Prodajni zastopnik /// Sales Representative

19.11.2019
Perrigo
Ljubljana
m/ž
Povej naprej
Kompatibilnost
Kompatibilnost
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Perrigo

Sales Representative

ORGANIZATIONAL FUNCTION: Sales

WHO DOES THIS POSITION REPORT TO: Country Manager

SUBORDINATE POSITIONS WHO REPORT TO THIS POSITION: None

Mission

To serve customers by selling company's products, meeting customer needs and sales targets

Responsibilities & Duties

  • Working with the defined territory journey plan, ensure that all calls are visited with the frequency directed with minimum deviation from the journey cycle.
  • Achieve sales, distribution and productivity targets together with display, detailing and investment objectives within an assigned geographical area.
  • Achieve the highest level of cost effective display for all products utilising the point of sale materials and marketing information available.
  • Ensure that all distribution targets are met for existing and new products.
  • To develop & improve customer relationships though a better understanding of trade needs
  • Operate in the most cost effective manner commensurate with the defined objectives.
  • Conduct each selling call in line with agreed steps of the call.
  • Complete all administrative requirements within the defined time frames.
  • Services existing customers, obtains orders, and establishes new accounts by planning and organizing daily work schedule to call on existing or potential pharmacy stores.
  • Submits orders by referring to price lists and product literature.
  • Appropriate use of sales presentations by studying the type of sales outlet
  • Focuses sales efforts by studying existing and potential volume of dealers.
  • Resolves customer complaints by investigating problems; developing solutions; preparing reports; making recommendations to management.
  • Keeps management informed by submitting activity and results reports, such as daily call reports, weekly work plans, and monthly and annual territory analyses.
  • Monitors competition by gathering current marketplace information on pricing, products, new products, delivery schedules, merchandising techniques, etc.
  • Recommends changes in products, service, and policy by evaluating results and competitive developments.
  • Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.
  • Contributes to team effort by accomplishing related results as needed.

Expected Areas of Competence / Experience / Knowledge

  • University Degree with medical background (Pharmaceutical Faculty, Faculty of Medicine, Vetenerenian etc)
  • English spoken & written — basic communication level
  • Computer skills
  • Minimum 2 to 3 years experience as Sales Representatives in multinational environment
  • Driving License

Basic requirements

  • Advanced Planning skills
  • Advanced Sales & Analytical skills
  • Capability to calculate discounts, margins & mark ups
  • Effective Communication & Presentation skills
  • Advanced Negotiation & Decision Making skills
  • Able to articulate the Perrigo strategy for meeting customer needs
  • Team Work Player
  • Open Minded & Fast Learner
  • Positive Thinking & High Level of Energy

Behaviors

  • Creating business solutions
  • Facilitating and implementing change
  • Influence and persuasiveness
  • Building relationships and connections
  • Proactiveness and trend setter
  • Creates ideas and creative solutions and shares them with colleagues.
  • Determined and positive approach.
  • Accepts responsibility for own performance

Leadership expectations

Sets the direction and inspires: to show to other team members the way he/she works contributes to Perrigo's strategy and the mission;

Collaborates with others: contributes to encouraging teamwork, based on mutual trust, to ensure the best result for Perrigo;

Releases energy: contributes to creating a healthy working environment, engagement and sustainability over time;

Develop capabilities and talent: built the organizational capabilities needed to implement the strategy, now and in the future;

Stimulates performance: be accountable to obtain quality results;

Live the company's values: Integrity, Respect, Responsibility. Act as a role model and make sure that everything that he/she does is aligned with Perrigo's core values and for the benefit of the patients and consumers.



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Opis delovnega mesta

NAZIV DELOVNEGA MESTA: Prodajni zastopnik

ORGANIZACIJSKA FUNKCIJA: Prodaja
ZAPOSLENI NA TEM POLOŽAJU POROČA: Direktorju, odgovornemu za trg države
ZAPOSLENEMU NA TEM POLOŽAJU POROČAJO: Nihče
POSLANSTVO
Oskrbovanje strank s prodajo izdelkov družbe, izpolnjevanje potreb strank in ciljev prodaje

