The core objective of this role is to supportthe Country Sales Manager in achieving the goals and objectives of the Division.
To aid the achievement of customer satisfaction and business growth through focused business planning and people management.
Key Responsibilities :
Industry knowledge : Responsible for providing continuous tools and education to self and team members to ensure up to date industry, competitor and product knowledge;
Maintains knowledge of the industry and the competition continually seeking information from physicians, suppliers, and others to challenge, modify and prioritize regional strategies;
Collects data from their region on competitor’s sales tactics and prepares the team to counter them and keeps the marketing organization aware;
Maintains awareness of industry trends and their impact on local / regional sales activities.
Selling Skills : Visit customers and / or potential customers of Boston Scientific on a regular and planned basis to promote products and services to achieve monthly, quarterly and yearly revenue targets, as agreed with Country Sales Manager;
Prepares quarterly regional sales forecast and participates in the determination of market potential and sales expense estimates;
Develops an in depth knowledge of the products and services provided by the division; Support customers in terms of correct use of Boston Scientific products;
Attend meetings, conferences and exhibitions, as required to promote Boston Scientific products and services; Develops markets and businesses according with divisional goals and objectives, trough execution, while optimize available tools (consignment, etc.
Identifies sales forecast gaps, submits corrective strategies and implements aggressive sales growth; Develops and recommends expansion analysis of new field territories;
Responsible for developing, implementing and monitoring a region targeting program; Identifies & recommends promotion programs and materials to help support the sales plan & strategy;
Shares personal selling experiences in a way that motivates others and teaches applicable skills; Coaches others in the field as appropriate on a disciplined selling model;
Models strong selling skills in front of the customer with others present and without taking over the sales process; Actively supports corporate / divisional selling initiatives by proactively assisting in the training and influencing their team.
Business Management : Monitors own and team member’s sales performance on an ongoing basis, initiating corrective actions, preparing reports, summaries, analysis and documentation on all aspects of region management;
Assists sales support / marketing staff members in activities such as sales promotion, training or market research in planning and executing special projects;
Ensures the effective implementation of representative customer records, key contacts, reports and company policies; Show ongoing usage of AMS and encourages team to update data frequently;
Develops and executes sales strategies and activities in conjunction with the Country Sales Manager; Plans and controls expenses to ensure sales objectives are met within budget;
Integrates individual territory plans and account profiles into a broader regional sales plan and coaches sales team accordingly, in consultation with the Country Sales Manager;
Conducts quarterly sales reviews with team and manager, adjusts strategies in accordance with Country requirements; Participates in cross-
functional and cross-divisional communication and team-work meetings; As interface to Clients and Customer Service has direct responsibility to facilitate, share documents and process to identify, notify and ensure any complaint or problem are addressed, thereby demonstrating high commitment to Quality in all interactions and behaviors -
Drive as needed to support and facilitate any field corrective action related his / her scope; Participates in driving quality awareness in every employee, while guiding the local organization towards improved performance and customer oriented initiatives;
Co-ensures that employees are notified of all mandatory training and quality obligations with HR Manager; Tracks completion of mandatory training.
Clinical Excellence : Is up to date and knows how to read and interpret clinical studies and data and is competent discussion partner to doctors;
Maintains the skills and knowledge to sell the entire product line to all applicable buying influences and can differentiate each product line against the competitor’s products in front of the customer.
Quality : As interface to Clients and Customer Service has direct responsibility to facilitate, share documents and process to identify, notify and ensure any complaint or problem are addressed, thereby demonstrating high commitment to Quality in all interactions and behaviors;
Drive as needed to support and facilitate any field corrective action related his / her scope; Ensures that all products and advertisement have been through the appropriate approval processes, prior to sharing or publishing (LAR).
Skills & Experience :
Bachelor's degree and 5-6 years of successful sales experience
Sales Management experience preferred
Industry experience preferred
Must be able to demonstrate competency in all required areas
Must be goal oriented and can demonstrate the ability to achieve goals in a team environment.
Must be creative and possess the ability to arrive at solutions that are outside the conventional wisdom.
Must be able to build and maintain relationships at all levels of interaction.
This position is hired on local employment contract only