Sales Specialist, PD (NSW)

Vantive is a vital organ therapy company on a mission to extend lives and expand possibilities for patients and care teams everywhere. For 70 years, our team has driven meaningful innovations in kidney care. As we build on our legacy, we are deepening our commitment to elevating the dialysis experience through digital solutions and advanced services, while looking beyond kidney care and investing in transforming vital organ therapies. Greater flexibility and efficiency in therapy administration for care teams, and longer, fuller lives for patients— that is what Vantive aspires to deliver.

We believe Vantive will not only build our leadership in the kidney care space, it will also offer meaningful work to those who join us. At Vantive, you will become part of a community of people who are focused, courageous and don’t settle for the mediocre. Each of us is driven to help improve patients’ lives worldwide. Join us in advancing our mission to extend lives and expand possibilities.

Position: Sales Specialist, PD (NSW)

Responsible Territory: New South Wales

Type: Permanent

Office Location: Vantive Old Toongabbie (Expected to move to New Office in Victoria Cross, North Sydney soon) 

Report: Sales Manager PD, (ANZ)
Job Scope: To deliver designated territory Sales targets and other related Key Performance Indicator targets (KPI) through sales process, effective account management, introduction, delivery, implementation, and support of commercially competitive customer offerings by highlighting and selling the clinical benefits of Vantive products and services and their potential to improve patient outcomes.

Key Responsibilities: 

• Responsible for delivery of Sales and other KPI targets (as communicated) for the relevant Business Unit within the defined geographical territory. Actively prospecting, planning, implementing, closing and evaluating sales opportunities throughout the entire sales cycle.

• Managing accounts within the allocated territory to maximize sales by identifying and pursuing growth opportunities, ensuring delivery of both commercially competitive offerings and superior customer service.

• Travel and assistance within other territories within Australia and New Zealand may be required from time to time.

• Out-of-hours, weekend and public holiday travel and/or work may be required from time to time.

• Acute Therapies: On-call (24 hours) clinical support is a requirement of the role and is rostered accordingly across the team. An allowance is paid for on-call work.

• May be requested to take on additional responsibilities (Product Specialist, Field Trainer, Field Team Leader etc.) within the portfolio commensurate with business requirements, product knowledge and experience. Where applicable refer to the job description supplement for additional responsibilities.

Education/Training/Clinical:

• Complete all designated internal products, therapy and other company training as required.

• Support the education/training requirements of Health Care Professionals. Plans, prepares, implements and evaluates training sessions in both formal and informal modes to promote competence and confidence in the use of Vantive products. Ensures all training sessions are in line with the overall territory and Business Unit strategies.

• Plans, prepares, conducts and evaluates equipment and product trials and installations to facilitate and drive the sales process / customer acceptance. Ensures alignment with Vantive / industry policies, the most efficient use of resources, alignment with business plan and optimizes the potential for success. Where significant resource investment is required escalates to Sales Manager for approval.

• In the instance patient interaction is required:

• Completes in the Hospital setting or, where there is a need to visit a patient home, ensures they are accompanied by an appropriate Hospital staff member, or as otherwise approved by the Business Unit Director.

• Ensure that at no time they are involved in the prescribing or medical management of patients. Support and training are only in relation to the technical use of Vantive products, equipment or services.

• Provides first line phone and/or on site clinical / technical support / troubleshooting for equipment and products on an ad hoc basis to promote competence and confidence in the use of Vantive products and equipment. Seeks support from the relevant member of the Business on an as required basis to facilitate timely and accurate resolution to customer perceived issues.

• Plan, prepare, promote, attend and deliver workshops, seminars and conferences as required. At all times only using pre-approved training, marketing and sales materials.

• Ensure that all training is documented as per Vantive policy and procedure.

Legal/Corporate Responsibility:

• Ensure familiarity, and always compliance with all legislation, Industry standards (e.g. MTAA Code of Conduct), corporate and local work instructions and policies relating to governance and ethical standards.

• Ensure familiarity and compliance with the current version of the Vantive Interactions policy in all interactions with HealthCare Professionals.

• Demonstrates leadership within the team to ensure ethics and compliance is at the center of all activities.

• Ensures all promotional and sales activities follow regulatory requirements.

• Report on any noted areas or areas of non-compliance in accordance with Vantive policies.

Marketing:

• Effectively implements and executes the relevant marketing / sales strategy as required.

• Monitors market trends and competitor activities within the territory through direct customer contact, attendance of industry forums and similar and feeds information back to team utilizing the CRM tool.

• Introduce new products to potential customers in line with product launch plans and provide relevant feedback on product use, acceptance, further opportunities and roadblocks to the Manager responsible for the product launch.

• Assist and liaise with marketing on projects as required and agreed to by the Sales Manager.

• Gathers market information in line with requirements from time to time (fulfils requests during the monthly and annual competitor reporting processes).

OH&S & Risk Management:

• Consistently implement all company policies about Occupational Health and Safety and help to keep and make your workplace safer.

• Familiarize yourself with the hazards in your workplace and actively contribute to the risk management process by helping to identify factors that may be contributing to risk and then to identify and communicate all and any actions you feel necessary to eliminate or control the hazard and/or risk.

