weeks’ call summary and feedback is to be submitted as per agreement with the Sales Manager.

3.3 Is responsible for ensuring that all key customers are fully cognisant of the product range, product users and correct product application:

a) Calling and detailing in a one-on-one environment

b) In-service training sessions

c) Use of audio visual training aids, promotional literature and journal reports.

d) Practical demonstrations.

e) Setting up workshops for the training of staff.

3.4 Is responsible for drawing up and maintaining details of any key customers' names, designations, personal data, as well as details of each call, i.e. date, products discussed, action points, call objectives, etc. (as per point 3.2.d)

3.5 Will be required to assist customers after hours with technical advice on the product range.

3.6 Monitors competitive activity in the market place, submits samples, prices and literature to the relevant marketing personnel.

3.7 Maintains constant awareness of potential new customers and uses for the product range.

3.8 Is responsible for maintaining current product knowledge of both Smith & Nephew and competitive brands.

3.9 Identifies important departments for the various products in conjunction with his/her Sales Manager, to ensure that maximum concentration is focused on these outlets.

3.10 Monitors and controls clinical assessments of new and existing products once protocols have been approved and authorisation through the correct channels obtained, to ensure that the assessments proceed smoothly and with the objective of having these products coded by the relevant hospital or provincial administration.

3.11 Will be able to communicate with all levels of the medical profession and will liase with administration authorities regarding the submission of tenders, obtaining competitive information, etc.

3.12 Assists with the preparation of, and attends medical congresses as may be directed by his/her Sales Manager.

3.14 Prepares a quarterly activity review and presents this in detail at each cycle meeting.

3.15 The incumbent is not authorised to:

a) Set prices or in any way make changes to the existing price structures.

b) Commit promotional or other company funds without prior approval.

c) Issue statements to the press or other media on behalf of the company.

d) Implement product benefit claims and promotions for indications other than those appropriately authorised.

4. People Contact (internal and external, type of contact – e.g. giving information, dealing with queries, obtaining information)

- Internal

Superior - Regular contact, exchanging information, receiving guidance and instructions.

Marketing personnel - Regular contact, exchanging information, imparting competitive developments, and receiving guidance.

Customer Services Dept. - Regular contact at all levels, placing orders, exchanging information.

Demand & Dist Dept. - Regular contact checking deliveries.

Tenders Administration - Occasional contact at senior level exchanging information.

- External

Medical Profession - Regular contact at all levels, e.g. nurses, hospital matron, surgeons, general practitioners, specialists, professors, Pharmacists, Pharmacy Managers etc., exchanging information and providing guidance on the use of company products.

5. Minimum Entry Requirements

- Education

Matric plus three year tertiary degree in the health science field and/or nursing diploma
- Experience

Previous medical sales experience would be an advantage, but adequate training in Smith & Nephew products and applications would be given.

6. Competencies Required (e.g. leadership skills, attention to detail, managing conflict, team work)

Good communication skills
Personable with mature personality
Able to deal with medical professionals on an acceptable basis
Demonstrates confidence
Energetic, encourages/supports new ideas
Demonstrates integrity, acts ethically and honestly
Follows through on commitments
Establishes intimate knowledge of market place through gathering detailed market intelligence
Sets clear priorities and utilizes them in managing workload.
Compliance

Follows all company procedures in this regard and completes all training on
time

Reports any known or suspected breaches
Complies with local and international regulations in this regard
Health Safety & Environment

Follows all company procedures in this regard and completes all training on
time

Reports any known or suspected breaches
Good Manufacturing/Distribution Practice

Follows all company procedures in this regard and completes all training on
time

Reports any known or suspected breaches
Complies with all GMDP as relevant to the job description
Quality Assurance and Regulatory Affairs

Follows all company standard operating procedures in this regard
completes all training on time
reports any breaches immediately
Product Complaints – Reports within 24 hours of becoming aware of
complaint

Where applicable seeks the appropriate approvals from the local QA/RA
Department

Follows and complies with all applicable legislation

Job ID : , #1456, 18 views,

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