ODGOVORNOSTI IN DOLŽNOSTI

• Delo v skladu z opredeljenim načrtom poti na dodeljenem območju, obiskovanje vseh strank z dogovorjeno pogostostjo in čim manjše odstopanje od cikla poti.
• Doseganje prodajnih in distribucijskih ciljev, ciljev donosnosti ter ciljev, povezanih z razstavljanjem, navajanjem podrobnosti in investicijami v dodeljenem geografskem območju.
• Doseganje najvišje stopnje stroškovno učinkovitega razstavljanja vseh izdelkov z uporabo materialov in marketinških informacij, ki so na voljo na prodajnih mestih.
• Doseganje distribucijskih ciljev za obstoječe in nove izdelke.
• Razvoj in izboljšanje odnosov s strankami s pomočjo boljšega razumevanja trgovskih potreb
• Delovanje na najbolj stroškovno učinkovit način ter v skladu z opredeljenimi cilji.
• Izvajanje vsakega prodajnega obiska v skladu z dogovorjenimi koraki obiska.
• Izpolnjevanje vseh administrativnih zahtev v določenih časovnih okvirih.
• Oskrbovanje obstoječih strank, pridobivanje naročil in iskanje novih strank s pomočjo načrtovanja dnevnega urnika za obisk obstoječih in potencialnih lekarn.
• Oddaja naročil s sklicevanjem na cenike in literaturo, ki je na voljo v povezavi z izdelki.
• Ustrezna uporaba prodajnih predstavitev glede na preučeno vrsto maloprodajne trgovine
• Osredotočanje prodajnih prizadevanj s preučevanjem obstoječega in potencialnega obsega trgovcev.
• Reševanje pritožb kupcev s pomočjo raziskovanja težav; razvijanja rešitev; priprave poročil; oblikovanja priporočil za vodstvo.
• Obveščanje vodstva s pomočjo posredovanja poročil o dejavnostih in rezultatih, kot denimo dnevnih poročil o obiskih, tedenskih načrtov dela ter mesečnih in letnih analiz območja.
• Spremljanje konkurence s pomočjo zbiranja najnovejših tržnih informacij o cenah, izdelkih, novih izdelkih, urnikih dobave, prodajnih tehnikah itd.
• Priporočanje sprememb izdelkov, storitev in politik s pomočjo ocenjevanja rezultatov in konkurenčnega razvoja.
• Ohranjanje strokovnega in tehničnega znanja z udeležbami na izobraževalnih seminarjih; pregledovanjem strokovne literature; vzpostavljanjem osebnega omrežja; sodelovanjem v strokovnih skupnostih.
• Prispevanje k ekipnim prizadevanjem z doseganjem potrebnih povezanih rezultatov.

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JOB TITLE: Sales Representative

ORGANIZATIONAL FUNCTION: Sales
WHO DOES THIS POSITION REPORT TO: Country Manager
SUBORDINATE POSITIONS WHO REPORT TO THIS POSITION: None
MISSION
To serve customers by selling company’s products, meeting customer needs and sales targets

RESPONSIBILITIES & DUTIES

• Working with the defined territory journey plan, ensure that all calls are visited with the frequency directed with minimum deviation from the journey cycle.
• Achieve sales, distribution and productivity targets together with display, detailing and investment objectives within an assigned geographical area.
• Achieve the highest level of cost effective display for all products utilising the point of sale materials and marketing information available.
• Ensure that all distribution targets are met for existing and new products.
• To develop & improve customer relationships though a better understanding of trade needs
• Operate in the most cost effective manner commensurate with the defined objectives.
• Conduct each selling call in line with agreed steps of the call.
• Complete all administrative requirements within the defined time frames.
• Services existing customers, obtains orders, and establishes new accounts by planning and organizing daily work schedule to call on existing or potential pharmacy stores.
• Submits orders by referring to price lists and product literature.
• Appropriate use of sales presentations by studying the type of sales outlet
• Focuses sales efforts by studying existing and potential volume of dealers.
• Resolves customer complaints by investigating problems; developing solutions; preparing reports; making recommendations to management.
• Keeps management informed by submitting activity and results reports, such as daily call reports, weekly work plans, and monthly and annual territory analyses.
• Monitors competition by gathering current marketplace information on pricing, products, new products, delivery schedules, merchandising techniques, etc.
• Recommends changes in products, service, and policy by evaluating results and competitive developments.
• Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.
• Contributes to team effort by accomplishing related results as needed.

