National Product Manager | Medical Industry | Johannesburg – Gauteng
Salary: R32K Basic + Benefits
Please Submit: Updated MS Word CV; RFL ALL Employment History Incl Current; Current Salary P/M; Recent semi-professional head and shoulders photograph of yourself- firstname.lastname@example.org
Purpose of Position:
The company wishes to employ a National Product Manager from within the medical devices and equipment sector. The successful incumbent will be based in the Johannesburg branch reporting to the National Divisional Executive (Critical Care, Anaesthetics, Cardiology and Radiology). The Product Manager is actually a business manager in respect of the products for which they are held responsible. This includes responsibility for:
- Acquisition Pricing
- Storage Sales
- Distribution Profits
The successful candidate will be responsible for, but not limited to:
- Clinical Product Specialist
Responsible for training the Company’s sales team on the products in their portfolio being sold and ensuring that all related product information in the portfolio is complete and up to date.
- Being highly proficient and knowledgeable on his/her product range and the clinical factors associated with these products
- Providing end user product application assistance
- Conducting product and application training with the sales team and as required the end users.
- Sourcing comprehensive literature to support his/her product range. Ensuring that this library of clinical information is shared with the sales team and readily available for future referencing.
- Sourcing product and manufacturer certification for validation requirements e.g. Manufacturer, ISO and CE certification; SABS product reports, Certificates of compliance
- Possessing a good knowledge of competitor products and activities. Providing the sales team with a competitor analysis and a proposed strategy to overcome competitor activity in their market, this would include suitable rebuttals.
- Product Strategist and Performance Tracker
FOR NEW PRODUCTS AND RANGE EXPANSION
The Product Manager needs to apply forward vision when considering new products. He/she should have a good understanding of the overall medical supply market. Product Managers should perform a comprehensive market analysis to highlight current and projected market trends – independent of his/her current product ranges.
FOR EXISTING PRODUCTS
The PM needs to strategize for maximum product market effect with the highest sales and GP amount to be realised. In order to achieve this they should conduct and if requested by the Company, present the below:
- Provide on-going viability assessments for existing ranges being sold in his/her product portfolio.
- React accordingly to the results of these viability assessments.
- Provide direction to the sales team in regards to the proposed national product strategy and a way forward.
- Work closely with each region to amend the proposed product strategy to better suit their specific requirements.
- Track the progress made in achieving the goals and objectives as stated in the National Product strategy.
- Amend the strategy if and when on a regular basis
- Identify the successes as well as unexpected setbacks and challenges faced – share this information with the sales and management teams for optimal growth
- Record the stats for referencing purposes in future!
- International and Local Supplier Relations
Aid and assist the National Divisional Executive in regards to the finalisation of the agency agreement.
This participation should include:
- Developing a good working relationship with the Supplier contact/s.
- Actively participating in the establishment, revision and renewal of the company’s Distribution agreement
- Aid and assist the MD in regards to the finalisation of agency agreement
- Ensuring that contact is maintained as per Supplier agreed terms with management
- Clearly identifying the International or Local Supplier expectations of the company
- Providing sufficient local market and activity feedback to the Supplier contact/s.
- Obtaining sufficient International product information and Global trending to be able to share with the local sales team.
- Meeting any budgetary or forecast submissions as stipulated by the Supplier
- Negotiating the product acquisition price to ensure optimal viability of a specific product
- If requested, being open to attending international sales meetings, training sessions or trade congresses
- The retention of copies of all documents relating to the Principals
- Key account and client management
The Product Manager is expected to actively participate in the management and service of Key accounts and clients. These accounts will be handled by Company Management and not the direct sales force. These include:
- Private Health Care Group Head Offices (e.g. Netcare, Mediclinic, Life Healthcare, Hospiformance, Melomed, Private Independents)
- Regional Departments of Health and Tender Boards
- Large Medical Funders (e.g. Discovery Health, Medscheme, etc.)
- Co-traveller and sales support
The Product Manager’s job includes ensuring that the product and marketing efforts support the company’s overall strategy and goals. The Product Manager is expected to co-travel with the sales team regionally. He/she should co travel in each region on a regular basis. The key functions during this co-travel will include:
- Customer visit as required
- Drive sales
- PR sales support
- Assistance with product trialing
- Closing of pending deals
- Territory mapping and guidance – identifying areas of opportunity as well as areas of concern
- Product training and sales person product knowledge assessment
- Imparting comparative National and Global product experiences to the sales per
- Growth and risk assessment on an on-going basis
- Updating regional forecasts and usage volumes
- Addressing any queries raised by the sales person in a productive and helpful manner
- Effective communication
Communication between parties is one of the primary functions of the Product Manager. The PM needs to facilitate open channels of communication between all individuals in the product lifeline. The sharing of knowledge, experience, successes and challenges are vital to optimally grow any product base.
o EXTERNAL COMMUNICATION
- Communication and interaction with the International and Local Suppliers
- Communication and interaction with Clients, Organising committees, etc.
o INTERNAL COMMUNICATION
- Communication and interaction with the Sales team
- Communication and interaction with Regional Management
- Communication and interaction with the company Administration and Logistic teams (Invoicing, Shipping, Stores, deliveries, etc.)
