Sales Manager Healthcare Systems Technologies Johannesburg

The Healthcare Systems and Technologies (HST) Sales Manager oversees all salesrelated activities in the assigned territory. Their responsibility is to recruit develop and manage both new and existing channel partners located in the SADC Region. Acting as a representative of the Client to hospitals and surgery center customers within his defined territory in the region they are responsible to attain annual sales and order intake targets for all Client Surgical products Patient Support Systems (PSS) Global Surgical Solutions (GSS) and FrontLine Care (FLC) which are technical clinical and architectural in nature. The HST Sales Manager must be apt at presenting these products to a diverse audience including Administrators Surgeons Biomedical Engineers Architects and Equipment Consultants. They will also be required to oversee all marketing activities in the territory and collaborates with the Regional Sales Director in all related activities.

Scope of Work

Reporting to the Regional Sales Director the HST Sales Manager is responsible for seeking maintaining and developing new and existing distributors within the market of medical devices in the SADC Region.

Duties & Responsibilities:

• Developing distributors for GSS/ PSS and FLC products in a geographic area through networking and followup on companyprovided leads
  
• Qualifying distributor s prospects through initial presentations and thorough needs analysis
  
• Conducting executive presentations trial evaluations customer site visits and other types of presentations to diverse groups of customers
  
• Developing quotations proposals and bid responses for distributors and other customers.
  
• Coordinating sales project management customer service product management and service activities to Client team members to support distributors and customers in the defined geographic area.
  
• Maintaining reports regarding sales activities market and competitive information and total sales funnel in order to accurately forecast order intake and shipment of products.
  
• Working closely with the Regional Sales Director to identify & recruit distributors in designated markets.
  
• Leading the development of the distributors annual business plan its structure and its competitiveness in selling the full HST product portfolio
  
• Supporting distributors through customer visits
  
• Attending and participating in sales meetings product seminars and trade shows with distributors
  
• Providing product technical and sales support to distributors to help them promote and sell HST products to the endusers.
  
• Understanding leveraging and driving distributors contacts to identify and pursue HST products opportunities.
  
• Evaluating the distributors performance and assessing the most urgent needs in the area of coverage and responding with solutions in support of the distributors
  
• Conducting meetings and need assessment with the end users evaluating the projects and interfering with its technical and commercial strategy.
  
• Assisting the distributors in the identification of the winning key products key partners and key technical and commercial offers.
  
• Meeting and exceeding assigned quota for sales of HST products and services through distributors in the assigned territory
  

Requirements

• The HST Business Manager is required to have an appropriate University Degree or Diploma. An MBA or related qualification would be an added advantage. The educational requirement may be substituted by additional related experience above and beyond what is required.
  
• The Sales Manager is required to have extensive experience in sales negotiation communication and handling objections for at least 2 to 5 years in SADC and African countries.
  
• The Business Manager is required to have acquired a certification in Basic MSExcel MSWord Power Point and Outlook and an advanced certification for these courses would be preferable.
  
• Knowledge of sales and marketing principles and methods for showing promoting and selling medical devices and services particularly on OR and ICUs including marketing strategy and tactics product demonstration sales techniques and sales control systems.
  
• Knowledge of the principles and processes for providing customer and personal services including customer needs assessment meeting quality standards for services and evaluation of customer satisfaction.
  
• Knowledge of Healthcare trends and activities
  
• Knowledge of the structure and content of the English language including the meaning and spelling of words rules of composition and grammar
  
• Knowledge of computer hardware and software including applications especially MSOffice
  
• Knowledge of business and management principles involved in strategic planning resource allocations leadership technique production method and coordination of people and resources.
  
• Must be able to convey information effectively through proper speaking and writing.
  
• Must have the skill to listen actively giving full attention to what other people are saying taking time to understand the points being made asking questions as appropriate and not interrupting at inappropriate times.
  
• Must be socially perceptive being aware of other s reactions and understanding why they react as they do.
  
• Must have excellent negotiation skills to bring others together and to try to reconcile differences.
  
• Must be service oriented actively looking for ways to help others.
  
• Practices critical thinking by using logic and reasoning to identify the strengths and weaknesses of alternative solutions conclusions or approaches to problems.
  
• Must have excellent understanding of the implications of new information for both current and future problemsolving and decisionmaking in the concept of active learning.
  
• Must have excellent coordination to adjust actions in relations to others actions.
  
• Must have complex problemsolving skills to identify complex problems and reviewing related information to develop and evaluate options and implement solutions
  
• Must have good judgment and decision making considering the relative costs and benefits of potential actions to choose the most appropriate one.
  
• Executes strategic thinking and conceptual approaches to transmit it to local distributors.
  
• Highly developed ability to rearrange and prepare offers on site on their own.
  
• Well oriented on order processing manufacturing and financial processes
  
• A team player with good interpersonal and communication skills and able to interact with people at all levels.
  
• Can listen to and understand information and ideas presented through spoken words and sentences.
  
• Can apply general rules to specific problems to produce answers and make sense.
  
• Can tell when something is wrong or is likely to go wrong recognizing the problem when there is one.
  
• Can handle objections and issues objectively and in mature manner.
  
• Can be trusted in highly confidential information and properties.
  
• Highly organized and has a sense of deadlines.
  
• Respectful in all aspects of work
  
• Can mingle and interact with all types of nationalities being aware and sensitive to cultural differences.
  
• The Sales Manager needs to meet distributors and clients attend business meetings and exhibitions; therefore the demand on long hours of travel by plane is high depending on the country.
  
• The incumbent might spend long hours on meeting and telephone calls with clients and distributors which requires attention to details and good communication and listening skills.
  
• The Sales Manager must be able to communicate effectively and tactfully with persons on all levels verbally written and over the telephone. Must have the ability to work well under time constraints and can handle stress well.