AlamatCompetencies (attitude, skills, typical qualifications and experience) : Competencies Core Competencies refer to FME Company Values :
- Collaborative : means that we know how to work together for our shared purpose and to achieve our goals as one company
- Excellent : means that we continuously drive quality and progress to lead the business into a successful future
- Proactive : means that we are good at taking the initiative to make an impact with our work
- Reliable : means that we are a trusted companion to our patients, partners, and colleagues. FME Leadership Expectation Define and Shape Vision and Purpose
- Translate the big pictures into meaningful, actionable plans, aligned with our values that engage and energize our employees
- Develop an inspiring vision and the strategies to achieve it
- Communicate effectively and motivationally Collaborate Globally
- Be a role model of effective collaboration across company and geographic boundaries
- When acting locally consider the global business impact
- Strongly participate in global activities Lead Innovation and Positive Change
- Search for and apply new ideas from both inside and outside of our company
- Encourage people to be creative in their thinking, challenging the status quo, and looking for innovative ways to accomplish goals
- Embrace change and accept uncertainty, balancing continuity with discontinuity Be a Good Decision Maker
- Have a deep and broad understanding of our business, products, services and
- markets
- Balance speed and risk in making timely, best quality business decisions Develop our Talent
- Create an environment where all employees are engaged and constantly learning
- Actively develop yourself and others
- Build and inspire high performing teams Sales Competencies Product, Disease and Market Knowledge
- Understanding of product concept, development process and management, including pay attention to opportunity to fulfill customer expectation and create customer demand.
- Understanding of product concept, character, and environment changes as well as their impact on company's product positioning.
- Keep seeing the opportunities to expand sales area to meet customer expectation. Selling & Negotiation Skill
- Conduct right sales negotiation strategy with a result win-win outcome and to ensure avoiding price concessions and protecting profit margin" Territory Management
- Identify and create balance sales territory to maximize sales & profits, and to allocate resources efficiently
- Increase market coverage and provide good customer service to ensure higher sales figures and greater customer satisfaction KOL Management
- Ability to engage and influence internal and external stakeholders to change perception or obtain commitment. Business Acumen
- Uses business and financial analysis to identify ways to improve profitability.
- Develops and manages budgets effectively and manages the financials of the brand to ensure sales and BOI objectives are achieved forecasts sales effectively.
- Makes effective trade offs within and across budgets.
- Anticipates issues and builds contingency plans.
- General Competencies : Continuous Learning :
- Show the great willingness to receive knowledge & skills for effectiveness of work Commit to the Organizational Ethic :
- Work behavior which highlighted on social, moral and organizational values and ethic in conducting business activities internally and externally.
Administration Planning & Organizing :
- Implement the process of operational administration, reporting and document management regarding operational process in working unit. Experience :
- Experience min 3 years in Key Account Management job in multinational Pharmaceutical or Medical Device Company (preferable in Dialysis) with consistent success track record and have a good networking in relate product. General Requirement
- Bachelor’s degree in any major, preferable in science .
- Excellent people and management skills to interact with staff, colleagues, cross-functional and with external stakeholders e.g.
HCP, Procurement Department, Hospital Management Decision Maker.
- Excellent decision making and negotiation skill.
- The ability to manage workload and deal with conflicting demands.
- Analytical Skill · Microsoft Office knowledge.
- Intermediate in verbal and written communication (English) Key Responsibilities / Accountabilities :
- To achieve the sales target set by the Company for CRRT medical Equipment, Machines & Consumable.
- Responsible to for the success of hospital listing as per agreed target, taken into consideration some factors before the listing are followed up e.g.
ability of hospital for supporting CRRT Therapy, competent HCP for insertion and potential patients for the therapy).
- Collaborate with Clinical and Distributor to assure availability of CRRT medical equipment, machines, and suppliers, relate to CRRT Machines Implementation.
- Conduct Product Credential Presentation and Marketing Activity to potential customers or existing customers align with the plan, respect the budget plan, and comply with company regulation.
- Support Forecast and Budget report preparation.
- Ensure the availability of the product in the existing & new Hospital Listing.
- Have excellence experiences relate on the listing process in the Hospital, focus on Hemodialysis Center and Intensive care.
- Make sales calls to new CRRT Centers and existing clients to build excellence relationship.
- Negotiate with clients to make sure our product can be listed as per company guidance.
- Ensure the success inclusion CRRT Machines & Consumable at e-catalogue or tenders.
- Arrange educational session such as Product Presentation to Management for listing, and involve Intensive care Nurse / Doctors as speaker.
- Other projects / tasks those may assign by Direct Superior.
- Obey the health and safety guideline as per guided by Crisis Management team when doing his / her job inside or outside the organization.
- Obey the Fresenius Medical Care Compliance and Company Regulation.
