Vacancies at Smith+Nephew

Summary

At Smith+Nephew, we believe in our products. We believe that through innovation, development and supporting our customers and patients we can help others achieve a Life Unlimited! Long before any of this is possible, we must go through many steps that will validate and verify our products, including evidence gathering and evaluation and design verification and validation.

We have an exciting opportunity for a Regional Sales Manager in Western Cape and Namibia within our Trauma Division. The successful incumbent will report into the Business Unit Director of Trauma and is responsible for the achievement of the company objectives and management of the relevant region of South Africa.

Sound exciting? We believe so.

Key Performance Areas

• The incumbent will be expected to:
• Achieve sales targets as agreed for the year.
• Monitor service levels within the region
• Provide recommendations for the improvement of performance levels and the attainment of strategic objectives within the region.
• Provide regular feedback on competitive activity within the region.
• Build relationships with key opinion leaders.
• Have a working relationship with all departments.
• Attend sales meetings, conferences, symposiums, workshops, and other related activities.

Essential Job Functions

• Manages the marketing and selling of all Smith & Nephew products in the specified Region of South Africa. The key markets serviced are the State and Private Hospital markets
• Manages the appointed sales force for the region, which will comprise direct employees and agents, to achieve the stated company objectives for the Region, along with the General Manager Sales.
• Identifies key business opportunities within the serviced market and to develop strategies to ensure that all Smith & Nephew are called for.
• Monitors and reports sales per region, forecast future sales by region.
• Manages the implementation of agreed marketing plans.
• Participates in the drawing up and implementation of agreed sales budgets and targets as and when required.
• Reports, as per agreed format, on sales, expenses, representative performance, and market related issues at the end of each period.
• Identifies, liaises, and builds professional relationships with key decision makers in all sectors of the Healthcare Industry.
• Ensures that all Smith & Nephew products are called for on the relevant tenders and that existing tender awards are correctly administered.
• Liaises with the various Managed Healthcare Head offices which are in the Region on the issue of reimbursement and develop relationships with the key decision makers in these organisations.
• Conducts quarterly performance reviews with all sales personnel.
• Co-travels with all sales personnel on a regular basis to carry out on site evaluations of rep performances and, where necessary, apply corrective action.
• Attends and organises regional sales meetings on a regular basis.
• Recruits suitable staff when necessary and ensures staff development and succession planning.

Requirements

• Matric Qualification with a tertiary qualification / degree in life sciences, sciences, marketing, or commerce.
• Minimum 6 years sales experience in a Medical device company with 3 years’ experience in Sales Management experience.

Applications

• If you share our passion for pioneering innovation and can demonstrate how you meet the criteria outlined, we would love to hear from you.
• We continue to actively build an environment where every individual can fulfil their potential and be proud ambassadors for Smith & Nephew, our customers, and their patients.
• We value the diversity of our people and welcome applications from everyone.
• It's more than business at Smith+Nephew - it's personal. What we do every day, changes lives every day.

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Responsibilities:

The successful incumbent will be responsible to assist the Commercial Excellence Department with any of the following:

Quick Quotes – Recon:

• Assist the Commercial Division with updating ALL Medical Aid information and Internal prosthesis Limits on a yearly basis.
• Assisting the Commercial Division with maintaining and updating S.O.P’s related to the Commercial Division and Quick Quote System.

Decizion Tree – Recon:

• Assist the Commercial Division with Management and updating of the Reconstruction Decision Tree Spreadsheet.
• Assist with updating Surgeon pricing Agreements related to Sales team.
• Help co-ordinate Quarterly Catchup/ Training meetings with the Sales Staff and Marketing Team.
• Help maintain all pricing agreements we have with Health Care Funders.
• Assisting the Commercial Division with maintaining and updating S.O.P’s related to Quoting & Medical Funders.

Pricing

• Assist Commercial Division with Administration Functions related to Pricing enquiries and updates.
• Assist Commercial Division with Administration Functions related to maintenance of AX, including enquiries and updates related to AX.
• Assist the division with the yearly Price increase process.
• Assisting the Commercial Division with maintaining and updating S.O.P’s related to Pricing/ AX.

Reimbursements

• Assist the Commercial Division with management and tracking of Divisional Product Reimbursement process.
• Engage and work closely with Divisional Products managers across the Company related to Product Reimbursements and help facilitate process.
• Assist with submissions necessary for product reimbursement on behalf of the various company divisions.
• Assist with updating and maintaining Reimbursement Tracker.
• Assisting the Commercial Division with any enquires related to Product Reimbursement from Internal and External Customers.
• Assisting the Commercial Division with maintaining and updating S.O.P’s related to Product Reimbursement.

Divisional Account Allocation Management:

• Assist the Commercial Division with management and tracking of Divisional Hospital accountabilities and yearly accountability changes required by Sales Staff as per the requirements of the company.
• Assisting the Commercial Division with any enquires related to account allocations.
• Assisting the Commercial Division with maintaining and updating S.O.P’s related to Account Allocation Management.

Candidate Requirements

• Grade 12
• Degree in Commerce
• Strong in administration
• Strong analytical Skills
• Good Time management Skills
• Clear criminal and ITC records

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This role involves

• Being responsible for the Quality Management System (QMS) throughout South Africa & West Sub-Saharan Africa (SSA), headquartered in South Africa.
• Responsible for the maintenance and continuous improvement of the QMS, as per requirements of ISO 13485, Smith + Nephew, and relevant regulatory authorities.
• Responsible for document control and record management, in addition to complaint handling and coordination of Quality Holds & Recalls, and other daily Quality activities.
• Lead the internal audit programme and is responsible for CAPA management.
• Functions as a business partner to the core functions including Regulatory Affairs and Supply Chain.
• Working closely with the Smith + Nephew Quality & Regulatory Manager, Operational Service Centres, business units and wider supply chain team to ensure high levels of quality are maintained.
• Sound exciting? We believe so!

Education

• A relevant tertiary qualification in scientific field is required, preferably in Quality

Experience

• 1 -2 years’ experience in quality management, preferably including medical devices
• Proven track record to consistently achieve regulatory and quality requirements
• Experience in conducting audits and CAPA management

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Summary

Reporting to a Sales Manager, the incumbent is responsible for the successful launch, promotion and sales of his/her specific product range to Orthopaedic Surgeons and Hospital Pharmacies. The continuing education in the correct application and usage of these products in the sales territory allocated to the incumbent is paramount.

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 supervise competitor activity.
• Managing waiting to invoice in the territory as per company policy

Key Functions

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

• 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.

Cultivate culture of coaching for the commercial team, set the standards and governance for this coaching culture across cluster by developing coaching plan for Field managers and ensure the sustainability of this culture through solid critical metrics that will be automated on CRM or LMS or any similar Vehicle.

• Calling and detailing in a one-on-one environment
• In-service training sessions
• Use of audio visual training aids, promotional literature and journal reports.
• Practical demonstrations.
• Setting up workshops for the training of staff.
   

Minimum Requirements

Education

• Matric Qualification
• Degree within the Faculty of Health Sciences

Experience

A minimum of two years 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

• Upbeat
• Responsible
• Confident
• Honest