• Ensure that any machinery, products, equipment and tools are always in a safe condition and are always used, handled and transported safely.

• Familiarize yourself and comply with Manual Handling practices and also any PPE (Personal Protective Equipment) that you may need at internal and external sites (including all clinical environments).

• Familiarize yourself and comply with the Material Safety Data Sheet for every chemical you may come into contact within your workplace and ensure all chemicals and other substances which could cause ill health or injury are labelled properly.

Policy:

• Consistently comply and implement all company policies, procedures and processes.

Quality/Pharmacovigilance:

• Reports adverse events and product complaints in accordance with the Vantive policies and guidelines. Is the point of contact between Vantive and customer in relation to complaint handling including:

• Receiving and lodging complaints from customers within required timeframes.

• Liaising and cooperating with all departments as required to facilitate a timely and thorough investigation of the complaint.

• Providing approved feedback back to customers in relation to complaint resolution.

• Liaising with Customer Service to coordinate any replacements and / or required credits. Seeks approvals in line with approval delegations.

• Escalates to Manager where believes corrective action is inadequate.

• Completes all required training and complies with all relevant policies, operating procedures and work instructions relevant to your area of responsibility.

• Actively participates in the process of quality improvement including by suggesting and implementing improvements.

• Participates, as required, in all relevant product field actions, product quality issues and product support activities.

• Works in liaison with the wider team to minimize any customer impacts and adverse impacts to the business.

Relationships:

• Customer Relationships

• Develop and enhance relationships with all levels of external (e.g. Nephrologist, Intensivists and Nurses) and internal customers to create beneficial outcomes for Vantive Healthcare whilst maintaining individual and corporate integrity.

• Ensure high levels of customer satisfaction in all aspects related to the role. Escalate any concerns or issues to Manager.

• Actively and cross-functionally plan and manage accounts in the designated territory to ensure delivery of all committed KPIs and contractual requirements. Coordinate customer KPI meetings as required to report on delivery of commitments, look for areas of improvement and further opportunities. Reports areas of risk to Sales Manager and liaises to plan mitigation strategies.

• Maintain effective team performance through developing working relationships with peers and colleagues, both within Renal Care / Acute Therapies and other business units. Work cross functionally and actively encourage cross-functional participation and cooperation to achieve business goals.

Reporting:

• Ensures all activities are reported accurately and in a timely manner into our customer relationship management program.

• Ensures the timely communication of required and/or relevant information both internally and externally – including information necessary to maintain an accurate and effective customer management database.

• Prepares, completes and presents any reports and participates in any update meetings as required by Manager from time to time.

• Sales Planning, Strategy & Execution

• Executes sales strategies, sales plans and objectives, marketing and sales programs within the defined territory in consultation with the Sales Management Team.

• Implement all Sales Force Effectiveness initiatives (e.g. call frequency, segmentation and call type activities) as communicated by Management Team including full utilisation of nominated Sales Process and Customer Relationship Management tools to create and manage sales opportunities / develop and maintain customer relationships.

• Defines the overall territory plan in line with the Business Plan and presents it to the Sales Manager for approval. Proposes tactical strategies to support the business plan and sales target achievement to Manager for consideration.

• Implements the territory plan in day-to-day activities within designated territory in liaison with the Management Team. Provides feedback to Manager on progress.

• Supports other team members within Renal Care / Acute Therapies, as required from time to time.

• Provides tender and contracting support and input as required.

• Other/General

• Further relevant responsibilities/tasks as advised from time to time by your manager.

Budget/Financial:

• Manages the sales funnel within the defined territory to deliver and exceed sales targets.

• Assists Management Team with sales and expense forecasts as required.

• Provides volume forecasts as required to the Sales Manager and/or Marketing Manager for consolidation into the overall forecasting process

• Ensures all pricing for quotations is compliant with pricing guidance and Business Unit strategy and approved by Manager. Where a pricing proposal is considered inadequate to secure a business opportunity provides feedback to Sales Manager for consideration and action.

• Submits all requests for leasing (e.g. PPT, operating, financial or other) and / or terms outside of Vantive Standard Terms and Conditions of Sale (e.g. extended payment terms) to Sales Manager for consideration and escalation.

Requirements: 

• Hold one or more appropriate tertiary qualification, preferably in the field of nursing, science or Technology.

• Current drivers’ license and own car for business travelling.

• At least 5 years relevant technical and/or clinical experience

• Experience in the relevant therapeutic area e.g. Renal or Intensive Care.

• Sales experience in the medical devices industry with a record of success in delivering sales targets

• Recent education and/or training experience

• Experience with CRM and/or Sales Force Automation tools

• Proven strong customer focus and a passion for delivering customer satisfaction

• Creative/design thinking.

• Positive, proactive approach to solving complex and/or unusual clinical or technical problems.

• Strong organizational and project management skills, with the ability to manage multiple projects.

Reasonable Accommodation

Vantive is committed to working with and providing reasonable accommodations to individuals with disabilities globally. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application or interview process, please click on the link here and let us know the nature of your request along with your contact information. Form Link

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