Job Description & Person Specification for:
Regional Account Executive – Southern Home Counties
Department / UK AND IRELAND SALES AND MAKETING / Hours / 9.00am – 5.30pm (hours appropriate to job), occasional weekend for exhibitions, overnight stays as required.Job Reference / Regional Account Executive / Location / In territory – SHC
Reporting to / National Field Sales Manager - David Ramsey / Number of Reports / No direct report. Day to day supervision of contracted Nurse Advisor
Scope / The prime responsibility of the Regional Account Executive is to maximise sales volumes, product usage and distribution of the Company’s product range within the designated territory through the existing customer base and the identification and development of new customers
The Regional Account Executive will ensure full coverage of the territory both in Primary Care Organisations and Secondary Care Hospitals with the correct level of customer call frequency as defined by the Company from time to time and will at all times, ensure the maintenance of customer goodwill.
Key Responsibilities / Key responsibilities include, but are not limited to:-
- To discuss and agree with the National Field Sales Manager, the overall sales objectives for the territory.
- The achievement of all territory sales volume targets by product and product group taking corrective action where shortfalls occur.
- To develop and maintain the business within Secondary Care through regular customer meetings coupled with reviews of the sales data.
- Within the territory, develop new business opportunities within Primary Care Organisations through the networking of Key Opinion Leaders and through the building up of relationships to increase prescribing of the key product lines.
- Continuous monitoring of IMS data to monitor growth of prescriptions and market share across the key product lines.
- The achievement of customer contact and active selling targets by customer type as laid down by the Company from time to time
- To carry out product and clinical training with Healthcare Professionals in all Healthcare environments as required
- To detail the Company’s products to the identified customer base ensuring strict compliance with the sales and marketing ‘message’ as laid down by the Company
- To ensure that literature and sample stocks are delivered and maintained in all relevant clinics where the Company’s products are utilised.
- To comply diligently with all administrative requirements of the job including:-
- Completion and maintenance of customer records including customer contact details, call history, outcomes and objectives using the agreed Company’s reporting system Accurate completion of Daily Activity Reports using the agreed Company’s reporting system
- Accurate completion and submission of expense claims to National Field Sales Manager for approval
- Regular feedback reports concerning customers, competitor activity, business opportunities and customer complaints
- Completion of other administrative requirements requested from time to time
- To care for and maintain all Company documents, materials, company car and other equipment under his/her control including customer/territory records, exhibition stands, sales aids, manuals and samples.
- To conduct himself/herself in a professional manner at all times including the maintenance of good appearance acceptable to customers and management
- To ensure that all activities are carried out cost effectively within Company guidelines.
- To comply with all Health and Safety guidelines as laid down by the Company
Knowledge and Expertise / · Experience within the secondary markets within the NHS - Desirable
· Experience within the primary care markets within the NHS - Essential
· Previous sales experience in medical devices and/or diabetes field - Desirable
· Previous experience of working in pharmaceuticals industry - Desirable
· Previous experience of working in a sales environment - Desirable
· Good grasp of commercial issues - Desirable
Qualifications / · Recognised business qualification e.g. degree in Business and Finance or Marketing - Desirable
· Customer Relationship Management Training - Desirable
· Chartered Institute of Marketing - Desirable
Personal Characteristics / · Effective team worker, equally able to work on their own
· Ability to build excellent relationships at all levels
· Highly self-motivated/self starter/resilient
· Strong communication skills
· Excellent presentation skills
· Excellent attention to detail
· Assertive skills
· Strong negotiation and influencing skills
· Flexible approach (able to travel)
· Managing and Motivating customers
Financial Responsibilities / To negotiate prices and offer discounts within guidelines laid down by the Company. Any prices and discounts falling outside these guidelines must have the formal written approval of the National Field Sales Manager or General Manager. No authority to vary standard prices, terms and conditions of trade, to offer inducements to customers in any form, to offer or provide any guarantees or warrants in addition to those specified on the wrappers or packaging of products or contained with the terms of trade appearing on the Company’s standard forms.
People Management / No direct reports.
Additional Authority / N/A
Associate:
Signed ______Date: ______
Manager:
Signed ______Date: ______
Occupational Health Hazards – job and working environment (Tick all that all that apply):(Internal use only and explored at interview stage)
Heavy Manual Handling (regularly lifting more than 20kg) / Noise above Lower Exposure Action Value
Regular repetitive movements of hands and arms / Hand Arm Vibration
Work on Computers (>1 hour continual per day) / Sensitising Chemicals:
Occupational driving (inc. FLT) / √
New recruitment:
HR attach to job description and returned Health questionnaire:
1. If health questionnaire indicates a concern – investigate
2. If Noise or Sensitising chemicals are ticked then instigate health surveillance.
Internal transfer:
Manager to request health surveillance or assessments by HSE advisor if transferee indicates concerns.