Implement a sales strategy per account to maintain existing business and to develop new business opportunities. Work closely with the In-Center Sales Manager across the entire sales cycle to ensure customer outcomes and achieved.
Increase customer base and market presence through establishing relationships with key opinion leaders, key influencers and decision makers
Provide targeted counselling and account information to the clinical and technical team as required
Track and report competitor activity within the assigned accounts
Maintain a high-profile presence in the market place through the creation of win-win solutions with customers which turn a sales relationship into a long-term business partnership.
Managing the immediate post-purchase activities (checking order status, delivery, handle complaints etc) to ensure customer satisfaction
Provide appropriate clinical support activities such as in-servicing, installations, training & education as required etc
Support Sales Administration
Provide input to forecasting requirements, preparing annual sales budget;
Establish sales objectives by creating a sales plan and quota for the region in support of national objectives
Prepare and present customer offerings, quotes, tenders, re-orders and any other related business requirement
Act as a key member of the team:
Update clinical knowledge by participating in educational opportunities; reading professional publications; maintaining professional networks
Promoting a team culture by assisting others during periods of high workloads, leave or absence so that overall objectives can be met
Provide input and support to marketing programs as required
Maintaining team communication
Undertaking other tasks as required
Where appropriate, become involved in FME activities including attendance at staff meetings and involvement in company or employee events
Other tasks
Other projects those may assign by Direct Superior
Obey the health and safety guideline as per guided by Crisis Management team when doing his/her job inside or outside the organization
Obey the Fresenius Medical Care Compliance and Company Regulation
Education And Experience
Min. Bachelor degree of Business Administration, Management, Sales, Science or other related field
Dialysis experience - highly desirable, or Healthcare business experience, especially from Medical Devices Company, at Multinational Company
3 years + Account Management or Business Development experience in Managerial level - highly desirable
Highly developed interpersonal & influencing skills
Entrepreneurial, adaptive, highly motivated, independent, commercially adept, articulate and confident
Skills across most Windows applications including Word, Excel, and PowerPoint.
Demonstrable track record of success in medical sales – desirable
Ability to develop and implement business plans within the region.
Ability to provide an out of hours service
Ability to attend meetings or conferences interstate from time to time which may be inclusive of week end.
Understanding of product concept, development process and management, including pay attention to opportunity to fulfill customer expectation and create customer demand.
Understanding of product concept, character and environment changes as well as their impact on company's product positioning.
Keep to see the opportunities to expand sales area in order to meet customer expectation.
Selling & Negotiation Skill
Conduct right sales negotiation strategy with a result win-win outcome and to ensure avoiding price concessions and protecting profit margin
Territory Management
Identify and create balance sales territory to maximize sales & profits, and to allocate resources efficiently
Increase market coverage and provide good customer service to ensure higher sales figures and greater customer satisfaction
KOL Management
Ability to engage and influence internal and external stakeholders to change perception or obtain commitment.
Business Acumen
Uses business and financial analysis to identify ways to improve profitability;
develops and manages budgets effectively and manages the financials of the brand to ensure sales and BOI objectives are achieved;
forecasts sales effectively;
makes effective trade offs within and across budgets;
anticipates issues and builds contingency plans.
FME Leadership Expectations
Collaborate Globally
Be a role model of effective collaboration across company and geographic boundaries
When acting locally consider the global business impact
Strongly participate in global activities
Be a Good Decision Maker
Have a deep and broad understanding of our business, products, services and markets
Balance speed and risk in making timely, best quality business decisions
Define and Shape Vision and Purpose
Translate the big picture into meaningful, actionable plans, aligned with our Values that engage and energise our employees
Develop an inspiring vision and the strategies to achieve it
Communicate effectively and motivationally
Develop our Talent
Create an environment where all employees are engaged and constantly learning
Actively develop yourself and others
Build and inspire high performance
Lead innovation and Positive Change
Search for and apply new ideas from both inside and outside of our company.
encourage people to be creative in their thinking, challenging the status quo and looking for innovative ways to accomplish goals
Embrace change and accept uncertainty, balancing continuity with discontinuity
General Competencies:
Continuous Learning: Show the great willingness to receive knowledge & skills for effectiveness of work
Commit to the Organizational Ethic: Work behavior which highlighted on social, moral and organizational values and ethic in conducting business activities internally and externally
Administration, Planning & Organizing: Implement the process of operational administration, reporting and document management regarding operational process in working unit.
