Area Sales Professional & Apps Services Engineer

Job Description

The Sales Professional plans and executes sales targets and activities in a specified region and assigned Key Account for the portfolio of Siemens Healthineers In-Vitro instruments, to increase sales with all existing and potential customers and to achieve defined commercial targets.

• Plans sales volumes and potential of all customers in the assigned region.
• Provides information via CRM for forecasts and planning.
• Analyses the specific market conditions and builds a sound market-related network of stakeholders.
• Spots opportunities for local product and service portfolio solutions.
• Prepares customer contact, builds and maintains a customer focused network.
• Prepares / coordinates and negotiates proposals in cooperation with proposal mgmt. / other involved professionals and management.
• Coordinates the realization of assignments, may coordinate and contribute to setting up respective product developments, projects or services programs.
• Completes sales and revenue related key reporting.
• Contributes to the development of After-Market business in the region.
• May act as a point of contact to customers in commercial matters and influences collaboration within the organization to secure customer support.
• Responsibilities will include 70% sales and 30% applications function

Dimensions/KPI’s: Revenue target, Market Share, SoW, CCL status Improvement.

Sales Skills:

• Probes customers to fully understand their needs and problems.
• Suggest solutions, products and services that fit customers’ requirements.
• Leverages industry trends to position Siemens solutions
• Sells Siemens products and solutions to all key stakeholders within targeted accounts.
• Successfully launches new products and services.
• Good interpersonal skills
• Work in a team, and individually without supervision

Healthcare Industry Knowledge:

• Has deep knowledge of the healthcare market, developments and trends.
• Knows the business of healthcare ownership, structure, reimbursement, regulations, capital markets,
• Operating margins, key legislation, products, technology, etc.
• Foresee how developments and trends could impact on the healthcare industry, customers and Siemens Business environment. 

Account Management Skills:

• Research and compiles information on targeted accounts
• Efficiently prospects and qualifies new customers and business opportunities, sets objectives and prepares on-going account strategies and plans to achieve sales targets.
• Creates overall account-level and call-level plans to drive sales activities - using proven planning concepts.
• Is skilled at creating interest and setting sales appointments
• Establishes rapport and cultivates relationships with key players in assigned accounts.
• Serves as a trusted advisor across assigned accounts C-Level.
• Accurately assesses probability of closure.
• Analyses sales losses and defines corrective actions
• Maintains complete and accurate account documentation in company-supported sales and CRM tools.
• Maintains total involvement during the sales cycle, bringing in additional resources as needed.
• Ensures the highest level of customer satisfaction in every engagement, helping facilitate long-term, repeatable business.
• Good organizational skills

Product Knowledge:

• Describes the major product offerings, specifications/technical features, primary applications and service options for all Healthcare Sector products.
• Has knowledge of peripherals (if applicable), interfaces, compatibility, networks, and other IT-related items.

Clinical Knowledge (If applicable):

• Understands customers’ clinical workflows.
• Understands clinical applications and approaches to disease management.
• Competitor Knowledge: Understanding of competitor offerings in basic.

Application Services Engineer

·        Application responsibilities listed below are mainly focused on small to medium equipment for Coagulation and Hematology.

·        Support customers in using (software) applications and solutions to the optimum extent.  

·        Provide comprehensive training for using applications and solutions focused on specific customer demand.  

·        Configure software applications to meet customer needs.  

·        Act as an interface between customer and provider of application to solve customer problems and enhance the application with new features. 

·        Delivery of Application Training and Application Support for Installation, and Service is the primary responsibility to ensure customer satisfaction. 

·        Working with the Customer Care Center, taking the ownership of customer applications and systems events, to plan and finish actions that will result in the most effective resolution of customer events in a timely, efficiently, and productive manner. 

·        Responsible for the customer satisfaction at assigned systems, demonstrating proactive attitude and actions to optimize their performance and image.

·        Develop and maintain relationships with customers. 

·        Install and configure systems, working with Customer Service Engineers to train customers, all with highest quality standards and meeting timelines. 

·        Update system software in accordance with deadlines set by the company. Inform customers of the advantages to be gained by the update and organizing training if necessary.

·        Contribute to creating a motivated, positive, and communicative atmosphere, with tight teamwork with all other colleagues and departments.

·        Develop the Siemens Healthineers brand image, always projecting an image of professional and competence. 

·        Discussing with customers action taken to resolve events and explaining any further actions that may be required. 

·        Using good judgement to decide when to investigate the escalation process to resolve a customer event. 

·        Work within deadlines to prepare information for management and colleagues when requested. 

·        Informing service management or team leaders of situations where customer satisfaction is compromised or contractual obligations are unlikely to be met. 

·        Responsible for the complete and correct use of the complaint handling software defined by the company and strict compliance with quality procedures and work instructions. 

• Contribute to achieving the Mission, Values, and Vision of the company. Always maintain strict compliance with the ethical principles and Health, Safety, and Quality norms of the company. 

Qualifications & Experience

• Degree or Diploma in Biomedical Technology (Clinical Pathology) or related qualification/ Medical technologist diploma or equivalent. ± 3 years’ experience working in the diagnostic medical laboratory environment.
• Good understanding of In-Vitro testing and of Small to Large Lab workflow, management and challenges.
• The applicant needs to preferably come from a sales environment dealing with InVitro instruments and have a minimum of 3 years proven track record in In-Vitro sales.
• Candidate should have strong knowledge in the Coagulation and Hematology Disciplines.
• This role will provide support to, but not limited to: Northwest, Limpopo, Mpumalanga, Free State and Gauteng.
• Knowledge of quality control and troubleshooting of quality control results 
• Knowledge in the field of diagnostic systems, reagents, PC systems, operating systems, network engineering, interface engineering, basic medical knowledge. 
• Sound knowledge of the medical analysis laboratory and the range of equipment. 
• A thorough knowledge of company procedures, policies, mission, vision and values. 
• Dependability, capacity for teamwork, capability to come to decisions, organizational skills, self-reliance and motivation, and good interpersonal skills. 
• Good communication skills both verbally and written, with the ability to deal with customers and staff at all levels. 
• Ability to sell, good teaching skills, good team worker. 
• Fluency in English written and spoken
• Excellence, Quality and Compliance in daily interactions, operations and reporting is not a negotiable requirement but mandatory

Additional Requirements:

• A valid South African driver’s license and own car is required
• Extensive travel within the Northwest, Limpopo, Mpumalanga, Free State and Gauteng.
• Intermediate Microsoft office skills are required

• Excellence, Quality and Compliance in the daily interactions, operations and reporting is not a negotiable requirement, but mandatory for this role