About the position
EE Position
Candidate must have strong sales experience andmust have renal experience.
Minimum 5 years experience in Medical Industry in application support, technical operations and/or sales
Academic degree or equivalent diploma in relevant subject matter
• assuring that products and services sold are fully utilized by the client and are delivering the benefits that
were outlined in the sales process
• maintaining an ongoing relationship with selected customers and sales staff, particularly those focused on
technical applications of the product or service
• providing a key communications link to the customer by using technical knowledge of products, product
availability, sales territories, and individual customers
Territory Management
• Delivery of top line sales
• Routing as per defined routing plan
• Pre and post sales planner aligned to predefined customer journey in alignment with business strategy
• Driving Segmentation targets and frequency to sales objectives for HD, PD and Pharma
• Drive region specific Education Plan
• KOL development
• Driving local marketing events and initiatives
• Proactive Tender maximization and documentation
• Create value through providing a single point of contact for the client for all customers
Product/service demos and information
• Demonstrates the most valuable features/attributes of the product/service and link them to the customer's
key challenges
• Provide advanced product/service information and respond to complex customer questions about the
product/service
? Supports the implementation of sales tactics and strategies by providing technical expertise and supporting
with product knowledge
Customer onboarding
? Walk customers through the advanced/custom features of the product/service, connecting those features
directly with customer pain points
Resolving customer issues
? Respond to more advanced issue escalations promptly and appropriately; provide managerial approvals as
required
Periodic health checks
? Maintain and lead periodic check-ins with key customers to ensure they're receiving the most value from the
product/service; note the most commonly raised questions/issues during check-ins
Renewals
? Drive and secure customer renewals through exceptional service interactions, ensuring the customer is
consistently gaining value from the product/service
? Contribute to identify and communicate commercial opportunities with a special focus on portfolio
improvements
Service-related upselling and cross-selling
• Actively look for ways in which additional products/services can grow the value of the customer's account
within the organization
Customer relationship management/account management
? Develop and implement a customer contact plan to communicate product launches and engage the customers
in relevant sales campaigns in close exchange with Account Mangers. Act as first point of contact for customer
queries and complaints and resolve these, referring complex issues to others and ensuring that the customer
receives an appropriate response
? Own the contact and foster their relationship with selected non-prioritized accounts, performing as account
manager and discharging them from certain workload
? Support Account Managers on their account visits with expert insights / training / showing new services and
products
Internal client relationship management
? Build effective working relationships within the internal client organization and contribute to the management
of the partnering relationship, delivering high-quality professional services within established routines or as
part of an agreed project
Sell customer propositions
? Identify the products or services that best meet the customer's stated needs, explain the selection to the
customer, and invite the customer to make a purchase at the standard price/terms and conditions of sale
Quality, Legal & Compliance
? Follow and comply with all relevant policies, guidelines, manuals and SOPs
? Keep yourself updated about the current version of the policies that are relevant for your role and
integrate corporate values in daily business
COMPETENCIES
• Communicates effectively: Develops and delivers multi-mode communications that convey a clear
understanding of the unique needs of different audiences
• Customer focus: Builds strong customer relationships and delivers customer centric solutions
• Ensures accountability: Holds self and others accountable to meet commitments
• Instills Trust: Gains the confidence and trust of others through honesty, integrity, and authenticity. For
example, consistently adheres to organizational policies and practices, even when they are unpopular or
inconvenient.
• Action oriented: Takes on new opportunities and tough challenges with a sense of urgency, high energy, and
enthusiasm
• Decision quality: Makes good and timely decisions that keep the organization moving forward. Takes smart,
independent action in urgent and nonroutine situations, knows when to escalate for others' involvement
• Being resilient: Rebounds from setbacks and adversity when facing difficult situations. For example, has
excellent composure and professionalism, even in very difficult situations
• Manages Conflict: Handles conflict situations effectively. For example, skillfully draws upon a wide range of
perspectives in order to find optimal solutions to challenging situations.
SKILLS
• Clinical and technical expertise with well-recognized reputation in the field where he is specialized in
• Excellent product knowledge (dialysis and healthcare products and services)
• Builds customer loyalty: Works at an advanced level to make every customer interaction positive by leaving
the customer feeling understood, appreciated, and confident in the organization's ability
• Masters service conversations: Works at an advanced level to navigate customer conversations by leveraging
the four parts of a service conversation: open, learn, reply, and close. Typically works independently and
provides guidance
• Navigates customer challenges: Works at an advanced level to navigate conversations in which the customer
is frustrated or unhappy with the organization. Typically works independently and provides guidance
• Understand and use modern communication software and systems
• Strong Microsoft Office user skills
• Understand basics of e-health, data security and related topics
• Up-to-date knowledge of IT and digitalization
• Leverages digital communications with customers
• Working for an international company with international standards
• Travelling within the country, region and international across different time zones
Desired Skills:
- Medical
- Medical Assistance
- Medical Sales
- Nursing
- Nursing Ethics
- Product Knowledge
- Rehabilitation Nursing
