Sales Representative II - Energy - São Paulo
- 📁
- Sales
- 📅
- 170006QH N. richiesta
- 📅
- Wed 17 May 16:54 Data di pubblicazione
POSITION DESCRIPTION:
This position has the responsibility and
authority to develop and market medical devices based on a patented platform
technology that is transforming current surgical procedures. Medtronic Advanced
Energy (MAE) technology combines a conductive fluid, infused at the point of
tissue contact, with radio-frequency energy to seal tissue. Due to company
growth, new expansion plans, and new product, the company wants to strengthen
its sales organization. The advanced Energy Sales Specialist will be
responsible for creating an effective sales presence in his/her area, learning
the product line and its applications under different environments,
following-up on leads with a multi-prong contact approach, achieving sales
targets, and utilizing the Medtronic Sales process for each class of customers.
The key emphasis during the first year will be to open new accounts, maintain
any existing business and grow overall business > $200k. This position
reports to the Regional Sales Manager. There are no direct reports to this
position although, the person will have interface with members of a corporate
team consisting of marketing, engineering, clinical, and management. A primary
role of these teams is to help in the successful development and/or launching
of new products. Secondary, is to help the representative grow the business.
POSITION RESPONSIBILITIES:
Learn the Product
Line: During the first month meet with all key personnel to learn all aspects
of the technology. Complete all modules in Medtronic Advanced Energy’s on-line
training and attend home-officer training program to learn all aspects of the
technology/product line: Address technical aspects, specific industry
applications, selling process, pricing, and score at least 90% or better on
comprehensive test. Attend procedure(s) with designated Medtronic Advanced
Energy’s representative before training. Be in a position to present the
technology, in the Operating Room or office setting, within 45 days.
Implement Key Account Program: Identify the
major new and existing accounts in the territory. Review the selling process by
account. Include the identification of major target accounts, determine the
sales team and staff support needs, assess need for the addition of new selling
programs and processes, conduct competitive analysis, and implement the plan of
action. This should be available within 60 days for review between you and your
RBD:
o Prioritize the territory within 30
days;
o Profile four of the top 10 accounts in
the first 30 days; and,
o Develop account plans for profiled accounts in 45 days.
Achieve Sales
Targets and Quotas: In the first 45 days, conduct a complete review of the
territory’s sales plans and current tactics. Quickly identify the key voids and
develop new programs to meet the company’s aggressive sales plans to increase
market share:
Open one new account
with a stocking order within 90 days; and,
Meet or exceed your quarterly
revenue target within 180 days.
Keep Current With
Administrative Task: Sales Management requires several ongoing tasks to
help ensure success of the business. The successful Advanced Energy Sales
Specialist will provide the Regional Sales Manager timely:
90-day rolling
forecast every thirty days. Provide information by account in unit volume.Forecast
is used to project manufacture resource needs and future business strength;
Expense reports bimonthly;
Quarterly business objectives and periodic
updated account plan: per Regional Sales Manager instruction; and,
Team sharing successful tactics, tough
objections and product issues.
Jointly develop a team
strategy –this includes marketing, clinical, education and management--
that involves being actively engaged in helping the organization succeed while
exercising independent, critical judgment of goals, tasks and methods:
Share and exchange
information with team; particularly critical when sharing successful tactics,
tough objections and product issues; and,
Commit to and build trust that binds the team
to take on and complete substantial initiatives.
Develop Account
Relationships: Within 2 quarters arrange and conduct educational in-services in top
four accounts. Conduct Technical Symposium(s) in top four accounts within 2
quarters. Create relationships with all clinical and administrative personnel
in key accounts. Identify opportunity to introduce Medtronic Advanced Energy’s
executive management to major accounts.
Responsible for executing an innovative marketing strategy using the
Internet as the cornerstone of demand generation and education.
All activities must be performed in compliance with the Quality System.
Performs duties in compliance with environmental, health and safety
related site rules, policies or governmental regulations.
All other duties as assigned.
BASIC
QUALIFICATIONS:
Familiarity with general surgery.
The candidate should have exposure to selling medical devices, using a
concept selling process, to a customer base consisting of surgeons.
The person selected
should have a record of accomplishment of building and managing strong sales,
introducing new marketing programs, managing costs, budgeting, developing sales
forecasting methods, improving margins, and increasing revenue.