Account Manager

WE’RE HIRING

Job Title:             Account Manager
Department:       Medical
Direct Manager: Regional Manager
Job Location:    Non-AA/EE – Pretoria Region, Male only
Position Detail: 1 Full Time

SUMMARY OF THE POSITION:
The Account Manager is responsible for identifying a customer's needs, pitching relevant products or services tasks as required by or for sales processes for Our Client’s Group. They are the critical for the link between Product and Client and to be face of the organisation in the field.

DAILY DUTIES AND RESPONSIBILITIES:
Budget:
 Achieve Budget and the Company Objectives set out by management in consultation with yourself at your strategy and budget meetings.
 Execute national, regional and individual strategies to achieve budget
 Feedback /Tracking Expectations
 Log all daily meaningful customer interactions as per protocol requirements into our client’s CRM system.
 Update registrars tracking document after each academic interaction.
 Track sales and strategies through analysis of your sales reports.

Stock Management
 Consignment / Stock Control and Management.
 Ensuring that the Hospital / Clinic Consignment Agreements up to date.
 Ensuring that the Hospital / Clinic Consignment Agreements are signed and returned to the Office before any new consignment warehouse is opened and stock placed at the Hospital / Clinic.
 Ensuring that all Provincial Hospital Agreements are signed and returned to the Office before any consignment/loan stock is placed at the Hospital.
 Ensuring no stock expires on consignment at any hospitals/clinics.
 Minimise stock in consignment warehouses by implementing conversion strategies.
 Manage long-lying and short-dated stock as per company protocol.
 Submit consignment counts as per contractual agreement with customer (monthly or bi-monthly consignment checks).
 Checking lot # and expiry at every consignment check – reporting any discrepancies, if any, to the relevant customer services agent.
 No damaged/compromised/unsterile consignment stock to be returned to the office (order numbers to be obtained as per company protocol).
 Pull through the strategy of the consignment – liaise and remind the Doctors/Client regarding the rand value of the consignment and the current stock levels.
 Manage SIT stock as per company work instruction and policy (not applicable to Aesthetics Business Unit)

Pharmacy Stock:
 Monitor stock levels
 Manage clients’ expectations on backorders
Product Samples
 Samples are not allowed unless approved by your direct line manager – a completed and signed evaluation needs to be submitted back to the office – not applicable for the Aesthetics Business Unit

Stock Deliveries
 Occasionally assist with emergency stock deliveries utilising your own stock in transit, or ensuring you plan, to ensure delivery to product by the Office – ONLY emergency deliveries to be utilised by the Company Drivers.
Faulty Products
 Return of faulty products to be managed as per company policy and work instruction, and all relevant document to be completed.
Sales and Client Relationship Management
 Scheduled appointments to see clients (Doctors/Theatre-sisters/Pharmacy/Scrub Sisters) as per your employment contract.
 Manage all preparation, call execution, post call conclusion as per onboarding procedural training.
 Use planned strategies as basis of customer calls.
 Submit call reports onto the company reporting system, after each customer call/interaction.
 Update client with regards to new developments, clinical data on all products.
 Solve customer problems/challenges.
 Manage Customer Relationships.
 Manage Customer expectations.
 Theatre procedure attendance as per your employee contract.
 Track budgeted products per client and implement strategies to achieve target
 Identify Slob Stock on the clients’ shelves and implement strategy to move stock to get a re-order.

Workshops and Academic Meetings
 Plan and host academic meetings in your region across all portfolios as per Management requirement.
 Use your state tracking sheet / monthly strategy document (Aesthetics) to track your regional state customers.
 Use completed training registers as consent records to assist marketing drivers where applicable.
 All academic meetings and costs associated with an Academic Meeting must be authorised by your direct line manager before anything is planned with the Customer.
 Submit calendar to the National Sales Manager and direct line manager as soon as you have confirmed and booked the dates.
Our Client’s Scrubs
 Our client's full black set of scrubs are supplied and used whenever you are interacting with a client, and at all events. No deviation from the uniform is permitted.

Business Methodology
 Gather and analyse information
 Sales information from sales reports
 Reporter data from CRM
 Input information (example: Market Trends, Pricing Issues and Competitor Activities)
 Compile and execute own daily field activities in compliance with Our Client objectives.
 Conduct ongoing customer needs analysis
 Evaluate product information and the application of:
 Features
 Benefits

Related Literature
 Competitor Knowledge: Product portfolio, features and benefits, clinical information
 Pricing structure and discounts/rebate policies
 Calendar Updates
 Plan calendars in advance and keep the calendar up to date if anything should change
 Utilise time and resources effectively.

Company Policies
 Ensure you are up to date and understand company policies
 Ensure your team familiarize themselves with all company policies

Co Travel
Before the Co Travel
 Add your appointments in your calendar – plan your calls.
 Understand what your customer is using and why – Challenges that you are facing.
 What 3 products would you like to show your customer and why?
 Communicate the role of the manager and your expectations in these co-travels.
 What is the expected outcome of the co-travel?
 Have a planned strategy for each call.

Day of the Co Travel
 The objective of the co-travel is to sell the product.
 See as many Key Customers as possible to optimise the co-travel in your territory
 Sell new products to your customers and remind them of the old.
 Remind them of the consignment that you have placed at the hospital/s they work.

Please Note:
No consignment checks or looking for outstanding order numbers with stock controllers will happen on this day, EXCEPT if this was the only day the stock controller was available in theatre, and if they will allow you to check your stock.

MONTHLY DUTIES AND RESPONSIBILITIES:
 Monthly meetings with the Regional Manager to track sales and strategies, and in-field admin requirements.
 Update strategies every month on your strategy tracking document.
 Quarterly Feedback on designated feedback document.
 Quarterly Strategy Meeting: Meeting will include National and Regional Manager.
 Annual Budget Meetings: Annual budget meeting with National, Regional and Product Managers.
 Attend meetings to set budget and strategies for the next financial year.
 Submit consignment counts as per contractual agreement with customer (monthly or bi-monthly consignment checks).

AD-HOC AND PROJECT TYPE DUTIES AND RESPONSIBILITIES:
 Research competitor products within your territory.
 Customer Market Research – for the launch of a potential new product.
 Product trials with focus doctors within your territory

COMMUNICATION SKILLS:
 Active Listening
 Ability identify and overcome barriers
 Nonverbal communication
 Read body language

LANGUAGE/WRITTEN SKILLS:
 Demonstrate Professionalism
 Listening Skills
 Speaking Skills
 Reading Skills

REASONING ABILITY:
 Logical Reasoning skills
 Problem-solving skills
 Critical Thinking Skills

PERFORMANCE INDICATORS AND MEASURES:
 Daily, Monthly, Quarterly and Annual activities must be completed and adhered too
 Ad-hoc and project type duties must be completed within the agreed timelines for each project.

QUALIFICATIONS, EXPERIENCE AND SKILLS:
Required:
 Sales Experience
 Medical Background (reference to Medical & SWC Business Unit)
 Qualified Therapist (reference to Aesthetics Business Unit)
 Time Management Skills
 Enthusiasm and Drive
 Customer Service Aptitude
 Resilient Spirit
 Self-confidence
 Skills including but not limited to:
 Teamwork, Adaptability, Accountability, Reliability/dependability, Initiative, Safety awareness, Ability to receive and provide constructive feedback and training, Pride in performance, Continuous Improvement/Quality, Good Communication, Positive responses to change, High attention to detail, Ability to prioritize time efficiently, Excellent problem-solving skills, Work independently.

Preferable/Advantageous:
 Patience
 Empathy
 Competitiveness
 Initiative

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