The Sales Executive Specialist Medical is responsible for developing the business in the assigned territory ME Area- in order to expand business for Medical lines of products, maximize sales, market share and operating income. He/she leads and manages all key accounts, dealers and the end users in ME Area.
A professional advisory capacity to customers is paramount.
Key Activities & Accountabilities
• Promoting and demonstrating medical equipment to distributors and potential end users , In addition to retaining current customers and acquisition of new customers.
• Planning, executing and monitoring of all measures necessary to guarantee achieving budget in the assigned territory.
This encompasses in particular:
• Customer care Demonstrating products to distributor and end users in the area, in addition to, organizing and conducting presentations, trainings and workshops.
• Answering commercial / technical / clinical questions raised by the distributor and end users.
• Conducting price negotiations and contractual preparation within the limits of in-house guidelines, up to contract conclusion.
• Coordination of the distribution and logistics of products with the support of the related manager.
• Controlling all the resources and materials of his related sales area.
• Optimization of the resources.
• Regular reporting to Business Unit Director, on the evolution of the sales, and adaptation to the circumstances of the market.
• Pipeline Forecast , projection and Budgeting
• Analysis and investigation of markets and potential leads and Identification of further growth opportunities.
• Gather continuous intelligence on product performance, customers, the competitors and the health care system, identify issues and opportunities
• Development of Business case for each segment of Medical lines of product
• Distribution partner identification, evaluation, support and management of indirect Chanel.
• Drive profitable expansion of Medical business
• Ensure the implementation of regional pricing strategy.
• Ensure compliance of all business partners.
• Develop and implement sales plans and strategies for the assigned territory
• Make recommendations on sales quotas for each distribution partner / sales representative
• Set up professional, pro-active tender process and develop and control the sales process
• Support product improvements and developments to meet changing market needs
• Manage the product portfolio throughout the whole product life cycles, this includes developing and monitoring launch plans for new products and end of life cycle plans for product withdrawal.
Experience
The ideal candidate will possess the following attributes/skills:
• Experience in Middle East bids and tender processes
• Successful sales and/or marketing experience essential, with demonstrable success of setting achieving targets.
• Minimum of 5 year selling experience in the medical (device) industry with consistent over-plan performance
• Minimum of 2 years of Distribution Sales Management
• Ability to motivate, cooperate with dealers and end users
• Negotiating skills - Ability to handle communications, criticism and conflict
• Presentation skills with modern presentation media
• Good knowledge of the decision making process with customers (economic buyer, reimbursement)
• Must be creative problem solver with bold individual initiative
• Indirect channel management
• Budgeting and forecasting
• Full clean UAE driving license
Competencies
• Communication
• Focus
• Discipline
• Team Player
• Relator
• Interpersonal
• Arranger
• Achiever
• Persistence
• Business Thinking
• Self-motivated
• Power of persuasion
• Organizational skills
• Responsibility
• Ability to work under pressure
• Winning personality
UAE