Clinical Sales Specialist

Fresenius Medical Care · Australia

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Position Title: Clinical Sales Specialist

Report To: National Sales Manager

Summary of Role

This position is responsible for promotion of Fresenius Therapies and associated products through sales activities, training, and education of customers in accordance with agreed business plans and ensuring smooth running of customer accounts and resolving any customer issues in conjunction with the business manager

Key Accountabilities

• Implement a sales strategy per account to maintain existing business and to develop new business opportunities. Work closely with the Regional Business Manager across the entire sales cycle to ensure customer outcomes and achieved.
• Increase customer base and market presence through establishing relationships with key opinion leaders, key influencers and decision makers.
• Provide targeted counseling and account information to the clinical and technical team as required.
• Track and report competitor activity within the assigned accounts
• Maintain a high-profile presence in the marketplace through the creation of win-win solutions with customers which turn a sales relationship into a long-term business partnership.
• Managing the immediate post-purchase activities (checking order status, consumable and capital movement delivery, handle complaints etc.) to ensure customer satisfaction.
• Provide appropriate clinical support activities such as in-servicing, installations, training & education as required etc.
• Support Sales Administration:
• Provide input to forecasting requirements, preparing annual sales budget.
• Establish sales objectives by creating a sales plan and quota for the region in support of national objectives.
• Prepare and present customer offerings, quotes, tenders, re-orders. Prepare monthly or quarterly PPT or other customer reports as required. Fulfill any other related business requirement.
• Provide feedback to the Invoicing team on incorrect invoices if required.
• Ensure PPT Treatment numbers are shared to the Invoicing team in a timely manner.
• Update clinical knowledge by participating in educational opportunities; reading professional publications; maintaining professional networks.
• Promoting a team culture by assisting others during periods of high workloads, leave or absence so that overall objectives can be met.
• Provide input and support to marketing programs as required.
• Maintaining team communication
• Undertaking other tasks as required
• Where appropriate, become involved in FMC activities including attendance at staff meetings and involvement in company events (e.g. Home Therapies, RSA)
• provide input and support to Supply Chain for the 'Sales and Operations Planning process.
• Demonstrate a high level of understanding, knowledge and skills in the designated specialty (HD/seating) Fresenius Medical Care portfolio, dialysis therapy and renal nursing.
• Deliver and evaluate education programs /in-services (as developed by the marketing team) about FMC products.
• Provide educational resources (brochures, manuals etc.)
• Identify individual learning needs of clients in consultation with the nurse, Nurse Educator, Clinical NUM, etc. in order to support individual learning plans.
• Perform clinical competency assessments of clients and provide certification of competency where required.
• Provide expert renal knowledge and identify strategies for optimizing patient care based on current research and trends in renal practice.
• Provide clinical support to new and existing nurses. Support patients directly if/as required.
• Maintain own clinical competence in line with FMC Clinical Competencies.
• Deliver and evaluate education programs relating to dialysis practices in compliment with FMC products.
• Identify customer resource needs (e.g., new products, technical support or clinical training) and provide appropriate support through liaison with the technical, sales and marketing teams.
• Build and maintain positive/ value-add working customer relationships.
• Deliver presentations to doctors, nurses and key opinion leaders in compliment to FMC products (as developed by the marketing department).
• Organize events such as training sessions, focus groups, networking events etc. for customers and health groups in conjunction with regional business manager and other departments if/as required.
• Maintain and develop existing and new customers through planned individual account support. This may involve working with other FMC teams or discussing future targets with the regional business manager.
• Monitor and report on competitor activities and provide relevant information to management.
• Update own clinical knowledge by participating in educational opportunities; reading professional publications; maintaining professional networks.
• Demonstrate a commitment to professional development through membership of professional organizations/associations, including relevant participation in special interest groups.
• Promote a team culture by assisting others during periods of high workloads, leave or absence so that overall objectives can be met.
• Provide input and support to marketing programs as required.
• Where appropriate, become involved in FMC activities including attendance at staff meetings and involvement in company events (e.g., Home Therapies, RSA)
• Undertake other tasks as required to support the team and business.

Qualifications and Experience

• Registered Nurse with demonstrated renal (HD) skills-highly desirable.
• Ability to work with minimal supervision and set priorities, Demonstrable track record of success in medical sales
• Highly motivated, independent, commercially adept, articulate and confident.
• Entrepreneurial, adaptive Skills across most Windows applications including Word, Excel, and PowerPoint.
• Minimum 3 years of sales experience - highly desirable
• Highly developed interpersonal & influencing skills.
• Entrepreneurial, adaptive, highly motivated, independent, commercially adept, articulate and confident
• Highly developed interpersonal & influencing skills. - Entrepreneurial, adaptive, highly motivated, independent, commercially adept, articulate and confident
• Skills across most Windows applications including Word, Excel, and PowerPoint.
• Demonstrable track record of success in medical sales – desirable

Other details

• This role will work closely with the National Sales Manager to develop and implement business plans within the region.
• Must have and maintain a current Driver’s License & own car - Mandatory.
• Ability to provide an out of hours service to hospital wards and/or patients.
• You may be required to assist in clinical product trials and installations in your home state or interstate from time to time. Or to attend meetings or conferences interstate from time to time which may be inclusive of weekend.

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