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Overview:
The primary purpose is to support the sales process to ensure assigned sales revenues for allocated area are achieved in collaboration with the local team. This should be achieved by implementing sales, pricing and contracting strategies which have been agreed with the Vascular team.
**Responsibilities**:
The responsibilities will encompass, but will not be limited to:
- Lead and manage local commercial customer interaction looking for sales opportunities in collaboration with the clinical team.
- Follow country commercial plan as defined by the Country Commercial Business Manager (CCBM).
- Manage pricing, contracting and tender tasks within allocated region to protect and manage current business and creating new commercial opportunities.
- Ensure that the customer or third party catalogue pricing systems are aligned with Cook pricing systems, so that orders can follow without delays and invoices are paid in accordance with payment terms.
- Demonstrate knowledge about the bidding and ordering process within customer accounts to improve this process when applicable.
- Use supply chain solutions and data to improve customer experience and demonstrate value.
- Capture and share competitor data to enhance sales opportunities.
- Ensure delivery of service as agreed in contracts from the Cook and customer end.
- Identify, establish and develop relationships with key decision-makers in the hospitals to enable improved commercial conversation.
- Work closely together with the Country Commercial Business Managers to ensure commercial goals are achieved and aligned with the business plan and guidelines are followed.
- In collaboration with the team meet or exceed the commercial targets and established KPIs (margin, adherence to price principles and ROI) set by management.
- Demonstrate knowledge of the Vascular product range, the associated medical discipline and the commercial tools and systems.
- Follow-through on customer requests and commitments: hold meetings with customer to review commitments and price award aligned with price management principles and feedback this information to the supporting team.
- Participate in local and international exhibitions and meetings as requested.
- Provide written reports to the Regional Business Manager and CCBM as appropriate.
**Securing Employee Development and Organisational Culture**:
- Maintain our culture, values and commitment to Ethics and Compliance by recognizing, demonstrating, and enforcing appropriate and compliant behavior as outlined in Cook’s Code of Conduct.
- Within scope of responsibility, ensure all quality, regulatory, and product-specific requirements are met.
- Understand and be accountable for conducting Cook business with integrity and in compliance with applicable standards including Cook policies.
**Collaboration**
- Work closely and effectively with the members of the sales team, CCBM and the RBM as well as with Cook support functions to provide the best possible service to the customer while ensuring efficient and effective business outcomes for Cook.
- Understand each customer structure, roles and responsibilities to aid the collaborative approach to enhance customer experience and allow for increased commercial opportunities.
- Demonstrate awareness and judgement to ask for support as required.
Qualifications:
- Previous medical sales and commercial role experience preferred.
- Ability to meet frequently with customers and other decision makers.
- Ability to travel frequently throughout assigned territory.
- Proven track record of strong commercial and business acumen.
- Product or procedural knowledge an advantage.
- Good communication and inter-personal skills.
- Excellent written and verbal command of English and other relevant languages.
- Excellent numerical and data analytical skills to aid in decision making.
- Excellent working knowledge of Microsoft® Office, Excel in particular.
- Ability to demonstrate precise and high level of details to written and numeric documents.
- Proven problem-solving skills.
- Excellent organizational skills.
- High self-motivation and strong project management skills.
