Job description
Purpose
The Medical Representative is responsible for creating and developing the maximum profitable sales of all company products that may reasonably be achieved in the assigned sales territory through regular and aggressive coverage of all professional contacts and sales outlets.
Build and maintain good will with the medical community, hospitals, other health centers, and sales outlets so as to gain maximum understanding and acceptance of company products and policies.
Key Accountabilities
Achievement of Sales Targets
Meet personal sales targets as established, incorporating the full range of products / services within identified markets or geography.
Sales Process and Relationship Development
Assess customer needs, promote / sell products from new and existing customers through formulating and building positive trust relationships.
Conduct presentations to doctors and allied staff in hospitals & medical centers and to pharmacists and dispensers in the retail sector & assists them in taking right product decisions.
Regularly collect and share feedback from customers related to product, price, service, and commercial activity and postulate solutions to counter challenges.
Demonstrate products to new and existing clients and provide assistance in selecting the most suitable option.
Service existing client accounts, obtain orders, and establish new accounts by planning and organizing daily work schedule to call on existing and potential customers and other industry stakeholders.
Keeps management informed by submitting activity and results reports, such as daily call reports, weekly work plans, expense statements, customer wise sales plans and monthly territory analyses.
Actively resolve customer complaints by investigating problems; developing solutions; preparing reports; making recommendations to management.
Plan & conduct informative meetings (CME’s, RTD’s, Medical camps, and Pharmacy connection program) with general practitioners, pharmacists and specialists and keeping a record of visits.
Be relevant with the latest clinical data supplied by the company, and interpreting, presenting and discussing this data with health professionals during presentations.
Generates monthly report on allocated territorial performance including reports on call rates, personal orders, commercial cockpit activities and focus product performances.
Pursue continuous learning and professional development.
Trends and Analysis
Monitors competition by gathering current market information on pricing, products, new product launches, and visible marketing campaigns. Analyses market trends, keeps abreast of new developments to identify competitive advantage and informs management.
Identify risks and opportunities with regard to sales.
Prepare sales presentations, customer contracts and proposals to ensure successful outcome of business transactions.
Maintaining and periodically updating detailed records of all customer contacts.
Customer and Stakeholder Coordination
Coordinates adherence to customer and stakeholder policy and procedure
Provides support and guidance to customers
Adheres to customers SLAs
Conducts audits on customer for compliance to governance and business procedures
Financial Management
Annual input into Function/Departmental CAPEX /OPEX business plan/budget
Understand and follows monthly cost center spend
Analysis cost benefit ratio for any marketing investment and assists management in taking right decisions.
Reports on monthly variances
Cross-Functional Integration – Matrix Management
Adherence to SLA’s and performance criteria
Acts as a champion and ambassador for the service culture
Determines how individual can service the business optimally
Education: Nursing Diploma or Bachelor of Science Degree or Pharmacy Degree or any other relevant qualification
Experience: 1-3 years’ experience in a Sales role covering all areas of the function.
