Sales & Applications Specialist (IVD Diagnostics) at Beckman Coulter

• The Sales & Applications Specialist for Beckman Coulter Diagnostics is responsible for the sale and Applications Support of company products within an assigned territory or geographic region. Provides expertise and service to customers. Gathers data on marketing trends, competitive products, and pricing. Builds relationships with customers and influences the acceptance and use of Company products. Identifies, profiles, and may service key accounts. May participate in negotiation of contracts. Complies with applicable laws. Requires frequent travel, vendor credentialing and uses complete understanding and wide application of technical concepts, theories, standards, and practices in chosen field, and is expanding knowledge or related disciplines. Also designs and develop product specific training on various discipline specific equipment. Delivers technical and customer training to internal and external customers on new and existing product technology, Application support and troubleshooting to customers and engineers.
• This position is part of the Sales Department located in Gauteng and will be a Hybrid Position at Beckman Coulter, our vision is to relentlessly reimagine healthcare, one diagnosis at a time.
• You will be a part of the Sales Department and report to the Group Sales Manager responsible for Sales Growth & Revenue in South Africa. If you thrive in an amazing, multifunctional, fast paced role and want to work to build a world-class Sales organization—read on.

In this role, you will have the opportunity to:

• Design and develop product specific training on various discipline specific equipment.
• Delivery of technical and customer training to internal and external customers
• Provide customer training on new and existing product technology and Application support / troubleshooting to customers and engineers.
• Scan the market: Identifying potential customers; using the exiting list; adding to the list; visiting laboratories and hospitals.
• Product promotion: Based on the scan, identifying potential customers; visiting customers, identifying their needs, and explaining the products and benefits.
• Funnel management: Making their own prospect funnel list, identifying customer requirements and customer details; keeping track of timelines of execution; making and tracking their own database.
• Product presentation: Making a follow up appointment and demo the product; taking the potential customer to another customer’s place to demo the product; else take the product to the customer’s site; showing videos in case physical demo can't happen.
• Organizing demos with customers: Setting up time with the customers; arranging for logistics support.
• Customer Support: Managing logistics; organizing with distributors to ensure that the customer gets it on time; in case of any breakdowns, contact the service person.
• Making quotations: Making the quote and submitting the quote, taking approvals from seniors where required and negotiating with customers to agree on the quote.
• Taking the order: Signing the order form with the customer, managing tender follow up.
• Coordinating with other functions like service, applications, logistics, Finance.
• Pre-Installation Requisite: (PIR) Handling the site preparation; organizing the basic requirements like printers, etc at the regional office level.
• Inventory of re-agents at customers and suppliers; ensuring stock at the customer site and reserve stock at the distributors site; checking with customers on items that are running short; educating the customer on what should be stocked.
• Distributor Management: Managing primary and secondary sales; keeping track of sales data.
• Operating Term Lease: Tracking and monitoring the re-agents required at the customer site.
• Compliance: Following up of compliance on contracts; visiting customers to check this
• Meeting with existing customers: Understanding their issues and what they can do better; sharing product literature; sending scientific emails etc, Attending training programs.
• Attend exhibitions, Conferences and Trainings
• Networking with fellow colleagues – valuable to exchange information and solutions to problems
• Visit Customers on regular basis to create awareness of Products and new product developments.
• Visit TPP’s on regular basis to update Sales and Service on any new product releases, enhancements, changes, and developments.
• Do site visits to Customers in Africa with TPP’s to help TPP’s in promoting correct solutions to the Customer.
• Involve either Applications/Service or both with customer visits to promote and sell our services.
• Academic Days – responsible for compiling the agenda and getting speakers to present.
• Involved following up customer survey reports related to product issues.
• Attend all Company meetings as scheduled to familiarize myself with all current activities with the Company.
• Check all proposals and presentations to be in line with Company policies and procedures.
• Have1:1 meeting with Sales and Applications to establish needs or support and to identify possible new business opportunities.

The essential requirements of the job include:

• Manage a large territory / region and develop a Territory Plan, drive area Forecast and identify the gaps, find countermeasures for gaps.
• Visit Customers and build customer relationships, Stakeholder mapping.
• Drive Opportunities and Sales Activities, identify & create new leads and submit to support functions.
• Provide quality training to customers.
• Interpret data from Sales Analyst on a weekly basis.
• Responsible for enhanced product/s portfolio or specialist product (variable volume segments)
• Working independently in the assigned territory and independently prepare quote as per the sales process.
• Strong funnel management control – SFDC Daily Management
• Working with local application and service associate to resolve customer problem at a local level.
• Applications Report writing & Application Customer workshops, assisting sales with marketing and conferences etc.
• Managing training rooms and instruments in Applications
• Managing training Application material and Excellent facilitation skills
• Maintaining relevant and discipline specific shared folders in Applications
• Daily management activities for Application Support
• Travel domestically and internationally for work (80%)
• Bachelor’s degree in (B.Sc. Medical Sciences, Clinical Pathology, or equivalent qualification and/or Qualified Medical Technologist with a proven experience track record in Commercial Direct Sales and Application Support.

It would be a plus if you also possess previous experience in:

• 7 – 10 years’ experience in a Corporate Sales environment, preferably in IVD / Medical Devices industry.
• Experience in laboratory management and student training
• Proven experience in the full training cycle i.e., needs analysis, curriculum design, training delivery and evaluation.
• System Knowledge: Oracle, Business Objects, SFDC (Sales force dot com) and SharePoint
• Microsoft Office Suite – MS Word, Power Point, Excel, Outlook, and One Note, Microsoft Teams.
• Strong analytical and Application troubleshooting skills.