Work Flexibility: Hybrid

Main responsibilities are but are not limited to:

• Develop an in depth knowledge of the products and services provided by the division.
• Visit customers and / or potential customers of NV on a regular and planned basis to promote products and services to achieve monthly, quarterly and yearly sales targets, as agreed with your Manager
• Managing of existing and acquiring of new customers in the assigned territory
• Consequently planning and developing the market for our existing and new products according with divisional goals and objectives, through execution, while optimize available tools (consignment etc)
• Ongoing technical training and support to customers directly in the angio room
• Competent contact person for hospital management, purchasing department and hospital staff
• Attend meetings, conferences and exhibitions as required to promote Stryker NV products and services
• Analyze and report to your Manager and/or others (weekly, monthly & year basis) the market and business feedback by using all available support tools 
• To represent Stryker values and integrity

I. Planning

This role will be expected to achieve these minimum standards in maintaining and updating the following items in order to manage their territory effectively.  These materials should be available at all times to review with their Sales Manager. 

• Maintains up-to-date account plans and customer profiles 
  • Top actual accounts and top potential accounts    
  • Knows and Classifies Customers
  • Has a development plan for all KOL’s
  • Knows decision process, key decision makers, and decision criteria
• Manages and tracks sales performance using the following tools:
  • Budget  (monthly, quarterly ,yearly )
    • By territory, By account , By level 2
  •  Sales forecast  (weekly, monthly, quarterly, yearly )
    • Territory , By account, By level 2
    • Target monthly accuracy of  + /- 5 %
  • Sales History ( MTD, QTD, YTD )
    • Versus budget & Forecast
    • Versus prior (month, quarter, year)
    • By account
• Produces and works yearly, quarterly and monthly plan
  • Sets a realistic stretch plan required to drive performance beyond  plan expectations
  • By account (top actual, potential and priority accounts or projects )
  • By level 2

• Monitor territory sales performance on an ongoing basis, initiate corrective actions, and prepare reports, summaries, analysis and documentation an all aspects of the territory’s management.

• Plans  work day  to maximize customer contact and  selling time
  • Utilizes full day for selling activities
  • Maximizes account  time – multiple contacts per visit
  • Minimizes driving  or travel time
  • Schedules early morning and late afternoon sales calls
• Understands commission plan and how to maximize income
• Knows PRDP objectives, Individual Development Plan and works to achieve business and development objectives

II. Selling

• Focuses selling time and activities on key accounts
• Uses pre-call plan for every call
• Every sales call has a  SMART business objective
• Spends a minimum of 4½ days in the field per week
• 24/7 ready for the emergency call to provide In-service
• Carries, manages and uses a full, organized sales bag:
  • Demo stock, key literature, clinical articles and sales tools in every call
  • All items in sales bag should be in good working condition and presentable
• Understands and uses the selling steps
  • Pre-call planning, opening, probing, implicating, offering a solution, gaining commitment  and handling objections
• Conducts regular in-services to reinforce product features and benefits
• Knows and uses “ Steps to a Successful Evaluation” for all evaluations
• Knows and uses clinical knowledge of key products when selling
• Maintains up-to-date clinical and product  knowledge
• Can articulate and effectively deliver key Stryker messages to all customers
• Knows key competitors’ tactics and strategies
  • Knows and understands key competitor’s products weaknesses and strengths
  • Uses side by side comparisons to sell effectively
• Reviews sales call to understand factors of success or failure

III. Territory Management

• Maintains consignment inventory as per corporate policy
• Maintains trunk consignment as per corporate policy and in a saleable condition
• Meets all required deadlines
• Reviews daily sales reports
• Provides a weekly & monthly report in required format by due date
• Maintains current special pricing / contract file
• Understands and follows sponsorship policy and guidelines
• Manages expenses as per corporate policy
• Maintains key competitor rep’s file including strengths, weaknesses and tactics

IV. Attitude and Behavior

• Follows Compilance standards
• Displays a consistent and positive attitude
• Maintains corporate image at all times
• Demonstrates a positive attitude toward team work
• Takes responsibility for personal and professional development

Quality

• Ensure effective compliance with the SOP’s related to Product Complaints and Field Corrective Actions 
• Ensure that product complaints are reported within the allowed timeframes
• Ensure the timely closure of product recalls
• As interface to Clients and Customer Service has direct responsibility to facilitate, share documents and process to identify, notify and ensure any complaint or problem are addressed, thereby demonstrating high commitment to Quality in all interactions and behaviors.

• Drive as needed to support and facilitate any field corrective action related his/her scope

Academic qualifications / degree & relevant prior experience:

• BA in medical or healthcare related preferred
• 1-2 years’ sales & marketing experience in

medical devices or healthcare industry

 preferred

• Experience dealing with doctors & hospitals, familiar with medical terms preferred

Key strengths / personal attributes for the role:

• Excellent team player and team motivator
• Goal achiever with problem solving &

 interpersonal skills

• Success-oriented with negotiation

 & communication skill

• Business acumen with tenacity
• Independent and innovative thinker
• Agile & nimble to business requirement in proactive manner.

                        

Travel Percentage: None