Beckman Coulter develops, manufactures and markets products that simplify, automate and innovate complex biomedical testing. Our diagnostic systems are found in hospitals and other critical care settings around the world and produce information used by physicians to diagnose disease, make treatment decisions and monitor patients. Scientists use our life science research instruments to study complex biological problems including causes of disease and potential new therapies or drugs.
Description
BASIC PURPOSE
Sales Specialist for KZN :
Responsible for the sale of company products within an assigned territory or geographic region. Provides expertise and service to customers. Gathers data on marketing trends, competitive products and pricing. Builds relationships with customers and influences the acceptance and use of Company products. Identifies, profiles, and may service key accounts. May participate in negotiation of contracts. Complies with applicable laws. Requires frequent travel, vendor credentialing, and must comply with requirements of Beckman Coulter’s vehicle safety program.
Experienced individual contributor with considerable understanding of work concepts, principles, and practices
Applies knowledge to achieve functional work objectives
Reports into South Africa Dx Sales Manager.
NATURE AND SCOPE
Technical Expertise:
Uses complete understanding and wide application of technical concepts, theories, standards, and practices in chosen field and is expanding knowledge or related disciplines
Full knowledge of industry standards and practices.
Accountability and Impact:
Makes material contributions to the completion of specific programs and projects with significant scope that materially impact organizational schedules, resources, and costs
Decisions and results have moderate impact on function resources and objectives
Meet regulatory requirements and establish policies and procedures
Problem Solving and Innovation:
Applies analytical skills and independent judgment to develop innovative, practical and consistent solutions to a wide range of complex problems.
Working Relationships:
Works with minimal guidance and expands knowledge and skill sets beyond own area.
Role and Responsibilities:
Scan the market:
Identifying potential customers; using the exiting list; adding to the list; visiting laboratories and hospitals.
Product promotion:
Based on the scan, identifying potential customers; visiting customers, identifying their needs and explaining the products and benefits.
Funnel management:
Making their own prospect funnel list, identifying customer requirements and customer details; keeping track of timelines of execution; making and tracking their own database.
Product presentation:
Making a follow up appointment and demo the product; taking the potential customer to another customer’s place to demo the product; else take the product to the customer’s site; showing videos in case physical demo can’t happen.
Organizing demos with customers:
Setting up time with the customers; arranging for logistics support.
Customer Support:
Managing logistics; organizing with distributors to ensure that the customer gets it on time; in case of any break-downs, contact the service person.
Making quotations:
Making the quote and submitting the quote, taking approvals from seniors where required.
Negotiating
with customers to agree on the quote.
Taking the order:
Signing the order form with the customer, managing tender follow up
Coordinating
with other functions like service, applications, logistics, Finance.
Pre-Installation Requisite:
(PIR) Handling the site preparation; organizing the basic requirements like printers, etc at the regional office level.
Inventory of re-agents at customers and suppliers
; ensuring stock at the customer site and reserve stock at the distributors site; checking with customers on items that are running short; educating the customer on what should be stocked.
Distributor Management:
Managing primary and secondary sales; keeping track of sales data.
Operating Term Lease:
Tracking and monitoring the re-agents required at the customer site.
Compliance:
Following up of compliance on contracts; visiting customers to check this
Meeting with existing customers:
Understanding their issues and what they can do better; sharing product literature; sending scientific emails etc, Attending training programs.
Attend exhibitions, Conferences and Trainings
Networking with fellow colleagues – valuable to exchange information and solutions to problems
Visit Customers on regular basis to create awareness of Products and new product developments.
Visit TPP’s on regular basis to update Sales and Service on any new product releases, enhancements, changes and developments
Do site visits to Customers in Africa with TPP’s t help TPP’s in promoting correct solutions to the Customer
Involve either Applications/Service or both with customer visits to promote and sell our services.
Academic Days – responsible for compiling the agenda and getting speakers to present
Involved following up customer survey reports related to product issues
Attend all Company meetings as scheduled to familiarize myself with all current activities with the Company
Check all proposals and presentations to be in line with Company policies and procedures.
Ensure Sales see all customers and not only the current or loyal BC Customers
Have1:1 meetings with Sales to establish needs or support and to identify possible new business opportunities
Key Performance Areas:
Manage a large territory / region
Develop Territory Plan, drive area Forecast and identify the gaps, find countermeasures for gaps.
Visit Customers and build customer relationships, Stakeholder mapping.
Drive Opportunities and Sales Activities, identify create new leads and submit to support functions.
Provide quality training to customers.
Interpret data from Sales Analyst on a weekly basis.
Responsible for enhanced product/s portfolio or specialist product (variable volume segments)
Working independently in the assigned territory and independently prepare quote as per the sales process.
Strong funnel management control – SFDC Daily Management
Manage local customers and responsible for their performance.
Working with local application and service associate to resolve customer problem at a local level.
Qualifications
KNOWLEDGE / EXPERIENCE REQUIREMENTS
Bachelor’s degree in (B.Sc Medical Sciences, Clinical Pathology or equivalent qualification with 5+ year’s exp.
Business management diploma an added advantage
System Knowledge: Oracle, Business Objects, SFDC and SharePoint
Microsoft Office Suite – MS Word, Power Point, Excel, Outlook and One Note
Preferred Skills:
Direct Sales experience with a proven track record on a corporate and commercial level.
Advanced excel
4 to 6 years’ experience in sales environment, ideally in IVD / Medical Devices industry.
Funnel management
Customer support
Customer training
Selling cycle
DBS basic execution – DM and some PSP
Danaher Corporation Overview
Danaher is a global science technology innovator committed to helping our customers solve complex challenges and improve quality of life worldwide. Our world class brands are leaders in some of the most demanding and attractive industries, including life sciences, medical diagnostics, dental, environmental and industrial solutions. Our globally diverse team of 59,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $16.5B in revenue last year. We are ranked #133 on the Fortune 500 and our stock has outperformed the SP 500 by more than 2,000% over 20 years.
At Danaher, you can build a career in a way no other company can duplicate. Our brands allow us to offer dynamic careers across multiple industries. We’re innovative, fast-paced, results-oriented, and we win. We need talented people to keep winning. Here you’ll learn how DBS is used to shape strategy, focus execution, align our people, and create value for customers and shareholders. Come join our winning team.
Organization
:
Beckman Coulter
Job Function
:
Sales
Primary Location
:
Africa-South Africa
Schedule
:
Full-time