Area Sales Manager, Diagnostics, (Instrument Sales) at ISN Medical

Job Description

• The Area Sales Manager will have the responsibility to prospect and sell ISN diagnostic products to customers within allocated region to boost topline revenue growth, customer acquisition levels and profitability.

Responsibilities

Sales and Customer Acquisition

• Presents, promotes and sells ISN products to existing and prospective customers
• Reaches out to customer leads through cold calls, office visitations, emails, proposals or any other sales techniques
• Implements all ISN sales strategies at different locations while paying strict adherence to SOPs
• Maintains and expands customer database within assigned territory
• Constantly recommends ISN diagnostic products to customers to drive new product
• awareness and increase in revenue
• Recommend product offerings and promotional sales programs to new and existing
• Attend meetings, events, and trainings to keep abreast with industry trends

ISN customers

• Displays clear understanding of individual and team sales targets to improve volume of sales
• Maximizes understanding of local buying behaviours to increase the volume of sales in specific locations
• Coordinate sales efforts with team members within locality to achieve or surpass agreed upon sales targets and outcome within scheduled time

Relationship Management

• Manages customers’ unique expectations in regional localities to improve pre-sales and post sales relationship with ISN which results in revenue growth
• Establishes, develops and maintains positive business and customer relationships with ISN new and existing customers
• Liaises with the Key Accounts teams to ensure the resolution of all customer problems and complaints

Reporting

• Monitors territory/market potentials, track sales and status reports
• Provides ISN management with market report on customer needs, problems, interests, competitive activities and new product potentials

Key Performance Indicator

• Achieve yearly/quarterly area sales target
• Achieve 100% sales territory coverage.
• Monitor number of active leads in pipeline by sales team
• Achieve 100% of target sales of focused products by sales team
• Grow market share in covered area by increasing installation base (minimum 100 new installations).
• Improve team understanding of sales process, organizational policies, and competency framework.

Competencies

Knowledge

• Possess adequate product knowledge
• Knowledge of sales techniques and demonstration
• Knowledge of sales control systems
• Knowledge of business and management principles
• Good knowledge of the local environment

Technical

• Product Knowledge
• Networking
• Presentation
• Analytics
• Negotiation
• Prospecting
• Selling

Behavioural

• Ethics and Professionalism
• Customer Centricity
• Innovation
• Accountability
• Partnership & Collaboration
• Business Intelligence
• Strategic Thinking

Qualifications

Educational

• Bachelor’s degree in medical laboratory science or related Medical Sciences or Sales

Professional

• Any certification or course in sales is an added advantage

Experience

• 3-5 years’ experience in business management in a similar or any related industry