Senior Sales Representative

Position Description
Position purpose
To achieve maximum sales profitability, growth and account penetration within the NSW North territory for Point-of-Care (POC) Ultrasound solutions. Personally contact and secure new business accounts/ customers while effectively managing and nurturing existing and growing install base.

Core functions

• Promote/sell/secure orders from existing and prospective customers through a solution-based approach.
• Demonstrate products and services to existing/potential customers and assists them in selecting the best suited to their needs.
• Provide A1 after-sales and ongoing support to customers in conjunction with clinical applications team.

Main tasks
Core Objectives Include

• Set strategic plan for sales growth in designated market especially in assigned Point-of-Care care areas including, but not limited to: Emergency, Anesthetics/ Operating Theatre, Intensive Care Unit, General Wards, and Vascular Access, Respiratory, Pain, surgical care areas, clinics. May include in-hospital and out-of-hospital POC applications and emerging, new POC care areas.
• Establish, develop and maintain business relationships with current customers and prospective customers in the assigned territory/market segment to generate new business for the organisation's products/ services.
• Drive acceptance and usage of POC Ultrasound in NSW/ACT POC care areas, including private clinics and specialists.
• Make telephone calls and in-person visits and presentations to existing and prospective customers.
• Research sources for developing prospective customers and for information to determine their potential.
• Develop accurate, clear, and effective written proposals/ quotations for current and prospective customers.
• Organise and run product trials, promoting and demonstrating products in conjunction with Mindray's Clinical Application Specialists where required.
• Conduct installations and provide technical support and in-service training to customers, ensuring proper utilisation and optimal performance of the portfolio.
• Expedite and prioritise the resolution of customer problems / complaints.
• Coordinate sales effort with marketing, sales management, accounting, logistics and technical service groups.
• Analyse the territory/market's potential and determine the value of existing and prospective customers' value to the organisation.
• Create and manage a customer value plan for existing customers highlighting profile, share and value opportunities.
• Identify advantages and compares organisation's products/ services.
• Plan and organise personal sales strategy by maximising the Return on Time Investment for the territory/segment.
• Supply management with oral and written reports on customer needs, problems, interests, competitive activities, and potential for new products, solutions, and services as requested.
• Keep abreast of product applications, technical services, market conditions, competitive activities, advertising, and promotional trends through the reading of pertinent literature and consulting with marketing and technical service areas.
• Participate in trade shows, workshops and conventions.
• Undertake product training and professional development as required.
• Other duties and responsibilities as required by market, legislative or Mindray Medical changes.

The above list is not exhaustive and the role may change to meet the overall objectives of the company.

Other Duties

• Conduct all activities in accordance with the IMS System.
• Fulfil other duties as required by management and other department personnel as requested/required.

Required qualities

• Professional approach
• Ability to work under pressure
• Organisational and time management skills
• Excellent attention to detail

Desired competencies

• Analytical thinking
• Initiative
• Business awareness
• Tenacity
• Strategic thinking
• Positive approach to change

PersonAL Specification
Qualifications

• Qualification as a Sonographer will be considered favourably but not mandatory.
• Tertiary qualification in a health related OR business/marketing

discipline highly desirable.

Experience

• 5 years' experience in the Healthcare sector / clinical environment in a similar or comparable sales role.
• Prior ultrasound sales experience is desirable, but not mandatory.

Skills & competencies

• Consultative sales approach: demonstrated aptitude for problem-solving; ability to determine solutions for customers.
• Results-oriented: ability to set and achieve challenging goals, drive performance and deliver exceptional outcomes.
• Customer service focused: committed to providing exceptional customer service across all channels – written, phone and face to face.
• Communication: excellent verbal and written communication skills, including high-level face-to-face presentation skills.
• Commerciality: ability to apply knowledge in a practical, commercial manner.
• Teamwork: willingness to assist and support others as required and interact positively with team members.
• Time management/organisation: accomplish objectives effectively within time frame given, and carry out administrative duties in an efficient and timely manner.

Personal attributes

• Professional approach (essential).
• Confident manner (essential).
• Positive approach to change (essential).

Other

• Proficiency in using Microsoft Office Suite applications and CRM software (essential).
• Valid driving licence (essential).

This job description serves to illustrate the scope and responsibilities of the post and is not intended to be an exhaustive list of duties. You will be expected to perform other job-related tasks requested by management and as necessitated by the development of this role and the development of the business.