Purpose Statement

• Work in line with corporate, regional and country sales strategies to plan, schedule and execute sales tactics in securing BSC Endoscopy product positioning, market penetration, training, and forecasting against market and sales plans. Reference marketing intelligence and research to properly strategize with sales team to capture and broaden BSC’s Endoscopy market share. Drive the achievement of customer satisfaction and business growth through focused business planning and people management.
• This position based  in Johannesburg requires extensive travel across South Africa (approximately three days per week) based on business and client requirements.

Your responsibilities will include:

• Running key process including Annual operating plan, strategic planning and forecasting for the SAF.
• As member of Country Leadership team in South Africa and Divisional leadership team of Endoscopy, being the leader for driving the change in the country and in the region.
• Driving alignment between division and region for planning and execution.
• Coaching  sales teams and support them for their professional development.
• Providing continuous tools and education to group members to ensure up to date industry, competitor and product knowledge.
• Continually seeking information from physicians, suppliers, and others to challenge, modify and prioritize regional strategies.
• Countering competitor sales strategies whilst collaborating closely with marketing.
• and Maintaining awareness of industry trends their impact on local/regional sales activities.
• Monitoring regional sales performance on an ongoing basis, initiating corrective actions, preparing reports, summaries, analysis and documentation on all aspects of region management.
• Assisting sales support/marketing staff members in activities such as sales promotion, training or market research.  
• Developing and executing sales strategies and activities in conjunction with the Marketing and Training team.
• Planning and controlling expenses to ensure sales objectives are met within budget.
• Integrating individual territory plans and account profiles into a broader regional sales plan and coaching sales teams accordingly.
• Preparing quarterly regional sales forecasts and participating in the determination of market potential and sales expense estimates.
• Regularly travel in the field with team members to ensure divisional strategies are fully implemented, whilst supporting team development through coaching and best practice.
• Ensuring effective territory management and account targeting.
• Conducting quarterly sales reviews with the team and manager, adjusting strategies in accordance with regional requirements.
• Developing, implementing and monitoring regional targeting program.
• Identifying sales forecast gaps and submitting corrective strategies to achieve sales growth.
• Developing and recommending expansion analysis, promotion programs and materials to help support sales strategies.
• Actively supports corporate/divisional selling initiatives by proactively assisting in the training and influencing their team.
• Maintaining skills and knowledge to sell the entire product line to all applicable buying influences and differentiating each product line against competition.
• Identifying and developing working relationships with economic buyers in their region’s key accounts.
• Facilitating contract negotiations involving all products within the region.
• Creating a compete “bundle” of product and value-add services.
• Defining negotiation parameters for economically constrained customer situations.
• Maintaining contact with major accounts and key relationships to deliver profitable business ventures.
• Assisting key customers in the creation, maintenance, expansion and startup of divisionally related educational courses and forums.
• Attending and participating in customer, company and industry sponsored forums and courses.
• Facilitating the sharing of documents and processes, ensuring complaints or problems are addressed, demonstrating high commitment to Quality.
• Driving quality awareness and guiding the local organization towards improved performance and customer initiatives.
• Ensuring employees are notified of all mandatory training and quality obligations with HR Manager.  

What are we looking for in you:

• Successfully completed degree level studies within a relevant scientific or business-related subject are beneficial.
• Industry experience working in a similar strategic sales and team management position within the clinical/medical device area.
• Strong business acumen with experience delivering sales strategies, direct sales and marketing, product lifecycles, P&L, competition and market trend analysis.
• Team management experience including direct reports and cross-functional leadership.  
• Strong internal and external communication skills.
• English language skills, both written and verbal, at a professional working proficiency level, or above.
• Can rapidly adapt to a very dynamic marketplace.
• Strong team player, collaborative, and can build relationships and work cross-functionally.
• Self-motivated and can influence others.
• Flexible, adaptable but focused and persistent.
• Willing and can travel extensively as required by workload.