Position Title: Medical Sales Representative- Cairo-Egypt

CBU: Middle-East

Department: Sales

Starting : ASAP

Apply on: http://ch.tbe.taleo.net/CH17/ats/careers/requisition.jsp?org=DANOMIDD&cws=39&rid=21

Nutricia MESEA (Middle East and South-East Asia), a successful business unit within the Medical Division of Danone Group, is looking for a dynamic and motivated Medical Sales Representative to support its strong growth of the Medical business in Egypt.

1. JOB DESCRIPTION

Mission

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.

Key Responsibilities & Tasks

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
• If senior: train & coach younger colleagues

Manage Key Opinion Leaders (if applicable)

• Identify/groom new Key Opinion Leaders in your territory, understand their role and judge/substantiate their importance
• Manage Key Opinion Leaders in your territory, assigned to you by your RSM: build relationships with them, get their support and strengthen our market position with them

Core Processes & Management Routines

• Daily preparation, analysis & recording of each call (following SUCCEED) in the SFE system
• Daily reporting in the SFE system
• Weekly and monthly regional team meetings incl. KPI analysis and call plan achievement
• Quarterly review of overall customer & account objectives

Current context (place of role in the organization, business strategy, etc.):  Private Market & Tender Business

Job dimensions:

Team management: 15 representatives, 4 FSM Egypt

Main internal relations: Field sales Manager, Regional Brand Manager,

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

2. COMPETENCIES

2.1 KNOWLEDGE & EXPERIENCE

Languages required (and level): Arabic and English

Scientific & technical knowledge: BSc. in Medical, Nutrition, Health Care or Pharmacist

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

2.2 LEADERSHIP ATTITUDES AND ESSENTIAL BEHAVIORS

1. Results driven
2. Customer orientation
3. Building relationships
4. Influencing and persuading others
5. Taking responsibility and ownership
6. Initiating actions

3. CAREER DEVELOPMENT

Next possible career steps (depending on background and ambition):

Medical Representative in another channel/category/account, broadening assignment in another function, Sales Learning & Development Manager, Sales supervisor, Key Account Manager, Regional Sales Manager, Channel Manager, Commercial Effectiveness Manager