Regional Sales Manager - Export - Johannesburg at Fresenius Medical Care

Local Management and Steering

• Prepare, monitor and manage the annual regional Sales budget
• Provide General Manager with the necessary information and data for the development of the overall cluster strategy
• Propose the General Manager long-term sales strategies for the respective countries, transferred into tactical plans, the annual business plan and budget

Operations

• Get market insights and provide Head of Sales Regional Hub SSA with market / competitor data, prices, trends in order to determine market demand and market potential as well as competitors’ market shares
• Sell and promote products
• Further develop the product range as well as market entry into new fields of therapy for the respective countries in close collaboration with General Manager.
• Define actions for the respective region/countries (strategy into operations)
• Conduct feasibility studies regarding investments which are necessary to develop the market
• Propose distribution channels and explore appropriate distributors
• Process tenders in close collaboration with General Manager.
• Prepare contracts in close collaboration with Legal
• Negotiate prices in set frame and in alignment with General Manager.
• Find out sales and price structures of distribution partners
• Respond to HQ queries (database, market info, lists, Market and Competitor Survey) in alignment with Head of Sales
• Conduct Audit Management
• Interact with the distributor daily on business operations
• Manage key accounts

Relationship Management

• Maintain existing customer contacts and create new contacts
• Maintain contacts and negotiations with distributor, end-users, KOLs, consultants, institutions and key accounts
• Steer and guide the distributor
• Engage actively in local healthcare communities and networks
• Keep up a strong customer orientation
• Plan, control and organize distribution networks in the countries
• Maintain existing customer contacts and create new contacts

Legal, Compliance & Regulatory

• To comply with all Health & Safety requirements of the job and to consider the Health & Safety of others while carrying out their job
• Contribution to established company Quality Management System by complying with the according procedures and instructions in respective area of responsibility
• To comply with the Company environmental requirements and to dispose of waste according to Company Environmental Policies
• To comply with Company rules and Policies in relation to Data Protection and Confidentiality as it applies to their job

Required training and education:

• Business studies (at a university or university of applied sciences, Bachelor or Master) specialising in Business, Marketing and Foreign Trade.

Required professional experience (in years):

• At least 6 years professional experience in a comparable field of responsibility oriented to international sales and/or marketing
• Experience in project management and/or project leadership
• Profession experience in the field of medical technology would be an advantage

Important personal qualities:

• Strong customer orientation and ability to represent FME towards the customers
• Confident negotiation skills and skills in approaching people
• Confident, obliging, convincing and motivating manner
• Strong professional attitude characterized by a result, quality, patient and customer oriented working style
• Strong structured approach leading to pragmatic and effective solutions
• Strong ability to set priorities and take decisions even under changing conditions
• Strong ability to work as a self-starter and self-responsible
• Strong communication skills
• High level of flexibility, openness and empathy well balanced with high resilience, persuasiveness, self-confidence and good ability to work in a structured way even under pressure

Other specialized knowledge:

Technical knowledge

• Excellent understanding of country healthcare sector as well as pronounced understanding of market and political environment and related interdependencies
• Customer and country specific knowledge
• Export knowledge, including the handling and financing of export payments
• Knowledge of international customs regulations and dispatch and export regulations for the specific countries
• Experience with balance sheets, investment decisions, cash flow and distribution networks
• Excellent moderation and presentation skills

Languages

• Country language and English fluent as a must (presenting, writing, reading), other African or European languages besides country language an asset

IT skills

• Standard IT user knowledge (MS Office, etc.)
• Understand and use modern communication software and systems

Healthcare and Product knowledge

• Excellent knowledge on dialysis and further medical and pharmaceutical products and services of both FME and competitors as an advantage

Special personal requirements:

• Working for an international company with international standards
• Travelling within the hub and internationally across different time zones