Sales Representative wanted urgently: APPLY NOW
Westville, KwaZulu-Natal
Based in Durban
Overall Summary
The incumbent is responsible for the successful launch, promotion, and sales of his/her specific product range to Orthopaedic Surgeons and Hospital Pharmacies. 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. To attain and exceed targeted sales.
2.2. To develop and maintain a regular calling pattern and to report accordingly.
2.3. To ensure that all customers are fully cognisant of the product range.
2.4. To attend theatre cases to give technical advice.
2.5. To monitor competitor activity.
3. Key Functions/Tasks
Is responsible for attaining and exceeding targeted sales for the products to be sold in her/her area. These products will be promoted and sold to the following outlet types:
Private hospitals and clinics
Provincial Hospitals
Military hospitals
Other outlets specified by his/her Manager.
Develops a routine calling pattern for all customers within own area as follows:
Theatre operating days
Appointments in rooms
An appointment diary is maintained and continuously updated
3.3. A quarterly business plan to ensure coverage of territory is submitted to the Regional Sales Manager and broadly outlines an overall plan to ensure total coverage of all outlets in the forthcoming quarter, with an emphasis on objectives set out by Marketing at the beginning of each quarter.
3.4. 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.
3.5. 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.
3.6. Attends regular ward rounds in the major teaching hospitals to give technical advice, monitor competitive activity and obtain key call leads.
3.7. Monitors competitive activity in the market place, submits samples, prices and literature to the relevant marketing personnel.
3.8. Maintains constant awareness of potential new customers and uses for the product range.
3.9. Is responsible for maintaining current product knowledge of both Smith & Nephew and competitive brands.
3.10. Identifies various product options in conjunction with his/her Sales Manager, to ensure that maximum concentration is focused on these outlets across the portfolio.
3.11. 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.
3.12. Assists with the preparation of, and attends medical congresses as may be directed by his/her Sales Manager.
3.13. Fills out report forms, provided by the company, and submits all reports required to his/her superior, at communicated times of the month.
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.
Supply Chain – Regular contact checking deliveries.
– 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.
Provincial Administration – Regular contact exchanging information at own Authorities or higher level.
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.
Competencies Required (e.g. leadership skills, attention to detail, managing conflict, team work)
Good communication skills in the required languages
Personable with mature personality
Able to deal with medical professionals on an acceptable basis
Sets clear and measurable goals and milestones
Produces results which are sustainable
Uses links in network to send information and influence key opinion formers
Uses every available opportunity to maintain contact with customers
Gains confidence and respect of others
Is personable
Demonstrates up-to-date knowledge in own area
Translates theory into practical application
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 the complaint
Where applicable seeks the appropriate approvals from the local QA/RA Department
Follows and complies with all applicable legislation
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Source: Indeed
