The core objective of this role is to supportthe Country Sales Manager in achieving the goals and objectives ofthe Division.
To aid the achievement of customer satisfactionand business growth through focused business planning and peoplemanagement.
Key Responsibilities :
Industry knowledge : Responsible for providing continuous tools and education to selfand team members to ensure up to date industry, competitor andproduct knowledge;
Maintains knowledge of the industry and thecompetition continually seeking information from physicians,suppliers, and others to challenge, modify and prioritize regionalstrategies;
Collects data from their region on competitor’s salestactics and prepares the team to counter them and keeps themarketing organization aware;
Maintains awareness of industrytrends and their impact on local / regional salesactivities.
Selling Skills : Visit customers and / or potential customers of Boston Scientific on a regular andplanned basis to promote products and services to achieve monthly,quarterly and yearly revenue targets, as agreed with Country SalesManager;
Prepares quarterly regional sales forecast andparticipates in the determination of market potential and salesexpense estimates;
Develops an in depth knowledge of the productsand services provided by the division; Support customers in termsof correct use of Boston Scientific products;
Attend meetings,conferences and exhibitions, as required to promote BostonScientific products and services; Develops markets and businessesaccording with divisional goals and objectives, trough execution,while optimize available tools (consignment, etc.
Identifiessales forecast gaps, submits corrective strategies and implementsaggressive sales growth; Develops and recommends expansion analysisof new field territories;
Responsible for developing, implementingand monitoring a region targeting program; Identifies &recommends promotion programs and materials to help support thesales plan & strategy;
Shares personal selling experiences in away that motivates others and teaches applicable skills; Coachesothers in the field as appropriate on a disciplined selling model;
Models strong selling skills in front of the customer with otherspresent and without taking over the sales process; Activelysupports corporate / divisional selling initiatives by proactivelyassisting in the training and influencing theirteam.
Business Management : Monitors own andteam member’s sales performance on an ongoing basis, initiatingcorrective actions, preparing reports, summaries, analysis anddocumentation on all aspects of region management;
Assists salessupport / marketing staff members in activities such as salespromotion, training or market research in planning and executingspecial projects;
Ensures the effective implementation ofrepresentative customer records, key contacts, reports and companypolicies; Show ongoing usage of AMS and encourages team to updatedata frequently;
Develops and executes sales strategies andactivities in conjunction with the Country Sales Manager; Plans andcontrols expenses to ensure sales objectives are met within budget;
Integrates individual territory plans and account profiles into abroader regional sales plan and coaches sales team accordingly, inconsultation with the Country Sales Manager;
Conducts quarterlysales reviews with team and manager, adjusts strategies inaccordance with Country requirements; Participates incross-
functional and cross-divisional communication and team-workmeetings; As interface to Clients and Customer Service has directresponsibility to facilitate, share documents and process toidentify, notify and ensure any complaint or problem are addressed,thereby demonstrating high commitment to Quality in allinteractions and behaviors -
Drive as needed to support andfacilitate any field corrective action related his / her scope;Participates in driving quality awareness in every employee, whileguiding the local organization towards improved performance andcustomer oriented initiatives;
Co-ensures that employees arenotified of all mandatory training and quality obligations with HRManager; Tracks completion of mandatorytraining.
Clinical Excellence : Is up to dateand knows how to read and interpret clinical studies and data andis competent discussion partner to doctors;
Maintains the skillsand knowledge to sell the entire product line to all applicablebuying influences and can differentiate each product line againstthe competitor’s products in front of thecustomer.
Quality : As interface to Clients andCustomer Service has direct responsibility to facilitate, sharedocuments and process to identify, notify and ensure any complaintor problem are addressed, thereby demonstrating high commitment toQuality in all interactions and behaviors;
Drive as needed tosupport and facilitate any field corrective action related his / herscope; Ensures that all products and advertisement have beenthrough the appropriate approval processes, prior to sharing orpublishing(LAR).
Bachelor'sdegree and 5-6 years of successful salesexperience
Sales Management experiencepreferred
Must be able to demonstratecompetency in all required areas
Must be goaloriented and can demonstrate the ability to achieve goals in a teamenvironment.
Must be creative and possess theability to arrive at solutions that are outside the conventionalwisdom.
Must be able to build and maintainrelationships at all levels ofinteraction.
This position is hiredon local employment contractonly