Kaj pričakujemo

PRIČAKOVANA PODROČJA PRISTOJNOSTI/IZKUŠNJE/ZNANJE

• Univerzitetna izobrazba na medicinskem področju (Fakulteta za farmacijo, Medicinska fakulteta, Veterinarska fakulteta itd.)
• Osnovno znanje (pisno in ustno) angleškega jezika
• Računalniško znanje
• Najmanj 2 do 3 leta izkušenj kot prodajni zastopnik v večnacionalnem okolju
• Vozniško dovoljenje

OSNOVNE ZAHTEVE

• Napredne veščine načrtovanja
• Napredne prodajne in analitične veščine
• Sposobnost izračunavanja popustov, marž in pribitkov
• Učinkovite sposobnosti komunikacije in predstavitvene veščine
• Napredne pogajalske sposobnosti in sposobnosti sprejemanja odločitev
• Sposobnost artikuliranja strategije Perrigo za izpolnjevanje potreb strank
• Sposobnost dela v ekipi
• Oseba odprtega duha, ki se hitro uči
• Pozitivno razmišljanje in energičnost

OBNAŠANJE

• Iskanje poslovnih rešitev
• Omogočanje in uvajanje sprememb
• Vpliv in prepričljivost
• Vzpostavljanje odnosov in povezav
• Proaktivnost, določanje trendov
• Priprava idej in ustvarjalnih rešitev, ki jih nato deli s sodelavci.
• Odločnost, pozitivno naravnan pristop.
• Sprejemanje odgovornosti za lastno uspešnost


VODSTVENA PRIČAKOVANJA

Določanje usmeritev in navdihovanje drugih: tako drugim članom ekipe pokaže, da način, na katerega deluje, prispeva k strategiji in poslanstvu podjetja Perrigo;
Sodelovanje z drugimi: prispeva k spodbujanju ekipnega dela, osnovanega na medsebojnem zaupanju, in tako zagotavlja najboljše rezultate za podjetje Perrigo;
Sproščanje energije: na dolgi rok prispeva k ustvarjanju zdravega delovnega okolja, zavezanosti in trajnosti;
Razvoj sposobnosti in talentov: razvija organizacijske sposobnosti, potrebne za kratkoročno in dolgoročno uvajanje strategije;
Spodbuja uspešnost: odgovornost za pridobivanje kakovostnih rezultatov;
Živi skladno z vrednotami podjetja: integriteto, spoštovanjem, odgovornostjo. Deluje kot vzornik in poskrbi, da je vse, kar počne, v skladu s temeljnimi vrednotami podjetja Perrigo, obenem pa prinaša prednosti pacientom in potrošnikom.

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EXPECTED AREAS OF COMPETENCE / EXPERIENCE / KNOWLEDGE

• University Degree with medical background(Pharmaceutical Faculty, Faculty of Medicine, Vetenerenian etc)
• English spoken & written – basic communication level
• Computer skills
• Minimum 2 to 3 years experience as Sales Representatives in multinational environment
• Driving License

BASIC REQUIREMENTS

• Advanced Planning skills
• Advanced Sales & Analytical skills
• Capability to calculate discounts, margins & mark ups
• Effective Communication & Presentation skills
• Advanced Negotiation & Decision Making skills
• Able to articulate the Perrigo strategy for meeting customer needs
• Team Work Player
• Open Minded & Fast Learner
• Positive Thinking & High Level of Energy

BEHAVIORS

• Creating business solutions
• Facilitating and implementing change
• Influence and persuasiveness
• Building relationships and connections
• Proactiveness and trend setter
• Creates ideas and creative solutions and shares them with colleagues.
• Determined and positive approach.
• Accepts responsibility for own performance


LEADERSHIP EXPECTATIONS

Sets the direction and inspires: to show to other team members the way he/she works contributes to Perrigo’s strategy and the mission;
Collaborates with others: contributes to encouraging teamwork, based on mutual trust, to ensure the best result for Perrigo;
Releases energy: contributes to creating a healthy working environment, engagement and sustainability over time;
Develop capabilities and talent: built the organizational capabilities needed to implement the strategy, now and in the future;
Stimulates performance: be accountable to obtain quality results;
Live the company’s values: Integrity, Respect, Responsibility. Act as a role model and make sure that everything that he/she does is aligned with Perrigo’s core values and for the benefit of the patients and consumers.

Kaj nudimo

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