Sales Representative (Cape Town)

SUMMARY:
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POSITION INFO:

JOB TITLE
Sales Representative

DEPARTMENT
Sales and Marketing

MAIN PURPOSE OF THE JOB
Introduces, promotes and actively sells the company’s range of consumables and capital equipment products to CSSD Unit Managers, Theatre Unit Managers, Infection Prevention Practitioners, Clinical Engineers and Buyers etc. in the defined Sales Territory.
The ability to continually develop new business while supporting existing business. Regularly submits reports and maintains close contact with immediate superior and other key personnel in relation to the company’s marketing programmes and objectives.
Strong working knowledge of electrical systems, electronic circuitry, and mechanical assemblies to diagnose and resolve equipment issues effectively is required

JOB SPECIFICATION
REQUIRED MINIMUM EDUCATION

• Bachelor’s degree preferred
• CRICE Accreditation
• Experience in selling Consumables & Capex products
• Good understanding of hospital CSSD & Theatre environment
• Position will require some overnight travel
• Valid Code B Drivers license
• Good technical proficiency for first line servicing and repairs

MINIMUM PREVIOUS WORK EXPERIENCE

• At least 5 years medical industry sales experience with a proven track record first line technical experience

DESIRABLE ADDITIONAL EDUCATION, WORK EXPERIENCE AND PERSONAL QUALITIES

• Computer literacy: (MS Windows, MS Office as a minimum and experience in a CRM package)
• Good communication skills, people orientated, good time management, organised, methodical and able to work under pressure, accurate, self-motivated.
• Has undergone selling skills training.

Key competencies

• Critical thinking and problem-solving skills
• Planning and organization
• Decision making
• Be Proactive
• Effective communication and teamwork skills
• The ability to plan ahead and deal with unexpected changes
• Effective conflict management

KEY PERFORMANCE AREA INPUT OUTPUT

Sales Call Planning

• Analyses sales territory from a geographic and business potential viewpoint
• Weekly Cycle Calling Plan
• Identifies Key Personnel in all targeted accounts
• Updates information in GoldMine
• Identifies product usage and competitor activities in all targeted accounts
• Updates information in GoldMine
• Pre-plans each sales call taking into account past history, competitor activity and marketing objectives
• Plans sales calls in Goldmine
• Plans and achieves objectives for quarterly sales campaigns
• Sales calls and feedback logged in Goldmine for quarterly campaigns and additional schedules completed for the PM’s and marketing manager

Sales Promotion

Focuses on the selling of consumable & capital CSSD products to new accounts & seeks opportunities to increase sales with existing customers
Conducts regular sales calls to develop customer relationships and to follow up on leads
Gets actively involved in capital equipment demos
Follows up on all quotes in the Sales territory & reports on competitor models, pricing etc in the case of lost quotes
Achieves sales targets
Establishes & maintains professional relationships with all decision makers in the Operating Theatre
Attends all demos to ensure that KOL’s fully understand the benefits of the product
Gives monthly feedback to the National Sales Manager Marketing Manager & Product Manager
Assists with new installations & gives in-service training
New equipment is installed to the customer’s satisfaction

Specific Objectives

• Completes Specific Objectives quarterly
• Prepares a report to be reviewed with Manager

GoldMine

• GoldMine is used as the primary tool for all customer information and for the tracking of dales opportunities
• All sales calls planned and closed on a weekly basis with feedback
• All quotes updated with probability and forecasted sales date in the same week they are loaded
• All forecasted sales dates continuously updated

Customer Management

• Completes customer satisfaction surveys for all equipment installed in hospitals
• Completes customer complaint forms for any complaints or product issues in market and investigates the issues in order to resolve optimally
• All customer satisfaction surveys are captured and submitted within 1 week after installation & training has been completed
• All customer complaints are captured on a complaint form within 24 hours of the complaint being made and submitted to the relevant PM and
• Quality Admin

Reporting

• Regularly reports on all customer activities, changes in competitive conditions and significant problems
• Reports to Manager on a monthly basis to review promotional progress & quarterly to review Specific Objectives

Continuing Education

• Upon training, demonstrates mastery of the hospital’s decontamination process
• Achieves a 90% pass rate on all vendor tests or internal assessments

General Duties

• Liaises with Customer Service Department to keep updated on all issues
• Promotes company products and interacts with customers at congresses, forums and workshops
• Performs Ad Hoc marketing projects
• Attends and participates in sales and other company meetings when required
• Resolves customer issues
• Attends these functions & reports on any information obtained about customers & competitors
• Reports are produced on time for Product Managers
• Implements decisions taken at meetings

Technical

• Service & Repair
• Technical Assessment & Reporting
• Installation & Commissioning
• Annual Maintenance
• Restore medical systems and equipment to full operational capacity through expert servicing and repairs, applying knowledge of electrical, electronic, and mechanical components.
• Conduct thorough evaluations, servicing, and repairs on a wide range of medical equipment, supported by detailed technical reports.
• Oversee the delivery, installation, and commissioning of new equipment within the portfolio, ensuring proper setup and functionality.
• Perform scheduled maintenance services on demonstration equipment to maintain optimal
  Warranty Management
  Technical Proficiency performance and reliability.
  Follow established warranty procedures and protocols for all applicable repairs, ensuring compliance and customer satisfaction.
  Apply strong working knowledge of electrical systems, electronic circuitry, and mechanical assemblies to diagnose and resolve equipment issues effectively.

Health & Safety and Quality Standards

• Assist in maintain the Health & Safety principles of the organization.
• Work within the Company's Quality Management System. Ensure that the appropriate QMS documentation is always used, and that document version controlled and maintained.
• Documentation of NCA’s and AR’s where relevant
• Best Practices – Improve processes and policies in support of organisational goals. Formulate and implement departmental policies and procedures to maximise output. Monitor adherence to procedures.
• Administrative excellence.
• Assist in minimal accidents with constant vigilance. Minimize audit findings.
• All documents used are aligned to the QMS including quotes, IQ, OQ, PQ and customer surveys.
• NCA’s raised, investigated, and closed timeously.
• Continuous improvement of processes & procedures through BEST recommendation.
• The quality of the level of service provided by carrying out the responsibilities in all tasks, activities & reports being executed timeously, with accuracy.