Area Manager

Smith & Nephew

Helsinki, Finland

Job Description

The Sales Representative is responsible for driving and maximizing sales of Smith & Nephew products within an assigned territory through regular contact with the target customer base.

The position requires the ability to assimilate and deliver a high level of knowledge about products and to sell Smith & Nephew products and their advantages over the competition.

The business is tender driven and pre tender activities, participation in tender submissions, implementation of won tenders with customer training, monitoring and evaluation/feedback form an important part of the role. The Sales Representative will plan and execute activities aligned with the overall Company Strategy Plan defined by Marketing and as agreed with the Sales Manager. This is a field-based sales position with an expected time split of 80% with the customers including in the operating room selling value based solutions to surgeons and 20% office time. Traveling is expected. The position reports to the Sales Manager.

ESSENTIALS OF THE JOB FUNCTION

Job Accountabilities

Executing

  • Drive and maximize sales of Smith & Nephew products within an assigned territory through regular contact with the target customer base;
  • Convert key surgeons to S&N ortho techniques and products using a challenging value based sales approach. Sell S&N products and their advantages over the competition by assimilating and delivering a high level of product knowledge and selling solutions;
  • Follow Company Strategy, use approved marketing materials and be compliant when dealing with customers;
  • Hold clinical meetings/training sessions, product demonstrations and provide technical advice to customers to ensure the safe and effective use of S&N products
  • Attend exhibitions. Continuously assess the territory and market to identify and capitalize business opportunities, challenge status quo to develop customers and one self;
  • Build strong relationships with key customers and develop knowledge in order to increase market share for S&N. Use budgeted expenses for HCP related activities in line with strategy, relevant SOPs and compliance proceduresl Work with and support all phases of the tender process.

Planning and cooperation

  • Develop and implement Account Plan for own territory aligned to the overall Brand Strategy Plan from Marketing in conjunction with Sales Manager;
  • Plan and execute activities in alignment with the overall Company Strategy Plan defined by;
  • Marketing and as agreed with the Sales Manager;
  • Liaise with colleagues from other parts of S&N to ensure cross-business opportunities within the territory are maximized and share best practice;
  • Complete all account records and admin. tasks within agreed deadlines and to the set standards. Stay up to date on the market, competitor intelligence and development in the healthcare sector as well as be up to date on local health policies, MedTech and Eucomed. Ensure Human and Economic Values are communicated in a professional way;
  • Continuously develop selling skills through field visits, co-visits, exposing oneself to new learning opportunities, seeking feed-back from Customers, Manager and Colleagues.

Business Environment

  • The market is primarily tender/contract driven in Hospital and Private Clinic environments. The strategic business planning perspective is often 2 - 4 years in a highly competitive setting with pressure on price;
  • There is a growing emphasis on proof of health economic cost effectiveness and forming partnerships with customers. Decision-making is moved towards hospital management/administration/user groups/purchasing;
  • Delivery of first class education and MedEd programs is an important success and differentiating factor.

REQUIREMENTS

Travel

  • Traveling is required domestic, Nordic and occasionally international.

Education

  • Educated nurse with sales experience, Degree in life sciences, business management or equivalent qualification such as 3-5 years sales experience from the Healthcare Industry;
  • The sales candidate must have a minimum of 2 years direct sales experience with selling medical devices to multiple call points in the hospital, including surgeons, nursing, ocurement and administration preferred;
  • Other candidates with a proven track record and very high performance in non healthcare related sales but more than 5 years sales experience may be considered.

Licenses/Certifications

  • Valid Passport and Drivers’ license.

Experience

  • Proven sales experience within the pharmaceutical/medical devices sales sector;
  • Good knowledge and understanding of the challenges within the Local Health Care Sector;
  • Experience of account planning, budgeting and forecasting;
  • Experience of selling to Hospitals, Private Clinics, to the Home Care segment or via Wholesalers;
  • Used to working with compliance;
  • Experience of working with tenders.

Competencies

  • Business acumen and able to read and interpret data;
  • Responsive to change;
  • Strong interpersonal and organizational skills;
  • Strong communication, presentation and training skills;
  • Team player;
  • Strong achievement drive and positive winning attitude;
  • Ability to challenge status quo.

Other

  • Good level of IT literacy, Microsoft Office skills are essential;
  • Fluent in local language;
  • High level of written and spoken English.

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© EuroJobsites 2019

EuroJobsites is a registered company number: 4694396 VAT number: GB 880 9055 04

Registered address: EuroJobsites Ltd, Unit 8, Kingsmill Business Park, Kingston Upon Thames, London, KT1 3GZ, United Kingdom

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