- Communication and interaction with his/her direct line manager
- Communication with HR
The Product Manager is responsible for driving marketing activities, visibility campaign and product messaging.
These functions include:
- Plan and manage the successful execution of quarterly and strategically driven marketing/sales campaigns
- Measure the effectiveness and outcomes of campaigns on a consistent and ongoing basis
- Create user training and ongoing support documentation and facilitate training sessions.
- Ensure the product features and benefits of each product are successfully marketed across all available communications channels.
- Be a true brand and product champion
- Annual preparation and submission for acceptance of a marketing budget
- Ensuring that the sales team has adequate marketing material to support his/her product ranges. This
- would include: Brochures, flyers, wall charts, catalogues etc
- Proposing a minimum of 1x product feature request per quarter to be advertised on the company website
- Requesting amendments to the information listed on the company website to ensure only updated information is displayed
- Requesting amendments to the information listed on the Company Profile to ensure only updated information is displayed
- Attending and participating in local congresses and workshops. Ensuring optimal exposure of his/her products at these events
- Facilitating any additional advertising opportunities that may present, such as a clinical journal advert
- Overseeing any Academic Scholarship prizes or Sponsorships associated with his/her product range or clients
The Product Manager should actively support areas of export growth as required. This will include direct sales through export or sales derived through a sub-distributor.
- Stock Controller
The Product Manager is ultimately responsible for the overall stock holding situation and associated cost of his/her products. Appropriate stock holding is a crucial objective for the consumable Product Manager and he/she is expected to perform the below stock functions:
- Review the Item Valuation Summary Report for his/her products to identify:
- Stock to be ordered from suppliers
- Manage stock forecasting from the sales team
- Overstocked items
- Client backorder situations
- Open indent orders still to be fulfilled by suppliers
- Unit sales for an item over the last 30 days, 90 days and 365 days
- Compile the Indent order requests for stock to be procured from the suppliers
- Strategize to move overstocked items
- Review the Inter-branch stock transfer (IBT) requests to ensure fair placement of stock nationally and optimal backorder supply.
- Track open indent orders with the suppliers to confirm stock manufacturing times and dispatch dates
- Liaise closely with the company’s shipping team to confirm the freight method and lead time. Remain in contact with the shipping team to ensure the ETA is updated regularly.
- Ensure that the sales team are informed of stock availability details and any potential delays.
- Once a shipment is delivered to us, liaise with the stores and GRV (Goods receiving voucher) teams to ensure quick and accurate receipt of the stock.
- Ensure the shipment details and contents are forwarded to the Regions to facilitate the IBT requests.
- Monitor sales volumes to identify sale irregularities and confirm stock patency.
- Ensure items at risk of expiry are given preference for movement off shelves.
- Oversee any stock sampling requests for trialing purposes
- Continuously update the sales rep unit volume forecasts to ensure appropriate stock levels are on order
The Product Manager has a large amount of administrative work – as such he/she is expected to be computer literate and proficient in Windows office programs and knows, understands and uses the company’s systems.
Administrative functions would include, but are not limited to:
- The construction of price files and pricing structures – a keen understanding of the different pricing models in South Africa is vital
- Adhere to the Medical funder expectations by submitting for Nappi codes and processing Discovery Health PIN processes
- Ensure timeous Medical Board and Radiation Control registrations of applicable devices prior to import of items to South Africa
- Adhere to the private group new product load processes
- Assist with Quotations, Assist and or submit with Tender and Contract submissions
- The construction of supporting product material e.g. Journal summaries for a specific product
- Evaluate the sales and unit trends associated with his/her products.
- Prepare and present this information to company management on a quarterly basis
- Present a weekly activity report prior to the week as well as an update for results achieved in the given week
The Product Manager is expected to be a motivated, high calibre individual who understands the business expectations and requirements. He/she should be a good team player, leading by example in terms of time commitment, product knowledge and sales focus. The PM should be approachable, easily contactable and proficient in resolving client, sales team and logistic queries associated with his/her products. He/she must be enthusiastic about their role in the company and committed to growth. At all times the individual needs to respect that they are a direct representative of the company and expected to conduct themselves in a highly professional manner that is always in the best interest of the company.
- Honesty, Accountability
- Reliability, Punctuality
- Presentable, Professional
- Attention to detail
- Team player, Accuracy
- Ability to work well under pressure / frequent interruptions
- Willingness to take responsibility.
- Contributes to team effort by accomplishing related results as needed.
- Self-motivated individual
- Ability to communicate effectively both orally and in writing
QUALIFICATION & SKILLS REQUIRED:
- Matric, Diploma/Degree in related field
- Valid Driver’s license
- Own reliable vehicle
- South African Citizen
- EE Candidates will be first option for this position as per our clients request
Permanent positions with 3 months’ probation, Provident Fund = 10 % paid by the employer after a successful probationary period. Medical Aid for employee on Keycare Plus (Discovery). 15 working days annual leave. December bonus as per the discretion of Executive company management – it is not a definite. Salary for product manager = Basic 32000 + Travel = R5100 + Cellphone allow R1000
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Please Note: Companies may expire jobs at their own discretion. Should you not meet the minimum requirements or hear from us within 3 weeks, please consider your application unsuccessful.