Sales Consultant at Terumo BCT

JOB SUMMARY

Working under supervision of the Regional/Sales Manager, is responsible to meet the sales targets for the assigned accounts, through responsibility for the following parts of the sales process:

• Identification of sales opportunities
• Qualification of  the sales opportunities
• Analysis of the buying influences and fine tuning of the Single Sales Opportunity
• Proposing the solution
• Getting account agreement

ESSENTIAL DUTIES AND RESPONSIBILITIES

Skill Set

The role the incumbent plays in the essential duties & responsibilities listed below may vary based on the customer profile. The attached RACI model is an integral part of this job description & is intended to clarify the roles & responsibilities throughout the sales process.

• Sales Achievement: Generate necessary sales to meet or exceed sales goals and achieve appropriate sales prices.  Meet appropriate contribution margins.  Track and analyze progress.
• Sales process: (Identify sales opportunities) Identify drivers for sales opportunity in the assigned accounts. Identify   Buying Influences and check status (growth or trouble mode). Create Single Sales Opportunity (SSO)
• Sales process: (Qualify sales opportunities) Verify the availability of budget for the SSO. Identify and eliminate possible    red flags. Confirm a financially viable opportunity with a business profitability analysis. Identify all 4 Buying Influences and Coach. Refine Single Sales Opportunity.
• Sales process (Propose and Close): Negotiate and agree on technical and financial solution. Determine all aspects of implementation. Receive contract or purchase order.
• Account Management: Prioritize accounts to determine coverage, assess opportunity and develop new business.  Coordinate and manage resources to provide necessary customer service.  Prepare weekly and monthly plans, track and analyze progress and trends, and prepare annual account sales plan
• Administration / Internal Communications: Manage budget and expenses, adhere to company policies and communicate effectively with EMEA corporate and field personnel
• Basic tender management acumen understanding how to operate within the Public Healthcare Administration
• Strong technical knowledge for all products and solutions in BCS segment
• LEAN and Value Stream Mapping knowledge, being able to conduct assessment on current state to finally design and introduce Value Proposition with future state to customers
• Provide expertise support for technical documents preparation for tender proposals
• Personal and Professional Development: Continuously increase and sharpen therapy and technical knowledge as well as continuously developing selling, negotiating and presentation skills 
• Responsible for training new field sales people
• Responsible for conducting in-service training

MINIMUM QUALIFICATION REQUIREMENTS

Education

Degree in Business or Life Sciences

Experience

• A minimum of 5 years sales experience in Life Sciences industry, preferably in medical devices
• Experience in creating & implementing sales strategies
• Demonstrated experience managing projects
• Experience understanding business products & therapy applications
• Demonstrated advanced selling skills & sales techniques