Regional Sales Representative – Medical Devices Company (Johannesburg) 26 views

Achieves the company’s strategic objectives by meeting and exceeding set targets within the region by growing pipeline, sales, maximum sales profitability, growth, and account penetration within an assigned territory and/or key customer groups by effectively selling the company’s products and/or related services.  Personal Interaction required to contacts and secures old and new business accounts and customers.

The Regional Sales Representative will demonstrate a strong commitment to upholding the Vision, Mission, and Core Values of the company in all aspects of the role.

Job Description

Sales and Business Development:

• Present and sell company products and services to current and potential clients.
• Actively seek out new sales opportunities and diversify the client portfolio by targeting various industries and markets.
• Prepare action plans and schedules to identify specific targets and to project the number of quotes to be made. Forecasting: maintain and find ways to improve forecasting accuracy by securing customer forecasts.
• Managing short-and long-term growth objectives with customers.
• Follow up on new leads and referrals resulting from field activity.
• Identify sales prospects and visit these customers and existing account customers on a regular basis as assigned. Ensure that all customers are cognisant of our product range.
• Prepare presentations, proposals, and sales quotes.
• Weekly pre-call plan for customer visits with clear objectives and agenda.
• Prioritize customer satisfaction by understanding their unique requirements and delivering tailored solutions.
• Establish and maintain current client and potential client relationships.
• Manage account services through quality checks and with additional follow-up and customer meetings.
• Prepare a variety of status reports, including customer activity, closings, follow-up, and adherence to goals and targets set.
• Provide regular feedback on competitive activity within the region.

Relationship Building:

• Cultivate strong relationships with existing clients, explore cross-selling opportunities and handle objections.
• Build relationships with key opinion leaders.
• Represent the company professionally at all times
• Grow customer base and pipeline by networking and relationship-building activities to expand professional connections and create new business opportunities.
• Build and maintain strong relationships with clients to foster trust and loyalty. Identify and resolve client concerns.

Market Intelligence:

• Participate in marketing events such as conferences, seminars, trade shows, and industry events.
• Stay informed about industry trends, competitor activities, and market dynamics.
• Ensuring good market penetration by utilizing effective go-to-market strategies
• Gather and analyse data to identify growth opportunities.
• Provide regular reports on market developments and report back to management.
• Communicate new product and service opportunities, special developments, information, or feedback gathered through field activity to appropriate company staff.
• Price negotiation facilitation as well as PM and management involvement where needed

General Job requirements:

• Utilize CRM system to populate customer visits, meeting minutes, next steps, quotes and upload of documents.
• Operational excellence: collaborate with Supply Chain and Customer Service.
• Make use of discovery agreements to minute customer meeting with action points.
• Continuously improve your sales techniques and product knowledge.

• Prepare paperwork to activate and maintain contract services.
• Territory sales – regular visitation schedule and sales activities are described above in allocated region but not limited to
• Budget achievement for the assigned sales region
• Participate in regular performance evaluations to assess progress towards sales goals. Take responsibility for personal sales metrics and work collaboratively with the sales team to enhance overall performance.
• Adhere to the key performance indicators as set for the position.
• When necessary, assist with branch specific duties highlighted by the Sales- and/or Product manager.
• Assist with stock take at the end of the financial year.
• Attend all relevant sales meetings and training sessions.
• Adhere to all company policies, procedures, and business ethical code.
• Perform miscellaneous job-related duties as assigned by management

Minimum Requirements

The incumbent will have for all of the following qualifications, skills or attributes or have the ability to be trained for those he or she does not have: –

Education:

• Bachelor’s degree/ diploma or equivalent in a relevant field (e.g., Chemistry, Biochemistry, Life Sciences), sales training.

Experience:

• Minimum of 5 years of sales experience in the laboratory industry.
• Strong background in laboratory operations.

Requirements

• Computer literate in the Microsoft Office suite applications or similar
• Work on CRM systems and can populate data and update customer information.
• Have a willingness to be trained.
• Required to travel locally, Africa countries and internationally when necessary.
• Valid South African identity book/card and passport.
• Valid code 08 Drivers license and Roadworthy vehicle.

Skills:

The incumbent will have all the following skills or the ability to acquire the skills.

• Business Development: Hunger for sales, a sales hunter personality.

• Integrity: Ability to reflect acceptable levels of moral values and business ethics.
• Result Driven: Strive for excellence to ensure success
• Financial interpretation: Analyse and understand financial data
• Verbal presentation: Describe ideas to others by means of presentation. Ability to present professionally to an audience.
• Negotiation: The ability to confer or bargain to reach an agreement
• Service orientation: Respond to customer’s needs by doing it right time the first time.
• Excellent effective communication and negotiation skills in English (additional languages an advantage)
• Written Communication: Convey a message in writing which is clear, concise and easy to understand.

• Ability to work independently and collaboratively.
• Cultural sensitivity and adaptability.
• Able to collaborate and influence key funders.
• Professional demeanour and attitude and present a positive company image to customers.
• The ability to work under pressure and stressful conditions.
• The ability to multi-task, prioritize and execute.
• The ability to work accurately and efficiently.
• Time and stress management.
• Self-starter, pro-active.