Job Title:                            Medical Representative

Department:                     Sales

CBU:                                     Medical Nutrition MESEAA

Location:                            Egypt

Reporting line(s):           District Sales manager

Date of Start:                    2016

To Aply:                               https://career2.successfactors.eu/sfcareer/jobreqcareer?jobId=43843&company=DANONE&username=

1. Role Profile

PURPOSE OF THE ROLE (how does this role contribute to our strategy and business goals)

To deliver territory sales targets and to build mutually beneficial relationships and achieve a ‘preferred partner status’ with our key customers to ensure sustainable growth

BUSINESS CONTEXT & KEY CHALLENGES (that the role holder will face in the coming 2 years)

1. Influencing HCP attitude and behaviour

2. Area Management

3. Team Input

4. Intelligence and Insights Gathering

KEY ACCOUNTABILITIES

Implementing the Medical Sales operation plan and conduct market and store visits to ensure availability and visibility of our products.

KEY PERFORMANCE INDICATORS

Plan & develop the business in the territory

• Identify opportunities to develop the business in your territory
• Implement strategy/sales cycle focus & achieve against set KPI’s
• Develop annual business plan for territory (with support of RSM)
• Prepare quarterly plans
• Deliver call plan
• Frequently review & analyze sales results/KPI’s
• Propose & analyze customer investment plans and the respective ROI (if applicable/possible)

Manage customers

• Visit customers (One-on-One and group meetings; according to SUCCEED)
• Set business objective per key customer/account
• Handle customer requirements
• Provide and/or facilitate customer education (share scientific & product information, give presentations & workshops, organize conferences with guest speakers, …)
• Prepare, analyze and report on calls
• Follow up on agreements (orders, prescriptions, actions. etc)
• Collaborate with Key Account Managers & other colleagues

Contribute to Business Intelligence

• Provide information for forecasting
• Analyze, report on & respond to competitor behavior
• Collect information & evaluate profiling/targeting

Develop self & others

• Review activities to continuously improve own performance
• Share experience & own good practices with the team

JOB DIMENSIONS

Team management: 1 Commercial Director

Main internal relations: Sales Manager, Marketing team in Dubai office

Main external relations: customers (doctors, nurses…) from institutions or private sector, pharmacies.

2. Candidate Profile

CODE (Danone leadership attitudes):

• Committed to create breakthrough results. Making a difference.
• Open and transparent in actions and communication. Teamwork.
• A doer who acts with speed and agility. Fast & focused.
• Empowering people and taking empowerment. Trust.

FUNCTIONAL COMPETENCIES:

• Consumer Orientation: enabling the business to serve the consumer
• Entrepreneurial: recognizes and seizes business opportunities
• Rigour: thinks systematically, plans effectively

SOFT SKILLS:

• Transparency: acts in an open and respectful manner
• Decision Making: combines decisiveness with sound judgment
• Team Player: connects effectively with others
• Getting Things Done: delivers results and measures performance according to plan

ADDITIONAL CANDIDATE REQUIREMENTS:

Education

BSc. in Medical, Nutrition, Health Care or Pharmacist

Experience / knowledge required

Strong academic or healthcare background, 2+ years of successful external sales experience in international company is strongly preferred

Mobility

Candidates should be open to move within the region or outside the region with Danone in 3-4 years if such opportunity will arise which will contribute to his/her career growth

Danone Values

Candidates are expected to adhere to Danone’s core values: Humanism, Openness, Proximity & Enthusiasm