Primary purpose:

This position is responsible for achieving the set budget for the assigned territory through clinical and strategic sales strategies and maintenance and growth of accounts.

 

Detail Job Description:

Achieve/Exceed Budget: Implement a sales strategy per account to maintain existing business and to develop new business opportunities. Work closely with the  In-Center Sales Manager across the entire sales cycle to ensure customer outcomes and achieved.Increase customer base and market presence through establishing relationships with key opinion leaders, key influencers and decision makersProvide targeted counselling and account information to the clinical and technical team as requiredTrack and report competitor activity within the assigned accountsMaintain a high-profile presence in the market place through the creation of win-win solutions with customers which turn a sales relationship into a long-term business partnership.Managing the immediate post-purchase activities (checking order status, delivery, handle complaints etc) to ensure customer satisfactionProvide appropriate clinical support activities such as in-servicing, installations, training & education as required etcSupport Sales Administration Provide input to forecasting requirements, preparing annual sales budget;Establish sales objectives by creating a sales plan and quota for the region in support of national objectivesPrepare and present customer offerings, quotes, tenders, re-orders and any other related business requirementAct as a key member of the team: Update clinical knowledge by participating in educational opportunities; reading professional publications; maintaining professional networksPromoting a team culture by assisting others during periods of high workloads, leave or absence so that overall objectives can be metProvide input and support to marketing programs as requiredMaintaining team communicationUndertaking other tasks as requiredWhere appropriate, become involved in FME activities including attendance at staff meetings and involvement in company or employee eventsOther tasks Other projects those may assign by Direct SuperiorObey the health and safety guideline as per guided by Crisis Management team when doing his/her job inside or outside the organizationObey the Fresenius Medical Care Compliance and Company Regulation

Education and Experience

Min. Bachelor degree of Business Administration, Management, Sales, Science or other related fieldDialysis experience - highly desirable, or Healthcare business experience from Multinational Company3 years + Account Management or Business Development experience in Managerial level - highly desirableHighly developed interpersonal & influencing skillsEntrepreneurial, adaptive, highly motivated, independent, commercially adept, articulate and confidentSkills across most Windows applications including Word, Excel, and PowerPoint.Demonstrable track record of success in medical sales – desirableAbility to develop and implement business plans within the region.Ability to provide an out of hours serviceAbility to attend meetings or conferences interstate from time to time which may be inclusive of week end.

 

Competencies (attitude, skills, typical qualifications & experience)

Core Competencies refer to FME Company ValuesCollaborative: means that we know how to work together for our shared purpose and to achieve our goals as one companyExcellent: means that we continuously drive quality and progress to lead the business into a successful futureProactive: means that we are good at taking the initiative to make an impact with our workReliable: means that we are a trusted companion to our patients, partners and colleaguesSales CompetenciesProduct, Disease and Market KnowledgeUnderstanding of product concept, development process and management, including pay attention to opportunity to fulfill customer expectation and create customer demand.Understanding of product concept, character and environment changes as well as their impact on company's product positioning.Keep to see the opportunities to expand sales area in order to meet customer expectation.Selling & Negotiation SkillConduct right sales negotiation strategy with a result win-win outcome and to ensure avoiding price concessions and protecting profit margin"Territory ManagementIdentify and create balance sales territory to maximize sales & profits, and to allocate resources efficientlyIncrease market coverage and provide good customer service to ensure higher sales figures and greater customer satisfactionKOL ManagementAbility to engage and influence internal and external stakeholders to change perception or obtain commitment.Business AcumenUses business and financial analysis to identify ways to improve profitability;develops and manages budgets effectively and manages the financials of the brand to ensure sales and BOI objectives are achieved;forecasts sales effectively;makes effective trade offs within and across budgets;anticipates issues and builds contingency plans.FME Leadership ExpectationsCollaborate Globally Be a role model of effective collaboration across company and geographic boundariesWhen acting locally consider the global business impactStrongly participate in global activitiesBe a Good Decision Maker Have a deep and broad understanding of our business, products, services and marketsBalance speed and risk in making timely, best quality business decisionsDefine and Shape Vision and Purpose Translate the big picture into meaningful, actionable plans, aligned with our Values that engage and energise our employeesDevelop an inspiring vision and the strategies to achieve itCommunicate effectively and motivationallyDevelop our Talent Create an environment where all employees are engaged and constantly learningActively develop yourself and othersBuild and inspire high performanceLead innovation and Positive Change Search for and apply new ideas from both inside and outside of our company.encourage people to be creative in their thinking, challenging the status quo and looking for innovative ways to accomplish goalsEmbrace change and accept uncertainty, balancing continuity with discontinuityGeneral Competencies:Continuous Learning: Show the great willingness to receive knowledge & skills for effectiveness of workCommit to the Organizational Ethic: Work behavior which highlighted on social, moral and organizational values and ethic in conducting business activities internally and externallyAdministration, Planning & Organizing: Implement the process of operational administration, reporting and document management regarding operational process in working unit.