In any setting, the process of selling involves contacting potential customers, identifying their needs, persuading them that your products or services (rather than those of competitors) can best satisfy those needs; closing the sale by agreeing the terms and conditions; and providing an after-sales service. Typically the expectation is to do all of the below and more.
Tasks often include:
- arranging appointments with doctors, Nurses, hospital medical teams and private Aesthetic business owners, which may include pre-arranged appointments or regular 'cold' calling;
- making presentations to doctors, practice staff and nurses in GP surgeries, hospital doctors and Aesthetic business owners. Presentations may take place in medical settings during the day, or may be conducted in the evenings at a local hotel or conference venue;
- organising conferences for doctors and other medical staff;
- building and maintaining positive working relationships with medical staff and supporting administrative staff;
- managing budgets (for catering, outside speakers, conferences, hospitality, etc.);
- keeping detailed records of all contacts;
- reaching (and if possible exceeding) annual sales targets;
- planning work schedules and weekly and monthly timetables. This may involve working with the clinical, marketing and sales team or discussing future targets with the UK sales and marketing manager. Generally, medical sales executives have their own regional area of responsibility and plan how and when to target health professions;
- regularly attending company meetings, technical data presentations and briefings;
- keeping up-to-date with the latest clinical data supplied by the company, and interpreting, presenting and discussing this data with health professionals during presentations;
- monitoring competitor activity and competitors' products;
- maintaining knowledge of new developments in The National Health Service (NHS) , anticipating potential negative and positive impacts on the business and adapting strategy accordingly;
- developing strategies for increasing opportunities to meet and talk to contacts in the medical, healthcare and Aesthetic sector;
- staying informed about the activities of health services and customers in a particular area.
- To achieve the set number of customer visits on a weekly basis
- To report activity to the UK sales and marketing manager weekly
- Demonstrated sales accomplishments in a capital equipment environment.
- Experience in developing relationships with customers.
- Must be a self-starter, highly motivated and organized.
- Must possess excellent interpersonal and communication skills.