AC12152 Specialist Medical Representative (Medical Device) - Centurion

This Specialist Sales Role will focus on driving referrals from Dermatologists, Plastic Surgeons, select GP practices and other appropriate specialties in the private sector. As part of a high-performing team, the candidate will manage multiple facets of the Rhenium sales strategy through execution excellence.

The candidate will leverage their solid scientific & sales expertise to ensure that they drive sales performance by ensuring patient recruitment through Dermatologists and Plastic Surgeons, sales targets are met or exceeded and budgets are managed. The successful candidate will work closely with the Sales and Marketing Manager and Cross-Functional team members (Sales, Medical, Operations, Market Access, etc.) to ensure strategies are implemented & executed in an integrated way.

Typical accountabilities will include:

Capabilities & Core Competencies

• Self-motivation, development & awareness.
• Shows a clear understanding of his/her own strengths and areas for development.
• Set goals for own personal development.
• Proactively seeks and implements feedback and advice from others.
• Makes observable efforts to bring positive energy to the team and colleagues.
• Demonstrates an open mind and embraces change.

Individual & interpersonal effectiveness

• Recognises and modifies own communication approach when working with colleagues and customers.
• Demonstrates versatility when working with a variety of contacts within the customer organisation.
• Works cross-functionally, sharing information that will help address the needs of individual accounts and decision-makers.
• Is innovative in the generation of new ideas and solutions to problems.
• Can influence complex decision-making processes.

Selling Skills

• Develop a deep understanding of the customer/account.
• Derives insights from understanding how both the wider and local healthcare environment influences decision-making.

Actions

• Seeks commitment and actions in line with commercial objectives for a single brand or portfolio and with the needs of customers and patients.
• Updates appropriate records and profile information and communicates relevant information to a cross-functional team.

Results Driven

• Effectively prioritises accounts using data and tools available.
• Set SMART customer objectives.
• Effectively determines the key stakeholders in the account.
• Set SMART account objectives.
• Identifies opportunities and strategies to improve the positioning of the company's treatment option.
• Drives cross-functional and cross-regional collaboration to fully leverage the company's account management capabilities.
• Share information, insight, and expertise with cross-functional team members.

Drives the Business

• Builds and adapts sales plans to ensure business impact and goal achievement promptly.
• Takes decisions and actions to adapt current approaches in response to market changes.
• Seeks to identify opportunities and actions that will help to achieve more strategic objectives.
• Drives sales performance by ensuring sales targets are met or exceeded and budgets are managed.
• Drives successful implementation of key account strategies and business plans.
• Drives a process that pulls on cross-functional resources to deliver the targeted account insight and outcome.

Business Acumen

• Understands the wider business environment and incorporates this into their territory action plans.
• Applies knowledge of business principles e.g., SWOT analysis, to support sales efforts.
• Analyses appropriate internal/external data to develop their sales strategy.
• Positions relevant market access solutions in the context of the company's value proposition (including where the appropriate cost of diagnostic testing).
• Demonstrates detailed knowledge of the issues stakeholders & accounts face with reimbursement and budgeting, in the interconnected specialist ecosystem.

Knowledge: Healthcare Environment

• Shows detailed knowledge of their healthcare ecosystem for their therapeutic area, specifically Dermatology & Oncology therapeutic area.
• Understand how broader healthcare issues/trends will affect their customer decision-making.
• Keeps abreast of the latest developments in the industry and new regulations.
• If appropriate, understand the Radiotherapy environment, i.e., Nuclear Medicine/Radiation Oncology, and potential barriers to effective treatment.

Customer

• Understand the local healthcare environment, patient pathway and individual HCPs roles and situations.
• Understands individuals within the decision-making unit and their key drivers and objections.
• Understand the customer's personal profile, style and attitude.
• Develops and manages long-term external relationships, focusing on relevant senior stakeholders within high-value accounts.
• Credibly engages influential stakeholders across the broader specialist ecosystem to develop win-win solutions collaboratively.
• The private sector may be required to handle basic managed healthcare (medical aid scheme) discussions at the doctor’s practice.

Compliance

• Follows correct procedures and SOPs for all activities and planned meetings.
• Behaves ethically in response to requests or challenging situations.
• Ensures the company's products meet national and local guidelines and the product license.
• Ensures compliance with the the company's Code of Conduct, Global External Interactions Policy and Standards, and Privacy Policy and Standards.

Disease, Science, Therapy, Product, & Competitors

• Demonstrates solid scientific and disease area knowledge in their therapeutic area
• Continually builds their scientific and disease area knowledge.
• Possesses detailed knowledge of relevant clinical trials and data.
• Demonstrates extensive understanding of their product portfolio and relevant competitor products.

Essential

• Degree/Diploma in the Life Sciences /Healthcare.
• >3 yrs as a Sales Representative calling on Specialists.
• Experience in detailing Dermatologists, Plastic Surgeons, Oncologists, and Nuclear Physicians will be an advantage.
• Territory experience – Gauteng will be an advantage.
• Previous experience and knowledge of Dermatology and Oncology therapeutic areas in a multinational organisation.
• Proven sales and customer success record.
• Territory knowledge & trustful relationships with key HCPs.
• Occasional national and international travel will be required to meet organisational needs.
• Strong analytical and presentation skills.
• Continued Educational Meeting (CME) planning and implementation.
• Excellent communication skills: clear and concise messaging.
• High learnability (incl. complex theory/science).
• Ability to work closely in collaboration with cross-functional business areas.
• Valid driver’s license with own reliable transport.
• Computer Knowledge (at least Intermediate level).