- Generation of new business and maintenance of existing business thereby ensuring the largest possible sales and market share growth with maximum profitability and the achievement of high levels of customer service.
KPA 1: Manage Key Account Responsibilities ensuring customer satisfaction and high service levels at all times.
- Responsible for the management of the relationship and sales between the Company and the assigned dedicated customer(s).
- Establish, develop and maintain business relationships with current and prospective customers in the territory to generate new business,
- Project Management, co-ordination, strategic planning, negotiation, leadership and innovative development of opportunities within the account
- Maintain customer contracts and service level agreements including the monitoring of the expiry dates, pricing, validity and documentation,
- Collaboration with Applications and Service Support, Logistics and Business Development to strengthen the relationship with the customer(s) to increase customer satisfaction thereby increasing sales,
- Identify together with the National Sales Manager, challenges within the account and implements resolutions ensuring that all customer commitments are met.
KPA 2: Manage Product and Services Sales and support new and established products
- Participate in the sales cycle to ensure that it is cohesive and timely, ensuring that all viable sales opportunities have been discussed and executed with customers.
- Update the CRM tool after each customer visit/encounter to ensure full transparency of customer information.
- Research sources for developing prospective customers and for information to determine their potential.
- Submit reports on customer needs, problems, interest, competitive activities, and potential for new products and services in monthly reports.
- Provide the customer with product information and/or product support, i.e., troubleshooting, application support, customization, when requested.
- Work together with the successful Technical Service department for the installation and commissioning of the system and to expedite Test of Record status of the installation.
- Ensure that the Logistics Department as well as Customers are informed timeously of product list number and/or kit size changes.
- Liaising with the customer to contain and manage backorders, monitoring the backorder report together with Logistics and providing viable solutions for critical products.
- Analyse of information together with NSM on new products for suitability for the local market i.e., Total Available Market (TAM) figures, market fit; competitive products which would compete with the new product; price.
- Provide product demonstrations ,evaluations / validations/ verifications, technical presentations
- Support the customer on how to use the Company’s systems and assays correctly – gives the necessary theoretical and/or practical support.
- Co-ordinate and organize user group meetings, congresses, exhibitions, symposia and scientific meetings,
- Responsible together with Technical Support for the execution and distribution of Quality communications
- Responsible for direct Customer communication when Quality communication is considered too sensitive for electronic communication or when customers require further education in the implementation of the Quality communication.
KPA 3: Compile monthly report and perform analysis of data to action where required.
- Monthly analysis of Sales data including but not limited to market trends and competitor analysis,
- Submit monthly reports and ensure data is accurate, Submit a weekly activity report to NSM,
- Generate Total Available Market (TAM) figures for new and existing product lines,
- Ensure that the data is accurately entered and managed with the company’s CRM,
- Prepare monthly, quarterly and annual sales forecasts,
- Executes all sales policies, practices and procedures,
KPA 4: Manage income budget achievement and keep expenses as low as possible ensuring financial accountability.
- Responsible for the achievement of Product Line target sales and ensure Profitability and growth in the annual sales turnover for all product lines.
- Contribute to the achievement of the Total Business Plan sales and profitability.
- Manage the achievement of the total regional sales.
- Manage department expenses and ensure that expenses such as credit card, petrol and entertainment are kept within budget and relevant authorizations on expenditure are obtained.
- Prepares and collates tenders, proposals and contract renewals in collaboration with National Sales Manager, gathering P&L information.
- Update and maintain base/list price list as well as Customer specific price lists.
- Provide business plans as required and review business targets monthly and implement corrective actions required.
- Provide feedback to NSM on developments that affect goals, strategy, pricing and targets.
- Assist NSM in the preparation of Annual business plan.
KPA 5: Participate in Strategic Planning for the dept. to ensure market growth.
- Responsible for the development and implementation of the regional sales strategy with the NSM.
Implement all sales strategies. - Identify sales strategies and action plans to improve short and long terms sales.
- Execute procedures, action plans and guidelines for the department.
- Assist in the development of the annual marketing plan, specifically advising on: realistic forecasts for each product and territory based on historical data, market trends, competitive activity, promotional strategy and sales effort
- Identify and qualify new business opportunities and together with the NSM and BDM co-develop such opportunities,
- Proactively identify changes in healthcare, delivery systems, and competitive pressures to develop and modify strategies and tactics accordingly,
- Pursue identified business prospects, participating actively in the planning and sales process for new business opportunities,
- Maintain competitive knowledge to create and adjust sales strategies,
KPA 6: Manage Customer Relationships ensuring the image of Ilex SA is upheld at all times.
- Responsible for the development and maintenance of a professional business relationship with the customers
- Visit customers on a regular basis as per call schedule.
- Initiates regular feedback from customers to assess customer satisfaction levels and implements proposed improvements.
- Establish effective relationships and collaboration with other departments (Marketing, Business
- Development, Logistics, Finance, and Service) to address key business issues and opportunities.
KPA 7: Manage to all compliance requirements ensuring that quality outputs are consistently achieved.
- Implement and maintain the effectiveness of the Quality System.
- Ensure compliance with relevant regulatory directives.
- Comply with all relevant company Occupational Health, Safety and Environmental policies, procedures and working practices with the intent of preventing or minimizing accidental exposures to self, customers, colleagues and/or the environment,
- Comply with the company’s policies and procedures to meet statutory, quality and business requirements within the overall strategy and objectives of the Company,
- Represent the Company in a professional manner at all times to develop and preserve a favorable customer relationship thereby achieving customer satisfaction,
- Comply with the Quality Management System ensuring quality standards are upheld at all times,
QUALIFICATION ,SKILLS AND EXPERIENCE REQUIREMENTS
- BSc Degree / National Diploma Medical Technology or any other 3-year related qualification
- Commercial sales experience
- Commercial sales experience in a diagnostic environment
- Experience of key Stakeholder management
- Experience with IT or LIS systems
- Proven track record in terms of customer service.
- Working knowledge of scientific terminology and literature
- Detailed knowledge of company’s products, instruments, reagents
- Ability to work in a Team,
- Knowledge of Quality Management System
Desired Skills:
- Quality Management
- Teamwork
- Customer Service
- Stakeholder Management
- Commercial sales
Desired Work Experience:
- More than 10 years
Desired Qualification Level:
- Diploma
About The Employer:
Our client is one of the major suppliers of IVD products in South Africa.