Medtronic Principal AF Sales Representative SEA in Singapore, Singapore

Principal AF Sales Representative SEA

Location:

Singapore, Singapore, Singapore

Requisition #:

17000BOK

Post Date:

Jun 23, 2017

Position Summary:

The Principal Sales Business Development Specialist will, through collaboration with the Regional AF Solutions Business Manager, establish the AF Solutions Business in the Southeast Asia region by introducing the right products in the right accounts at the right time. This will require in-depth learning/understanding of the AF market in all Southeast Asian countries, learning about the suite of AF Solutions products and developing a strategy to marry the two in order to ensure long-term adoption of our technologies by electrophysiologists in the region.

Key Accountabilities:

Leadership

  • Establish the AF Solutions business in Southeast Asia, grow it through sales and business development and eventually establish a team to support through continued growth.

  • Represent Medtronic AF Solutions as the point of contact for the Southeast Asia customers.

  • Collaborate with the AF Solutions Business Manager to develop and implement a strategic plan for the region.

Strategy

  • Understand customer needs and abilities (clinical and financial) across the region, to identify how to introduce our products into the region as part of the strategic plan.

  • Gather intelligence on competitor products and pricing.

  • Recommend disposable product pricing strategies and capital sales models to maximize adoption, revenue and profitability in each account.

  • Plan, execute and measure effectiveness of new product launches

Sales

  • Achieve sales revenue market share targets for the South East Asian region

  • Expand the customer base and sales by communicating regularly with the hospital C-suite, physicians, specialists, technical staff and administration personnel of targeted accounts and build long term sustainable business relationships.

  • Establish themselves as an expert who customers feel comfortable seeking advice and assistance from.

  • Drive opportunity funnel from lead generation over opportunity assessment to closing deals and contracting

  • Through understanding customer needs and hospital administrative practices, generate innovative win-win customer solutions including partnering with our Hospital Solutions team.

  • Implement quarterly sales plan and achieve sales goals and objectives.

  • Develop and implement sales and call plans to execute on sales plan in line with Sales Force Effectiveness (SFE) principles and strategies.

  • Establish metrics to assess the sales impact of the solutions in the marketplace and the overall success of AF strategies

  • Ensure purchase orders are collected in a timely manner minimizing Day Sales Outstanding. (DSO’s)

  • Ensure all sales activities and projects are carried out within the annual Marketing budget assigned to SEA.

Clinical

  • Support cases in EP labs where our products are being used for their approved indications.

  • Work with the Training and Education team to educate customers on our products and their intended use and train physicians on the clinical aspects of our products.

  • Maintain proficient level of product knowledge in all assigned product lines.

  • Ensure customers and prospective customers are technically competent to use our products through: in-services, sales calls, presentations and delivery of clinical evidence and case support.

  • Assist the customer to move through the learning curve of the technologies and demonstrate the procedural benefits that moving through the learning curve bring.

  • Communicate changes and developments related to AFS products, indications, approvals, protocols and safety information to customers in a timely manner.

  • Understand local and global clinical needs and identify opportunities to advance the clinical evidence of our products.

  • Ensure delivery of economic value messages to C level and administrators.

Sales Operations

  • Deliver an accurate sales and inventory forecast to the Business Manager to ensure sales continuity while avoiding excess inventory and obsolescence.

  • Practice efficient stock rotation to avoid obsolescence, cycle counts, removal of expired stock from the field and target zero obsolescence.

  • Complete administrative reporting as assigned (for example: expense reports, account profiles/case capture info/sales activities in salesforce.com, competitive updates,

  • Work with the Service and Repairs team to report technical issues associated with the capital equipment and ensure repair is organized in a timely manner

Quality Compliance

  • Ensure that Medtronic’s quality standards are maintained with regard to its products, procedures, policies, operations and customer contact.

  • Observe all health and safety policies and procedures and take all reasonable care that actions or omissions do not impact on the health and safety of others.

  • Work within and actively promote Medtronic’s Mission, corporate strategies, policies, procedures and Code of Conduct.

  • Comply with Medtronic’s Finance, Legal and Compliance policies and procedures

Skills:

  • Ability to write and speak fluent English

  • Excellent communication and interpersonal skills:

  • Leadership skills to engage and mentor peers customers

  • Customer focused, self-motivated, positive, resilient, entrepreneurial, persistent, ambitious, enthusiastic, energetic, diplomatic, team player, presence, “can do” attitude

  • Superior time management planning skills

  • Presentation skills

  • Understanding of health care system requirements (clinical outcomes research, delivery of economic value etc.)

  • Ability to develop and maintain relevant internal external business relationships that can be leveraged to achieve results.

  • Familiarity with Salesforce.com

  • Strong financial acumen

  • Computer literacy including sound knowledge of the MS Office suite of software.

  • Ability to demonstrate Medtronic Traits

Qualifications:

  • University or tertiary school qualifications in Nursing, or General Science degree or similar

  • Post graduate qualifications i.e. IBHRE in EP highly regarded

  • Specialised training in Electrophysiology

Experience:

Either:

  • 7 years sales experience in the cardiac rhythm medical device with basic understanding of electrophysiology or

  • 4 years sales experience with 3 years’ experience in electrophysiology

Other Requirements:

  • Some out of hours work will be required

  • Travel throughout Southeast Asia will be required

  • Minimal manual handling will be required