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MEDICAL AND SURGICAL SALES REPRESENTATIVE - 350993
MEDICAL AND SURGICAL SALES REPRESENTATIVE
Biological / Scientific / Pharmaceutical / Medical Research
Wage / Salary:
R - Market Related - P/M (Per Month)
Our client in the medical industry is looking for a Sales Representative to join their team. The position is based in KZN. They are looking for someone that has been working the Public Sector, Private Sector, or Pharmacies in KZN and having existing relationships and a positive sales track record is crucial. Detailing their Medical and Surgical range, advanced wound-care range, and other new exciting products that are constantly being marketed, the position requires an individual to have some medically related theoretical knowledge as well.
Desired Experience & Qualification
Responsible for the achievement and growth of sales targets and market share as set out for an appointed territory. This is in co-ordination with the overall sales strategy, contributing to the long-term profitable growth and sustainability of the company. This includes implementing ‘Purpose driven, Class leading’ sales and marketing initiatives to achieve a high Return of Investment as aligned to the demands of the Company business strategy.
To achieve set targets (sales and market share): for allocated territory through effective coordination, allocation of customer base, and targeting strategies.
High-level customer focus and service delivery by means of: Pro-active monitoring of all major competitors’ activities to drive counter strategies enhancing our market share penetration, in collaboration with functional head. Deliver a level of service that creates opportunity and one that enhances and fosters customer relationships.
Cost control: Ensure high level of company compliance and drive all ‘Company SOP’ requirements.
Product knowledge: Attend all training sessions as and when required. To ensure personally, that all product knowledge is kept up to date allowing the ability to drive effective communication and sales training to all customers.
Administration: Must be completed, monitored and kept up to date on a daily basis as per business requirements.
Territory management: Amongst others; implement successful sales and follow up plans for existing product portfolio and the launching of new products in collaboration with functional head. Continuous development of the Company customer database in allocated area including updating of all information available from customers in order to create an accurate database for ‘Purpose Driven, Class Leading ‘service delivery. Monitoring and managing own hand vs pull through orders.
Ethical behavior: Build, nurture and maintain a team culture that provides one of accountability and passion for Company values.
KEY PERFORMANCE INDICATORS
Achievement of sales targets
Implementation of the sales and marketing strategy specific to the relevant sales division / territory / customer segmentation for the relevant sales cycle.
100% achievement of both unit and value targets monitored on a monthly, quarterly and annual basis.
Selling the relevant basket of products to our target market customers.
Adherence to own hand sales target as well as regional sales targets per month.
Sales orders consist of the following:
Own hand sales – orders that are generated directly by the representative on their Repwise systems.
Confirmation orders – orders that cannot be generated directly by the representative on their Repwise systems and is replicated onto Repwise system with an accompanying reference number and a copy of the order signed by the respective customer or branch manager.
Focused customer service to be adhered to regarding;
Compliance with all aspects of the Marketing Code of Conduct and company SOPs.
Corrective action will be taken where deviation is noted.
All customer queries are to be responded to within 24hours from first point of contact into the company
Ensure adherence to all SOP’s with regards to promotional spending, country trips expenses and other such expenses
Ensure all control forms relevant to any spend event are completed and submitted within the month of expenditure and authorized by your branch manager.
All activities sponsored by the company must represent good return on investment, and be in the best interest of the company.
Completing a written test or verbal appraisal at least once a quarter as set out and arranged through the Company.
Achieving no less than 80 % in any verbal or written test on product knowledge for existing or new products.
Knowing all product pricing and competitor information and reporting all market intelligence monthly in a written report to your respective Branch Manager.
All orders and relevant information must be entered onto Repwise system after each call as per SOP.
Manual paperwork must be completed for any event when Repwise system is not functioning and reported to the respective Branch Manager.
Weekly planning for the following week must be completed and entered into Repwise system by 08H00 on Monday morning.
Country trips must be planned so that positive results and maximum sales can be achieved. County trips to be planned monthly, by the 1st of each month for approval by Branch Manager.
All paperwork / admin / reports must be submitted timeously and deadlines to be adhered to:
Petrol Reconciliation – submitted by the morning of the 02nd of every month.
Monthly Planner – submitted by the last day of the month for the following month to your Branch Manager.
All customer record cards must be completed and up to date after each call for all customers in the territory.
Expected average call rate is 10-12 calls per day as per specified target market and Company requirements.
Ensuring coverage of 90% - 100% per month for all target customers.
Frequency for A customers is four times per month, B customers twice per month and C customers once every 6 weeks, or otherwise stipulated by the branch manager
Check and maintain stock levels at all existing customers
All active buying customers for each territory must be loaded onto Repwise and updated with any new relevant information on each call.
Pharmacy / Dispensing Dr / Target customer training on relevant divisional products must be completed each month as planned by the Branch Manager and yourself.
All database changes must be requested by the representative to the relevant sales support person for updates, as it is required.
Adherence to weekly planner with all deviations to be reported on Repwise system daily.
Awareness of the weekly tenders and quotations is required, collection and delivery of these tenders to the hospitals in the respective territories is mandatory.
Country Trips to be planned once a month, where coverage of outer lying areas will increase customer reach and focus. The intention is to cover the entire territory and the relevant customers within.
Duties & Responsibilities
Education and/or Work Experience Requirements:
Excellent verbal and written communication skills, including ability to effectively communicate with internal and external customers
Computer Literacy (MS Office – Word, Excel and Outlook)
Must be able to work under pressure and meet deadlines, while maintaining a positive attitude and providing exemplary customer service
Ability to work independently and to carry out assignments to completion within parameters of instructions given, prescribed routines, and standard accepted practices
Ability to travel
Attendance to congresses or workshops is essential. This may include time outside normal office hours
High school diploma or Matric required
Associate degree preferred
Must be able to work a full day, 08:00 – 16:30
Must be able to carry a small amount of stock for trainings and deliveries if needed
Must have own transport and be able to drive with a valid SA driver’s license.
Must be able to work under pressure and handle stress