Back to jobsIs responsible for serving customers by selling Guerbet LLC products and services in the assigned territory
Builds and maintains accurate information on current and prospective customers, learn market dynamics in territory
Approaches to gain trust and rapport; tunes the world out and people in, puts them at ease and make them feel important, gets them talking about themselves and their patients, holds eye contact and listens to how they feel. Interviews to identify needs
Demonstrates to show how product meets identified needs, validate to cause people to trust you and believe your claims, negotiate to work out problems and overcome objections, closes to ask for commitments for action
Respects opinions of others, seeks mutually beneficial outcomes, demonstrate positive attitude, is responsive to requests
Initiates communications/relationships with others; i.e. internal peers, internal departments, peers from other organizations, regional buying groups, …
Uses sales funnel and work with manager to shape call plan; assess activity and check monthly performance via CRM, seeks information from others who have relevant expertise
Prospects to identify potential customers, analyze the information available, conduct pre-call planning by creating target list, sets up geographical zones and formulating agendas with goals for calls (pre-call objectives)
Conducts post call follow-up completing required reports and recording activity and other key information in CRM
Follows budget guidelines, provides samples according to guidelines
Takes personal responsibility for results on own assignments
Adapts own tactics in response to changing market and changing company strategies
Demonstrates product knowledge, develops managed care/GPO/health system knowledge; i.e. key players, formulary, develop understanding of relevant disease states, display basic knowledge of key competitor
Reach out to more experienced team members for developmental guidance; take initiative to continue to develop self, initiate communication with NSM regarding goals, development planning, etc.
Understands how organization creates perceived and real market advantage and how products and services provide value for customers
Implements plan as directed to gain leverage