Area Sales Manager Ostomy - Germany (South)

ABOUT THE ROLE

The Area Sales Manager is responsible for developing, implementing and delivering sales through account planning and achieving agreed strategic objectives in the responsible region in Germany. (Bayern and Baden Wurttemberg) 

They will live in the region and spend most of their time visiting customers and attending events. The role will require overnight stays in territory and some time spent out of territory (including visits to Head Office in UK).

Day to day activity will include making appointments, conducting sales visits to hospitals, homecare accounts, wholesalers and other institutions where Eakin products may be used or promoted. It will involve to organize or initiate training, sampling, follow up on meetings and attending congresses aimed at ostomy nurses, wound care nurses and (occasionally) patients.

The person will develop a sound knowledge of their customer base and a good technical knowledge of the products involved. He/she/they will also develop a strong network of contacts and influence in the market.

The role will require competency in reporting and an ability to prepare, develop and explain/present sales reports.

KEY ACTIVITIES

• Achieve overall sales in line with pre-agreed sales targets
• Identify (new) sales opportunities and provide ideas and/or plans for structural business growth
• Be an active part in building the Eakin Healthcare GmbH business in Germany
• Manage and develop relationship with stakeholders based on pre-agreed account planning
• Manage, negotiate and develop hospital contracts leading to increased clinical position and sales.
• Promote relevant Eakin product portfolio to hospital nurses, purchase departments, home delivery company nurses, key homecare etc
• Deliver (commercial) product training and company presentations
• Pro-actively inform and participate in hospital procurement processes and public tenders. Lead project (management) (external/internal) in clinical implementation and meeting customer requirements
• Structure and implement effective product launch activities for channel partners and customers

Develop productive long-term business relationships:

• Initiate and maintain excellent working relationships and professional communication with healthcare professionals, patients and channel partners in the region.
• Demonstrate a high level of organisation to arrange sales appointments in advance and maintain client contact records with GDPR compliance
• Attend (inter)national patient and nurse events to promote Eakin products (sometimes outside normal working hours and outside territory)

Communication and development

• Develop, create and provide a range of reports in presentable and timely manner to Country Manager (detailed customer records, visits, activity, market and competitor activity etc.)
• Ensure knowledge of Eakin and competitor products and their activity are maintained at high standard
• Attend sales meetings, training and events outside of territory (for example at Eakin Healthcare Group location(s))
• Undertake professional development, particularly where it relates to standards and regulations for the role in the market
• Take part in the execution of patient trial or sampling programs as directed by clinical team

Other

• To adhere to the company’s Equal Opportunities policy and Dignity at work policy in all activities and to actively promote equality of opportunity wherever possible
• To be responsible for your own health and safety and that of your colleagues, in accordance with the company’s’ Health and Safety policy
• To adhere to the company’s Quality policy and Environmental policy
• To undertake other duties as may be reasonably required

KEY SKILLS

Essential

• Degree qualified and or relevant experience
• Proven experience of medical device field sales including hospital and/or community settings
• Experience of MS Office with advanced Excel and PowerPoint
• Available to travel extensively within country and occasionally outside country including overnight stays
• Comfortable in a remote working environment
• Self-starter, entrepreneurial skills, expert level to organise time and resources
• Clear, professional communication
• Full driving license
• Basic English language skills

Desirable

• Nursing background
• Experience in sales of ostomy and wound products
• Experience working with tenders and hospital procurement
• Fluent English language skills

KEY WORKING RELATIONSHIPS

Internal

• Reports to DE Country Manager
• Works closely with Eakin marketing and clinical function
• German Sales Team
• Supported by wider Ostomy Commercial Team

External

• Wound and Ostomy nurses
• Hospital purchasers and product managers
• Wholesale commercial, service and nursing teams
• KOL’s

ADDITIONAL INFORMATION

• Travel Requirements – 5 to10 overnight stays per Month
• These are the first ASM roles in the German team. The future team may grow to 4-6 people

COMPETENCIES

Entrepreneurial Instinct – Identifies new, sometimes radical, business and development opportunities and drives them forward with enthusiasm and energy.  Influences direction and outcomes and copes with an element of risk

Commercial Orientation – Ensures appropriate data is used to evaluate risks.  Looks at the wider implications and is likely to try to assess the long-term impact.  Influences others and intervenes to get appropriate results

Resilience – Can work under pressure, remains calm, thinks clearly and manages emotion under pressure. Addresses issues without being aggressive or controlling and can easily bounce back from setbacks. Is open to feedback and doesn’t dwell on past events.

Networking – Feels relaxed about relating to people and soon forges and builds relationships.  Works well in an environment of mutual support and information sharing.  Is not afraid to direct people or ask for their help.

Team Working – Enjoys participating in group activities and likes to work in close proximity with other people.  Is ready to collaborate with and support others and is willing to co-operate and compromise for the overall good.

Information Gathering – Enjoys dealing with and refers to factual data.  Likes to be well informed and drills down into details.  Prefers to access wide range of information and opinion before making decisions and when solving problems.

Planning and Organising – Thinks things through well in advance and maps out future activities, taking the key stages and requirements into account.  Likes to monitor to ensure that things are implemented and delivered effectively

Interpersonal / Influencing – Deals with other in a convincing way that leads to gaining agreement without relying on hierarchy and shows sensitivity to working relationships.  Doesn’t give up easily in the face of opinions that differ from their own.  Influences others to reach conclusions and gain agreements.