Clinical Sales Specialist

Description:

Position Title : Clinical Sales Specialist
Report To : National Sales Manager (NSM)

Purpose : This position is responsible for promotion of Fresenius Therapies and associated products through sales activities, training and education of customers in accordance with agreed business plans to ensure the and ensuring smooth running of customer accounts and prompt resolution of any customer issues in conjunction with the National Sales Manager.

Key Accountabilities:

• Plan, prepare and implement a sales and clinical training strategy per account to maintain existing business and to develop new business opportunities. Work closely with the respective National Sales Manager across the entire sales cycle to ensure customer outcomes are achieved.
• Increase customer base and market presence through establishing relationships with key opinion leaders, key influencers and decision makers.
• Provide targeted counseling and account information to the clinical and technical teams as required.
• Track and report competitor activity within the assigned accounts
• Maintain a high-profile presence in the marketplace 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, consumable and capital movement 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 and assist in preparing annual sales budget for assigned territory.
• Establish sales objectives by creating a sales plan and quota for the assigned territory in support of national objectives.
• Prepare and present customer offerings, quotes, tenders, re-orders. Prepare monthly or quarterly PPT or other customer reports as required. Fulfill any other related business requirement.
• Utilise CRM to track and capture business related information for all customers and accounts.
• Ensure all administrative tasks, record keeping and reporting are maintained in an effective and timely manner.
• Provide feedback to the Customer Care on incorrect invoices if required.
• 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
• Where appropriate, become involved in FME activities including attendance at staff meetings and involvement in company events and attendance at external meetings (e.g., ANZICS, CICM)
• Provide input and support to Supply Chain for the 'Sales and Operations Planning process.
• Demonstrate a high level of understanding, knowledge, and skills in the designated specialty (Acute) Fresenius Medical Care portfolio, dialysis therapy, intensive care or renal nursing.
• Deliver and evaluate approved education programs /in-services about FME products.
• Provide educational resources (brochures, manuals etc.) as/when required.
• Identify individual learning needs of clients in consultation with the Nurse, Nurse Educator, Clinical NUM, etc. in order to support individual learning plans.
• Perform clinical competency assessments of customers and provide certification of competency where required.
• Demonstrate high level of acute/chronic renal knowledge and identify strategies for optimising patient care based on current research and trends in acute/chronic renal practice.
• Provide clinical support to new and existing customers. Support patients directly if/as required.
• Maintain own clinical competence in line with FME Clinical Competencies
• Deliver and evaluate education programs relating to acute/chronic practices in compliment with FME products.
• Identify customer resource needs (e.g., new products, technical support or clinical training) and provide appropriate support through liaison with the technical, sales and marketing teams.
• Build and maintain positive/ value-add working customer relationships.
• Deliver presentations to doctors, nurses and key opinion leaders in compliment to FME products (as developed by the marketing department)
• Organise events such as training sessions, focus groups, networking events etc. for customers and health groups in conjunction with respective sales managers and other departments if/as required.
• Maintain and develop existing and new customers through planned individual account support. This may involve working with other FMC teams or discussing future targets with the sales manager.
• Demonstrate a commitment to professional development through membership of professional organisations/associations, including relevant participation in special interest groups.
• Undertake other tasks as required to support the team and business.

Competencies (attitude, skills, typical qualifications & experience):

• Registered Nurse with demonstrated intensive care (ICU) skills highly desirable.
• ECMO expertise an advantage
• Ability to work with minimal supervision and set priorities, demonstrated track record of success in medical sales
• Highly motivated, enthusiastic, entrepreneurial, independent, commercially adept, articulate, adaptive and confident.
• Skills across most Windows applications including Word, Excel, and PowerPoint.
• Minimum 3 years of sales experience - highly desirable.
• Highly developed interpersonal & influencing skills.
• Demonstrable track record of success in medical sales – desirable

Other details:

• This role will work closely with the National Sales Manager to develop and implement business plans within the assigned territory.
• Must have and maintain a current Driver’s License - Mandatory.
• Ability to provide an out of hours service to hospital wards and/or patients.
• You may be required to assist in clinical product trials and installations in your home state or interstate from time to time.
• Attend meetings or conferences interstate from time to time which may be inclusive of weekend.

Please note that this is a description of the key result areas for this role at this moment in time, and as our organization grows and changes, and as the incumbent develops in the role, the key result areas will also change and develop.