Sales Representative-Smith & Nephew

Overall Summary


The incumbent is responsible for the successful launch, promotion and sales of his/her specific product range to Orthopaedic Surgeons, Hospital Pharmacies. The continuing education in the correct application and usage of these products in the sales territory allocated to the incumbent is paramount.



Key Performance Areas


To attain and exceed targeted sales

To develop and maintain a regular calling pattern and to report accordingly

To ensure that all customers are fully cognisant of the product range

To attend regular ward rounds to give technical advice.

To monitor competitive activity



Key Functions


Is responsible for attaining and exceeding targeted sales for the products to be sold in his/her

area. These products will be promoted and sold to the following outlet types:


Provincial hospitals

Private hospitals

Military hospitals

Other outlets specified by his/her Manager.


Develops a routine calling pattern for all customers within own area as follows:

Theatre operating days
Appointments in rooms
An appointment diary is maintained and continuously updated
A quarterly business plan to ensure coverage of territory is submitted to the Regional Sales Manager and broadly outlines an overall plan to ensure total coverage of all outlets in the forthcoming quarter, with an emphasis on objectives set out by Marketing at the beginning of each quarter.


Is responsible for ensuring that all key customers are fully cognisant of the product range, product users and correct product application:


Calling and detailing in a one-on-one environment
In-service training sessions
Use of audio visual training aids, promotional literature and journal reports.
Practical demonstrations.
Setting up workshops for the training of staff.
Is responsible for drawing up and maintaining details of all customers' names, designations, personal data, as well as details of each call, i.e. date, products discussed, action points, call objectives, etc.


Attends regular ward rounds in the major teaching hospitals to give technical advice, monitor competitive activity and obtain key call leads.


Monitors competitive activity in the market place, submits samples, prices and literature to the

relevant marketing personnel.


Maintains constant awareness of potential new customers and uses for the product range.


Is responsible for maintaining current product knowledge of both Smith & Nephew and

competitive brands.


Identifies various product options in conjunction with his/her Sales Manager, to ensure that

maximum concentration is focused on these outlets across the portfolio.


Monitors and controls clinical assessments of new and existing products once protocols have been approved and authorisation through the correct channels obtained, to ensure that the assessments proceed smoothly and with the objective of having these products coded by the relevant hospital or provincial administration.


Assists with the preparation of, and attends medical congresses as may be directed by his/her

Sales Manager.


Fills out report forms, provided by the company, and submits all reports required to his/her

superior, at communicated times of the month.


Prepares a quarterly activity review and presents this in detail at each cycle meeting.


The incumbent is not authorised to:


Set prices or in any way make changes to the existing price structures.
Commit promotional or other company funds without prior approval.
Issue statements to the press or other media on behalf of the company.
Implement product benefit claims and promotions for indications other than those appropriately authorised.


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Job id : , #69144, 60 views,

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