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Clinical Sales Consultant

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Date: Jan 18, 2022

Location: Munich, DE

Company: Terumo BCT, Inc.

Clinical Sales Consultant

JOB SUMMARY

Working under supervision of the Regional Sales Manager, is responsible to meet the sales targets, through responsibility for the following parts of the sales process:

  • Identification of sales opportunities through active prospection in the targeted markets
  • Qualification of  the sales opportunities
  • Design the solution
  • Pre-sell the solution
  • Analyzis of the buying influences and fine tuning of the Single Sales Opportunity
  • Proposing the solution
  • Getting account agreement

 

Accountable to develop new business through increased patient referrals by prescribers of therapeutic apheresis and through acquisition of new accounts for our technology platform. Therefore facilitates and develops relationships and strong network with the medical/scientific community by communicating scientific, economic and medical information and promotional messages to all relevant staff and institutions. Mobilizes internal resources to address the needs of therapy decision makers at GPOs, local insurers, local hospital procurement boards. Requires coordination and strong collaboration with other sales roles and functions in the organization.

 

ESSENTIAL DUTIES AND RESPONSIBILITIES

The role the incumbent plays in the essential duties & responsibilities listed below may vary based on the customer profile.

Targeted specialties, market segments and disease indications may evolve in line with the strategic business plan.

  • Sales Achievement: Generate necessary sales to meet or exceed sales goals and achieve appropriate sales prices.  Meet appropriate contribution margins.  Track and analyze progress.
  • Sales process: apply Miller Heiman strategic and conceptual selling approach and techniques.
  • Sales process: (Identify sales opportunities) Identify the accounts that could be good targets and then identify drivers for sales opportunity in these accounts. Identify Buying Influences and check status (growth or trouble mode). Create Single Sales Opportunity (SSO).
  • Sales process: (Qualify sales opportunities) Verify the availability of budget for the SSO. Identify and eliminate possible red flags. Confirm a financially viable opportunity with a business profitability analysis. Identify all 4 Buying Influences and Coach. Refine Single Sales Opportunity.
  • Together with the respective Account Managers in the Sales process: (Design the solution) Create solutions around the product, model the value proposition, validate with internal stakeholders. Construct the product differentiators and  tie them to each of the personal wins of each buying influencer.
  • Together with the respective Account Managers in the Sales process: (Pre-sell the solution) Validate the decision making criteria and pricing model with Economic Buying Influencer and the Coach in the account, present the solutions to each of the buying influencers and validate as necessary.
  • Sales process (Propose and Close): Negotiate and agree on technical and financial solution. Receive contract or purchase order.
  • Partner with and support regional Medical Affaires activities for clinical education of therapy prescribers.
  • Accountable and responsible for prospecting and opening-up new markets for our therapeutic solutions.
  • Partner with and support existing account managers and sales consultants to acquire new providers of therapeutic apheresis, persuade targeted doctors to prescribe our therapeutic solutions, engage local payers and budget owners for the health economic value of our therapeutic solutions.
  • Accountable and responsible for training and coaching of direct colleagues on the respective procedure content and act as a coach/mentor for less experienced/new colleagues.
  • Develop strong networks with all relevant staff in the targeted medical centers, including but not limited to KOLs, head of departments, prescribers, nurse managers, local budget owners, pharmacy, doctors in training.
  • Mobilizes internal resources to influence and address the needs of the different stakeholders in the treatment decision process, like therapy decision makers at GPOs, local insurers, local hospital hospital procurement boards etc.
  • Effectively use multiple types of interaction, such as face to face, phone, mail, webinar, educational/staff meetings, congress and keep track records in the company wide used CRM system.
  • Develop superior disease state and product knowledge in order to effectively educate and engage healthcare professionals in dialogue about clinical evidence, indications, and product efficacy/safety profiles to support on-label prescribing for appropriate patients.
  • Effectively coordinate and collaborate with other sales roles and functions in the organization, such as marketing, medical affairs, scientific services & support, customer care, technical service. Build strong and active working relationship with the Country Manager.
  • Territory Management: Prioritize accounts to determine coverage, assess opportunity and develop new business.  Coordinate and manage resources to provide necessary customer service.  Prepare weekly and monthly plans, track and analyze progress and trends, and prepare annual territory sales plan.
  • Sharing strategical imperatives, directions, information and to discuss initiatives and implementation with the regional Sales Manager and Country Manager.
  • Act as the “go to” person for the supporting and strategic organization, like Marketing, Market Access, Medical Affaires etc. to provide strategical imperatives, directions, information and to discuss initiatives and implementations. Lead and/or support local tactics.
  • Administration / Internal Communications: Manage budget and expenses, adhere to company policies and communicate effectively with EMEA corporate and field personnel.
  • Personal and Professional Development: Continuously increase and sharpen therapy and disease state knowledge as well as continuously develop prospecting, selling, negotiating and presentation skills.

 

 

 

MINIMUM QUALIFICATION REQUIREMENTS

 

Education

Degree in Business or Life Sciences

 

Experience

  • A minimum of 5 years sales experience in Life Sciences industry
  • Proven clinical selling experience in a therapeutic area
  • Experience with medical devices is a benefit
  • Experience in developing strong networks within medical centers/hospitals
  • Experience in creating & implementing sales strategies
  • Experience understanding business products & therapy applications
  • Understanding of complex disease- and therapy areas, as well as changing market dynamics
  • Demonstrated advanced selling skills & sales techniques

 

Skills

(Approachability, Conflict Management, Integrity and Trust, Action Oriented, Decision Quality, Interpersonal Savvy, Perspective, Priority Setting, Drive for Results, Customer Focus, Creativity, Process Management)[OM1] 

  • Excellent knowledge of local / regional languages
  • Excellent written & verbal English language skills
  • Advanced sales techniques & selling skills
  • Strong overall communication skills and the ability to clearly explain complex clinical data
  • Ability to manage uncertainty and at ease with discovery and opening of brand new markets
  • Capacity to execute the country sales plan and deliver upon assigned targets
  • Problem- solving
  • Strong business & financial acumen
  • Excellent account management skills

PROFILE:

  • Ability to proactively identify customer business problems/opportunities and recommended solutions
  • Results- driven
  • Flexible mentality
  • Entrepreneurial spirit
  • Independent & autonomous
  • Self- motivating
  • Perseverant
  • High level of ethics

 

Certificates, Licenses, Registrations

Obtain Sign- off on the required therapy/clinical selling curriculum programs

 

Equipment

N/A

 

ADDITIONAL INFORMATION

  • This position will be based in the different countries/ field- based- EMEA
  • This position will report to the Regional Sales Manager
  • Frequent national travelling (up to 70%), irregularly international travelling required

n/a


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