Regional Sales Manager: Capital Equipment - Wester Cape Region
(Cape Town based)

Areas of Responsibility
To grow the sales in the region in all areas of Capital Equipment (Medical X-Ray, Ultrasound, MRI, CT, Digital X-Ray and PACS) Sales. To maintain good relationships with customers and develop new customers especially in the private sector. To oversee and supervise the sales team in order that they may reach their budgeted sales.

Key areas of responsibility
• Market Coverage:
Assisting, supervising and supporting Sales Consultants in order to maintain and expand the customer base so as to increase market share to reach budgeted sales targets.
• Product and Clinical Knowledge:
Imparting product knowledge and clinical skills to Sales Consultants and customers whilst maintaining and improving own skills. This can be directly or through another party.
? Co-ordinating attendance at local and overseas congresses;
? Reading journal articles, web sites and other sources of information and distributing this information;
? Arranging and giving product related sales training to Sales Consultants;
? Arranging attendance at workshops for Sales Consultants to broaden their clinical skills;
? Accompanying Sales Consultants to calls in order to maintain a relationship with the customer base;
? Monitoring clinical skills and product knowledge whilst adding value to the call.

Required Skills:
? Constantly monitoring levels of sales skills amongst Sales Consultants and when necessary to update their and your own sales skills.
? Assessing sales skills in Sales Consultants by accompanying them on calls.
? Accompanying Sales staff on customer visits and doing product presentations.
? Arrange for appropriate sales training when needed.

Sales Skills:
? Perform Sales according to set budgets.
? Have extensive and proven track record in sales of Capital Equipment in the radiological arena in particular MRI, CT and Digital systems.
? Have proven ability to acquire and build strong client base within new markets, planning and penetrating each account to the fullest extent.
? Be enthusiastic and driven with the intellectual know-how to act as a valuable business partner to client base.
? Have proven success in sales ability and demonstrate full knowledge of the sales process.
? Have strong clinical/medical skills.
? Have Strong client management skills.
? Be capable of hands on problem-solving, with ability to generate ideas and solutions.
? Be positive and determined approach to researching and analysing new business opportunities.
? Have the ability to use own initiative and pay close attention to detail.
? Have excellent written communication skills, with experience in proposal creation.
? Have the ability to network and nurture leads.
? Be highly motivated to meet/exceed targets and excel.

Marketing:
• Reporting marketing opportunities with potential to grow sales, to your Manager;
? Analysing customer base together with Sales Consultants
? Assess which products each customer are using and those they are not using through key account tracker;
? Designing appropriate plans to overcome the shortfalls in the tracker and executing these plans;
? Reading and responding to Sales Consultants’ weekly reports;
? Adding value to calls with Sales Consultants;
? Communicating with your Manager on market coverage
• General:
? Assisting in setting price levels taking into account the required Gross Profit with the assistance of Business Unit Manager;
? Maintain effective communication levels (both verbal and written) with Sales Consultants, Business Unit Manager, Customer Support, Product Managers and all other colleagues;
? Maintaining and monitoring own expenditure and those of staff at pre-decided levels;
? Request pricing, taking into account market dynamics;

Experience Required
• Sales and Management experience is essential;
• Background in medical X-Ray, Ultrasound, MRI, CT, Digital X-Ray and PACS is a requirement;
• Previous experience in a similar position is required;
• A proven track record is required;
• Computer literacy with good knowledge of MS Office, i.e.: Word, Excel (level 2 at least) and Powerpoint is
essential;
• Ability to mentor and impart knowledge;
• Working knowledge of accounting systems is required.

Qualifications
• A Grade 12 certificate as a minimum requirement. Any tertiary qualifications would be a definite advantage.
Capabilities
• Attention to detail;
• Ability to work under pressure and meet deadlines and targets;
• Ability to translate marketing actions and sales management into the meeting of financial objectives;
• Good Communication- and Interpersonal skills facilitating effective communication with colleagues & customers;
• Must be able to travel extensively and have own transport.

Additional Requirements
Preference will be given to anyone residing in close proximity to the Cape Town office. Preference will be given to a candidate with existing relationships with customers in the Coastal areas.

Reporting
This position will report to the Branch Manager.