Sales Specialist, Acute Therapies

Key Responsibilities

• Responsible for delivery of Sales and other KPI targets (as communicated) for the relevant Business Unit within the defined geographical territory. Actively prospecting, planning, implementing, closing and evaluating sales opportunities throughout the entire sales cycle.

• Managing accounts within the allocated territory to maximize sales by identifying and pursuing growth opportunities, ensuring delivery of both commercially competitive offerings and superior customer service.

• Travel and assistance within other territories within Australia and New Zealand may be required from time to time.

• Out-of-hours, weekend and public holiday travel and/or work may be required from time to time.

• May be requested to take on additional responsibilities (Product Specialist, Field Trainer, Field Team Leader etc.) within the portfolio commensurate with business requirements, product knowledge and experience. Where applicable refer to the job description supplement for additional responsibilities.

• Education/Training/Clinical

• Complete all designated internal products, therapy and other company training as required.

• Support the education/training requirements of Health Care Professionals. Plans, prepares, implements and evaluates training sessions in both formal and informal modes to promote competence and confidence in the use of Vantive products. Ensures all training sessions are in line with the overall territory and Business Unit strategies.

• Plans, prepares, conducts and evaluates equipment and product trials and installations to facilitate and drive the sales process / customer acceptance. Ensures alignment with Vantive / industry policies, the most efficient use of resources, alignment with business plan and optimizes the potential for success. Where significant resource investment is required escalates to Sales Manager for approval.

• Completes in the Hospital setting or, where there is a need to visit a patient home, ensures they are accompanied by an appropriate Hospital staff member, or as otherwise approved by the Business Unit Director.

• Ensure that at no time they are involved in the prescribing or medical management of patients. Support and training are only in relation to the technical use of Vantive products, equipment or services.

• Provides first line phone and/or on site clinical / technical support / troubleshooting for equipment and products on an ad hoc basis to promote competence and confidence in the use of Vantive products and equipment. Seeks support from the relevant member of the Business on an as required basis to facilitate timely and accurate resolution to customer perceived issues.

• Legal/Corporate Responsibility

• Ensure familiarity, and always compliance with all legislation, Industry standards (e.g. MTAA Code of Conduct), corporate and local work instructions and policies relating to governance and ethical standards.

• Ensure familiarity and compliance with the current version of the Vantive Interactions policy in all interactions with HealthCare Professionals.

• Demonstrates leadership within the team to ensure ethics and compliance is at the center of all activities.

• Ensures all promotional and sales activities follow regulatory requirements.

• Report on any noted areas or areas of non-compliance in accordance with Vantive policies.

• Marketing

• Effectively implements and executes the relevant marketing / sales strategy as required.

• Monitors market trends and competitor activities within the territory through direct customer contact, attendance of industry forums and similar and feeds information back to team utilizing the CRM tool.

• Introduce new products to potential customers in line with product launch plans and provide relevant feedback on product use, acceptance, further opportunities and roadblocks to the Manager responsible for the product launch.

• Assist and liaise with marketing on projects as required and agreed to by the Sales Manager.

• Gathers market information in line with requirements from time to time (fulfils requests during the monthly and annual competitor reporting processes).

• OH&S & Risk Management

• Consistently implement all company policies about Occupational Health and Safety and help to keep and make your workplace safer.

• Familiarize yourself with the hazards in your workplace and actively contribute to the risk management process by helping to identify factors that may be contributing to risk and then to identify and communicate all and any actions you feel necessary to eliminate or control the hazard and/or risk.

• Ensure that any machinery, products, equipment and tools are always in a safe condition and are always used, handled and transported safely.

• Familiarize yourself and comply with Manual Handling practices and also any PPE (Personal Protective Equipment) that you may need at internal and external sites (including all clinical environments).

• Familiarize yourself and comply with the Material Safety Data Sheet for every chemical you may come into contact within your workplace and ensure all chemicals and other substances which could cause ill health or injury are labelled properly.

• Policy

• Consistently comply and implement all company policies, procedures and processes.

• Quality/Pharmacovigilance

• Reports adverse events and product complaints in accordance with the Vantive policies and guidelines. Is the point of contact between Vantive and customer in relation to complaint handling including:

• Receiving and lodging complaints from customers within required timeframes.

• Liaising and cooperating with all departments as required to facilitate a timely and thorough investigation of the complaint.

• Providing approved feedback back to customers in relation to complaint resolution.

• Liaising with Customer Service to coordinate any replacements and / or required credits. Seeks approvals in line with approval delegations.

• Escalates to Manager where believes corrective action is inadequate.

• Completes all required training and complies with all relevant policies, operating procedures and work instructions relevant to your area of responsibility.

• Actively participates in the process of quality improvement including by suggesting and implementing improvements.

• Relationships

• Customer Relationships

• Develop and enhance relationships with all levels of external (e.g. Nephrologist, Intensivists and Nurses) and internal customers to create beneficial outcomes for Vantive Healthcare whilst maintaining individual and corporate integrity.

• Ensure high levels of customer satisfaction in all aspects related to the role. Escalate any concerns or issues to Manager.

• Actively and cross-functionally plan and manage accounts in the designated territory to ensure delivery of all committed KPIs and contractual requirements. Coordinate customer KPI meetings as required to report on delivery of commitments, look for areas of improvement and further opportunities. Reports areas of risk to Sales Manager and liaises to plan mitigation strategies.

• Maintain effective team performance through development