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Form of work Smith & Nephew is committed to helping people regain their lives by repairing and healing the human body. We believe that this can only be achieved by establishing mutually beneficial relationships with all of our partners including patients, healthcare professionals, investors, and employees. If you share our passion for innovation and can demonstrate how you meet the criteria outlined, we would love to hear from you.
Summary:
This position will have main responsibility to contribute to the growth and profitability of AWM through responsible and organized management of a specified geographical territory within the Pharmacy Channel in Australia.
Essential Functions
Perform the following administrative functions on behalf of the Company and in doing so represent the Company in compliance with the Code of Conduct and Business Principles and the employment agreement.
Position Functions
Business Results - Achieve budgeted sales, market shares and focus products with assigned territory.
Maintain and develop sales within a designated territory covering both Metro and Regional locations
Develop and maintain an efficient call cycle reflecting the call frequencies required for A, B & C grade customers. Implementing Regional trips as required for the success of the territory
Target customers for new business development and incorporate into call cycle
Initiate, develop and maintain Business Development plans to accelerate growth and Distribution throughout the territory
Working collaboratively with Sales Executives in Community & Hospital channel where required to develop new business opportunities
Implementation of the Pharmacy Channel strategy – distribution, compliance, new business development
Review with Line Manager – and to discuss account status, strategies account plans.
Establish sales tactics that are strategically aligned to achieve territory sales and profit growth targets.
Have a solid understanding of the Strategic Imperatives to be in a position to assertively implement at territory level.
Ensure that all territory planning activities help drive the accurate actions to improve the return on the investment.
Managerial Responsibilities
Working collaboratively with territory Merchandiser.
Supply call plans and call instructions in a timely manner to merchandiser for effective use of resource support.
Territory Management - Improve potential for assigned territory through effective targeting and territory management.
Plan each week’s schedule of activities for most effective and efficient use of time (improve “selling” time and minimise traveling and office time).
Supervise territory sales progression to targets and initiate corrective action where appropriate.
Provide in-service programmes, workshops and seminars where appropriate to customers thereby maintaining S&N dedication to educational support to drive sales opportunities.
Conduct monthly analysis of territory to identify the highest potential customers for targeted territory planning – focus on quality versus quantity.
Be familiar with Strategic Imperative objectives and your plan of action to implement.
Attend conference / trade displays / meetings relevant to business development as required.
Ensure that all territory planning helps drive the right activities to make a good return on resource invested.
Develop and maintain a weekly call cycle consistent with call rates for specific customers and Smith & Nephew targets. Forward planning of call cycle.
Understand and fully align with CRM ways of working (and all CRM system requirements). Maintain CRM for designated territory
Effective use of Digital resources supplied to support field roles including Woolloo, Purveyance, Yammer and Microsoft platforms
Implement Marketing Strategies within designated Account responsibilities
Analysis of available sales data including IMS, Scan and ex-factory to deliver qualative and quantitative insights and commercially driven recommendations for sales growth on your territory
Development of business presentations as required for presentation to customers
Delivery of training and support programs, professional service programs and external training programs with key partners internally and externally to deliver Woundwise and other training platforms as per Channel strategy
Ensure Customer engagement with Cycle deals and cyclical promotional deals
Ensure Customer Satisfaction is constant and at a high level
Consultation with Marketing Services / Regulatory Affairs Department to ensure all requirements for communication are met for mail out information, product training support and cycle materials
Supervise Sales progression to targets and initiate corrective action where appropriate
Supporting new store openings and new business acquisitions with effective management of POS resources and merchandising resources
Stay within budgeted expense requirements.
Ensure all reports are completed thoroughly and accurately and provided to management by due dates.
Respond to all customers’ needs within 24 hours
Professional Ethics - Ensure company standards, ethics and professional behaviour are applied in all aspects of work.
Adopt a continuous improvement approach to all work processes, by using sales automation to improve workflow, time management, and communication and increase client contact time.
Be fully conversant with and ensure everyone adopts the S&N vision mission philosophy in all day-to-day action.
OH&S - Aligns with the company’s occupational health and safety system and maintain a safe and secure working environment.
EEO - Ensure personal compliance of the Company’s equal employment responsibilities.
Operate within the requirements of the quality system. Fulfil responsibilities and authorities of managers as described in the Quality Manual.
Maintain completion of all internal training modules as allocated
Ensure clear understanding of Regulatory and QA requirements including reporting guidelines.
Product Knowledge- Maintain detailed, up to date knowledge of all technical aspects of assigned products.
Be fully conversant with assigned products through ongoing study and revision of product manuals and literature.
Keep up to date with competitor products and competitor activity.
Read all relevant medical and trade journals, literature and bulletins associated directly and indirectly with product responsibilities.
Utilise product knowledge to the best advantage in all selling situations.
Complete full induction training.
