JOB SUMMARY

The Sales and Application Specialist holds responsibility for achieving sales objectives within their designated Sales Territories as stipulated by management. This role involves close collaboration with the General Manager Australia/New Zealand, the National Sales Manager, and other business functions to accomplish the following goals:

• Attainment of new technology capital equipment sales, along with sustaining sales of older technology equipment and disposable items.
• Promotion of new products and technology systems, and implementation of associated strategies in collaboration with various departments.
• Serving as the primary resource for the sales function of the portfolio in the designated Sales Territories.
• Providing application support for designated sales territories, encompassing operator training and initial on-site/phone troubleshooting support.

REPORTING
The position reports to the National Sales Manager.

ESSENTIAL DUTIES
Sales achievement:

• Generating required sales to meet or exceed territory sales goals and analysing progress. Sales Process and Territory Management:
• Developing account strategies aligned with customer needs to build relationships and credibility.
• Prioritizing accounts, assessing opportunities, and fostering new business development.
• Coordinating and managing resources to provide necessary customer support, including the preparation of sales plans and monthly/annual territory sales reviews.
• Keeping customer profiles and sales funnel up to date in the Customer Relationship Management program.
• Developing a consultative role to manage customer training needs, facilitate relationship building, and ensure customer satisfaction.
• Maintaining relationships with key accounts and other professional organizations in designated territories.
• Conducting sales calls using sales process tools and strategies.
• Responding to requests for technical information and determining appropriate sources of technical expertise.
• Working independently or collaboratively to establish ongoing monitoring of customer applications to meet their needs.
• Preparing and submitting tenders/quotations in line with customer and organizational requirements.

Clinical Support:

• Gaining and maintaining CT3 level knowledge for specified curriculum.
• Acting as the primary application support resource for all accounts in designated sales territories.
• Delivering product training/support/in-services in collaboration with the clinical support team.
• Providing clinical in-service assistance, analyzing and resolving problems, and assisting customers in the optimal use of products.
• Evaluating requests for clinical information, determining appropriate sources of clinical expertise, and coordinating/deploying the team as needed.
• Organizing, coordinating, and presenting product seminars for customers and sales/clinical associates.
• Identifying customer needs and assessing opportunities to deliver value.

MINIMUM QUALIFICATION REQUIREMENTS
Education:

• One of the following diploma or degree options:
  • Diploma or degree in economics or a related medical business field.
  • Diploma or degree in nursing or science or a related field.
  • Diploma or degree in electronics or an equivalent engineering degree.
  • Or an equivalent competency level acquired through a variation of these qualifications may be considered.

Experience:

• A minimum of 3 years of sales/marketing experience in medical products.
• Customer service experience.
• 3 years of experience selling capital equipment.

Technical Knowledge and Skills:

• Demonstrated success in using sales techniques and selling skills, including in remote/virtual settings.
• Ability to manage account processes using a sales force automation application in compliance with business rules and user guidelines.
• Demonstrated leadership attributes and ability.
• Demonstrated analytical thinking skills and the ability to solve problems and develop added value programs with creativity and good judgment.
• Ability to assess customer needs and market trends within the context of product and business capabilities.
• Ability to translate assessments into workable and profitable business proposals.
• Computer literate.
• Effective communication and presentation skills, ability to deliver complicated presentations to customers.
• Self-motivated ability to work autonomously.
• Maintain technical knowledge of the product line to be able to answer user questions and provide user training.
• Proven success in networking within accounts from product "user" to "C suite" level.
• Customer centricity.

A valid Driver’s License is required.

PHYSICAL REQUIREMENTS:
Typical office environment requirements include reading, speaking, hearing, close vision, walking, bending, sitting, and occasional lifting up to 10 kg.
Travel required (up to 30%).