Sales Representative: Reconstruction at Smith & Nephew

Summary

An opening has arisen for a Sales Representative in Durban. The incumbent is responsible for the successful launch, promotion and sales of his/her specific product range to Orthopaedic Surgeons.  The continuing education in the correct application and usage of these products in the sales territory allocated to the incumbent is paramount. The incumbent reports to the Regional Sales Manager responsible for his/her allocated territory.

Key Performance areas:

• To attain and exceed targeted sales.

• To develop and maintain a regular calling pattern and to report accordingly.

• To ensure that all customers are fully cognisant of the product range.

• To attend theatre cases to give technical advice.

• To monitor competitor activity.

Key Functions:

• Is responsible for attaining and exceeding targeted sales for the products to be sold in her/her area. These products will be promoted and sold to the following outlet types:

  • Orthopaedic Surgeons

  • Private hospitals and clinics

  • Provincial Hospitals

  • Military hospitals

  • Other outlets specified by his/her Manager.

• Develops a routine calling pattern for all customers within own area as follows:

• Theatre operating days

• Appointments in rooms

• An appointment diary is maintained and continuously updated

• A quarterly business plan to ensure coverage of territory is submitted to the Regional Sales Manager and broadly outlines an overall plan to ensure total coverage of all outlets in the forthcoming quarter, with an emphasis on objectives set out by Marketing at the beginning of each quarter.

• Is responsible for ensuring that all key customers are fully cognisant of the product range, product users and correct product application:

• a)         Calling and detailing in a one-on-one environment

• b)         In-service training sessions

• c)         Use of audio visual training aids, promotional literature and journal reports.

• d)         Practical demonstrations.

Contacts with People:

Internal:

• Sales Manager – obtaining and providing any relevant information

• Loan Set Controller – Follow up on loan sets and managing stock queries

• Customer Services – providing implant usage information for billing purposes

External:

• Orthopaedic Surgeons - attending cases, consolidating usage, conducting workshops and product demos

• Theatre Nurses – Working with theatre nurses to ensure that cases run smoothly, ensuring that product usage is accurate after every case

Minimum Requirements:

• Education:

Matric Qualification

Degree within the Faculty of Health Sciences

• Experience:

Previous Sales Experience in Medical Devices

Competencies Required

• Good communication skills in the required language, mature personality to enable him/her to deal with medical professionals on an acceptable basis

• Uses links in network to send information

• Uses every available opportunity to maintain contact with customers

• Demonstrates up-to-date knowledge in own specified area

• Translates theory into practical application

Personal Traits

• Energetic

• Responsible

• Confident

• Honest

Compliance

• Follows all company procedures in this regard and completes all training on time

• Reports any known or suspected breaches

• Complies with local and international regulations in this regard

Health Safety & Environment

• Follows all company procedures in this regard and completes all training on time

• Reports any known or suspected breaches

Good Manufacturing/Distribution Practice

• Follows all company procedures in this regard and completes all training on time

• Reports any known or suspected breaches

• Complies with all GMDP as relevant to the job description

Quality Assurance and Regulatory Affairs

• Follows all company standard operating procedures in this regard

• completes all training on time

• reports any breaches immediately

• Product Complaints – Reports within 24 hours of becoming aware of complaint

• Where applicable seeks the appropriate approvals from the local QA/RA Department

• Follows and complies with all applicable legislation