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Therapeutic Specialty Sales Consultant Direct Markets Madrid
- Ref: 2225972
- Terumo BCT Europe
- Hace 22 horas
Jornada Completa - Contrato Indefinido - Retribución sin especificar - Al menos 3 años de experiencia
Duración de la oferta: hasta el 03/01/2018
Working under supervision of the Sales Manager Therapeutics Systems Direct Markets, is responsible to meet the sales targets, through responsibility for the following parts of the sales process: • Identification of sales opportunities through active prospection in the targeted markets • Qualification of the sales opportunities • Design the solution • Pre-sell the solution • Analyzis of the buying influences and fine tuning of the Single Sales Opportunity • Proposing the solution • Getting account agreement Accountable to develop new business through acquisition of new accounts for our technology platform and through increased patient referrals by prescribers of therapeutic apheresis. Therefore facilitates and develops relationships and strong network with the medical/scientific community by communicating scientific, economic and medical on-label information and promotional messages to all relevant staff and institutions. Requires coordination and strong collaboration with other sales roles and functions in the organization. ESSENTIAL DUTIES AND RESPONSIBILITIES: 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 and will serve as a reference to define responsibilities. • Apply Miller Heiman strategic and conceptual selling approach and techniques • Accountable and responsible for prospecting and opening-up new markets for our therapeutic solutions • Accountable and responsible to acquire new providers of therapeutic apheresis, persuade targeted doctors to prescribe our therapeutic solutions respecting the established policies and procedures for on-label promotion, engage local payers and budget owners for the health economic value of our therapeutic solutions • Develop strong networks with all relevant staff in the targeted medical centers, including but not limited to KOLs, head of departments, prescribers, nurse managers, local budget owners, pharmacy, doctors in training • Develop superior product and disease state knowledge in order to effectively educate and engage healthcare professionals in dialogue about clinical evidence, approved indications, and product efficacy/safety profiles to support on-label prescribing for appropriate patients • Effectively coordinate and collaborate with other sales roles and functions in the organization, such as marketing, scientific services & support, medical affairs, customer care, technical service. Build strong and active working relationship with Country Managers • Account/Territory 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/territory sales plan • Personal and Professional Development: Continuously increase and sharpen therapy and disease state knowledge as well as continuously develop prospecting, selling, negotiating and presentation skills
WHO ARE WE LOOKING FOR? • Degree in Business or Life Sciences • A minimum of 3 years sales experience in Life Sciences industry, preferably in medical devices • Proven sales experience to prescribers of medical treatments • Experience in developing strong networks within medical centers/hospitals • Experience in creating & implementing sales strategies • Experience understanding business products & therapy applications • Demonstrated advanced selling skills & sales techniques Skills: • Terumo BCT's Core competencies: Customer Focus, Instills Trust, Ensures Accountability, Plans & Aligns, Collaborates • Excellent written & verbal English language skills and excellent knowledge of local/ regional languages • Advanced sales techniques & selling skills • Strong overall communication skills and the ability to clearly explain complex clinical data • Ability to manage uncertainty and at ease with discovery and opening of brand new markets • Capacity to execute the country sales plan and deliver upon assigned targets • Problem- solving • Strong business & financial acumen • Excellent account management skills ADDITIONAL INFORMATION: - This position will be based in Madrid. - This position will report to the Sales Manager Therapeutics Systems Direct Markets - Frequent travelling (up to 70%)
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