Sales & Application Specialist Ts (Mel - Vic)

Sales and Application Specialist – Therapeutic Systems (TS)

JOB SUMMARY

The Sales and Application Specialist is accountable for achieving sales goals in their designated Sales Territories, as set by management. The Sales and Application Specialist will work in close collaboration with the General Manager Australia/New Zealand, the National Sales Manager as well as with the other business functions to achieve goals:

·        Achievement of new technology capital equipment sales, while sustaining older technology equipment and disposable sales.

·        Promotes new products and technology systems and drives implementation of strategies.  Works with all departments in a cooperative manner to achieve goals.

·        Primary resource for sales function of the Terumo BCT portfolio into the designated Sales Territories

·        Delivers application support for designated sales territories which includes operator training and first line on site/phone  troubleshooting support.

·        Collaborates with the Clinical Support team for the preparation and delivery of training and educational programs as well as for the second line on site or phone troubleshooting support if needed.

REPORTING

Reports to the National Sales Manager.

ESSENTIAL DUTIES

Sales achievement

·        Generates necessary sales to meet or exceed territory sales goals and achieves appropriate sales prices.  Tracks and analyses progress.

Sales Process and Territory Management

·        Develops account strategies and provides inputs to the General Manager Australia/New Zealand and/or the National Sales Manager that align with customer needs to build relationships and credibility with customer.

·        Prioritises accounts to determine coverage, assesses opportunity, and develops new business. 

·        Coordinates and manages resources to provide necessary customer support.  Prepares sales plans, monitors sales funnel, tracks and analyses progress and trends, and prepares monthly and annual territory sales review.

·        Maintains customer profile as well as sales funnel up to date in Customer Relationship Management program. 

·        Develops consultative role to manage customer training needs, facilitates relationship building, manages customer expectations and provides necessary customer service.

·        Significant responsibility in maintaining relationships with key accounts and other large professional organizations from the designated territories with whom the business is affiliated, and professional/management levels within the business.  Influences matters of moderate to high impact.

·        Plans and make sales calls which incorporate sales process tools and strategies to achieve sales goals. 

·        Responds to requests for technical information, determining appropriate sources of technical expertise for obtaining the information as needed.

·        Works alone or in concert with appropriate internal/external resources and the customer to establish appropriate and on-going monitoring of customer applications within the customer’s processes to assure optimum usage to meet customer needs.

·        Prepares and submits tenders / quotations in line with customer and organisational requirements.

Clinical Support

·        Gain & Maintain CT3 level knowledge for the following curriculum: Optia Essentials, TPE, RBCx and CMNC.

·        Primary application support resource for all accounts in designated sales territories.

·        Delivers product training / support / in services in collaboration with clinical support team as required

·        Provides clinical in-service assistance. Analyzes and resolves problems.  Assists customers in the optimal use of products.

·        Evaluates requests for clinical information, determines appropriate sources of clinical expertise, devises plan for support, and coordinates/deploys team as needed. Coordinates support and training of new trial sites.

·        Organizes, coordinates, and presents product seminars for current and potential customers and sales/clinical associates, including competitor product functionality vs. TBCT.

·        Identifies customer needs and assesses opportunities to deliver value.

Administration/Internal Communications:

·        Adheres to company policies and communicates effectively with corporate and other TBCT field and internal associates.

·        Provides feedback to management on messaging, tactics and marketplace changes to ensure that our company offerings are meeting/exceeding customer expectations.

·        Collaborates with the General Manager Australia/New Zealand, the National Sales Manager as well as cross-functional partners including Customer Service, Finance, Technical Service, Clinical Support and other businesses to ensure a cohesive and consistent approach to meeting customer needs.

Other duties and responsibilities

·        Continuously increases and sharpens selling, negotiating and presentation skills.

·        Attends and assists with professional conferences when necessary. During all conferences, engagement with customers at the exhibition stand and planned social functions is expected.

·        Seeks and uses customer feedback regarding our products and services for the purpose of providing tools for continuous quality improvement.

·        Reports all defective product incidents in a timely manner using the appropriate processes.

MINIMUM QUALIFICATION REQUIREMENTS

Education

·        One of the following diploma or degree:

-        Diploma or degree in economics or related medical business field.

-        Diploma or degree in nursing or science or related field.

-        Diploma or degree in electronics or equivalent engineering degree.

-Or-

·        An equivalent competency level acquired through a variation of these qualifications may be considered.

Experience

·        A minimum of 3 years sales / marketing of medical products.

·        Customer Service Experience.

·        3 years’ experience selling capital equipment.

Technical Knowledge and Skills

·        Demonstrated success in using sales techniques and selling skills, including in remote/virtual settings

·        Ability to manage account processes using a sales force automation application in compliance with business rules and user guidelines.

·        Demonstrated leadership attributes and ability.

·        Demonstrated analytical thinking skills and the ability to solve problems and develop added value programs with creativity and good judgment.

·        Ability to assess customer needs and market trends within the context of product and business capabilities and the ability to translate this assessment into a workable and profitable business proposal.

·        Computer literate.

·        Effective communication and presentation skills, ability to deliver complicated presentations to customers.

·        Self-motivated ability to work autonomously.

·        Maintain technical knowledge of the product line to be able to answer user questions and provide user training

·        Proven success in networking within accounts from product “user” to “C suite” level.

·        Customer centricity

Terumo BCT's Core competencies

Approachability, Conflict Management, Integrity and Trust, Action Oriented, Decision Quality, Interpersonal Savvy, Perspective, Priority Setting, Drive for Results, Customer Focus, Creativity, Process Management.

Certificates, Licenses, Registrations

A valid Driver’s License is required.

PHYSICAL REQUIREMENTS

Typical office environment requirements include: reading, speaking, hearing, close vision, walking, bending, sitting, and occasional lifting up to 10 kg

Travel required (up to 30%)

• Flexible hours available
• 2-3 years of relevant work experience required for this role
• Work visa can be provided for this role
• Expected salary: $88,000 - $120,000 per month