Sales Specialist (Peripheral Vascular)

About the Company

As a global medical device company originating from Japan, we pursue reliable quality and technology to contribute to healthcare in more than 160 countries and regions around the globe. We promise to walk alongside healthcare professionals to continue to make great contribution to society, now and into the future.

Summary of the Role

Responsible for achieving an agreed revenue target or sales quota by identifying and gaining business from new and existing clients, understanding customers and their needs, and ensuring complete customer satisfaction with Terumo. This role covers both the Cardio and Peripheral Vascular portfolios of product.

Key Responsibilities

You will be assigned duties and responsibilities within your competency to perform. These duties and responsibilities may vary in accordance with operational requirements in consultation with you. At present your duties and responsibilities include:

1. Sales Generation

• Understand new customer's objectives, buying criteria and decision-making processes and forming long term business partnerships in order to leverage revenue from the relationship and promote the organisation as a quality supplier with the aim of achieving "preferred" supplier status.
• Negotiating price and volume discounts (where applicable) in accordance with the organisation's policies and liaising with Technical Support staff regarding technical issues to ensure client retention and continued business.
• Coordinating, conducting and participating in Sales promotions, campaigns, events and displays.
• Identifying and gaining new business through a sustained program of cold calling, mailing, and appointments, securing angio lab time /theatre time and following up referrals/leads and keeping abreast of competitor's Sales strategies.

2. Account Management

• Working closely existing clients to determine their present and future needs and proposing suitable products, services and upgrades in order to maintain and grow revenue for the organisation.
• Maintaining call rates to assure contact with assigned clients and acting as the main interface between the client and the organisation to ensure an optimal level of service is provided at all times.
• Coordinating the preparation of Sales proposals, tenders/bids, contracts and Account Management plans.
• Actively manage the business acknowledging the diverse customer expectations and provide clinical support across all of Terumo’s customer procedures.

3. Clinical Support

• Conducting product demonstrations (where applicable) and providing clinical training and support.
• Be proactive in developing and maintaining the clinical skills to be able to provide case support of our products.
• Efficiently managing the stock requirements and pre case coordination with customers in order to ensure optimal patient outcomes.
• Providing accurate and timely case information to VAK/Terumo in order to facilitate efficient planning.

4. Administration

• Responding to requests from the Customer Service and Business Support teams, assisting with timely delivery and quality of support solutions daily to customers
• Maximising the use of Salesforce as a CRM to drive opportunity management, data integrity, and insight generation
• Submitting and following up on all Product Performance Reports (PPRs) withing required timeframes as defined by Terumo QA.
• Maintaining dashboards and reports that highlight key metrics and trends
• All other duties as reasonably required and/or ancillary to your role.

Functional / Technical Skills

• Product Knowledge – understands and is able to define medical device features/benefits appropriate to all business unit/speciality areas
• Specialty Sales – understands own market and customer needs within speciality area
• Territory Management - develops detailed sales/marketing plans, accurately forecasts sales and creates effective call plans
• Account Management – Compile information and manage communication across various customer touch points to ensure a consistent and pleasant experience.

Education & Experience

• A tertiary qualification with additional Clinical or Business degree/diploma is highly desirable
• Extensive proven sales track record with a minimum of 5 years’ experience in a hospital sales environment
• Intermediate to Advanced MS Office skills with exposure to CRM systems, ideally Salesforce
• Full Australian Drivers Licence with no restrictions

Note to External Recruitment Agencies:

Terumo does not recognize candidate submissions from any recruitment agencies and will not be responsible for payment of any recruitment fees due to the hiring of candidates whose resumes were submitted to Terumo employees or offices without the recruiting team's acknowledgement.