Vitalaire Clinical Sales Consultant

**Company presentation**
A world leader in gases, technologies and services for Industry and Health, Air Liquide is present in **78 countries** with approximately 64,500 employees and serves more than 3.8 million customers and patients. Oxygen, nitrogen and hydrogen are essential small molecules for life, matter and energy. They embody Air Liquide’s scientific territory and have been at the core of the company’s activities since its creation in 1902.

Air Liquide’s ambition is to be a leader in its industry, deliver long term performance and contribute to sustainability - with a strong commitment to climate change and energy transition at the heart of its strategy.
**Entity and activity description**
Sales Consultant is accountable for managing customer relationships to ensure customers receive value and Return on Investment from VitalAire products and services. Recognising opportunities for cross-selling and up-selling through regular contact, including face to face visits, and monitoring of Customer needs.
**Missions and Responsibilities**
- Identifying opportunities and setting up meetings with other divisions and/ or stakeholders in current customer accounts. To educate and inform the doctors about VitalAire services, products and equipment. To manage target areas and arrange appointments. Organise group training with doctors and nursing staff and administration regarding marketing and sales documentation. Monitoring of customer performance and report back to the prescribing doctors. To create interest in the product and ensure sales
- Manage own territory, ability to travel country trips and monitor and research development and changes in assigned territories. Engage in continuous learnings to exhibit a thorough understanding of VA products and solutions. Monitoring of customer performance and report back to the prescribing doctors. Resolve complaints about products & services and provide after sales follow up to ensure excellent standard of service.
- Acting as a strategic advisor to all appropriate stakeholders within a customer account through continued research and detailed analysis to understand and anticipate customer needs. Following up and monitoring customer queries and complaints through effective interdepartmental communication to ensure timeous resolution. Establishing open communication channels between the customer and relevant departments within VA to ensure customer satisfaction. Prospecting on a consistent basis through cold calling, customer referrals and networking to obtain appointments with appropriate stakeholders
- Conducting effective preparation for appointments and engaging in continuous research on customer needs and options, current market position, Industry opportunities and challenges. Setting-up meetings with prospective customers to diagnose needs, create value and present solution offerings. Ensures profitability for VA and effective service delivery to customers.
- Contributing to monthly sales related reports and tracking sales performance against targets. Engaging in consistent research to build a thorough knowledge and understanding of territory, current industry, market and competitor trends and developments.

**Competencies and Profile**
Educational requirements**
- Sales and Marketing Degree/Diploma
- Matric (Senior Certificate)

**Experience**
- 3 to 4 years previous sales experience in medical field
- Valid driver's license

**Knowledge and Know-how specific to the job**
- Operate autonomously
- Knowledge of strategic prospecting through cold calling, referrals and networking
- Knowledge of a consultative and diagnostic sales process
- Business acumen including knowledge of business sectors, current market and industry status
- Knowledge of new business development
- Knowledge of account management and post-sale relationship management
- Strong negotiation skills

**OTHER COMPETENCIES**
- **Initiating Action -** Taking prompt action to accomplish work goals; taking action to achieve results beyond what is required; being proactive
- **Managing personal efficiency**:

- manage competing priorities in a challenging environment, minimizing non-value-added complexity or paradox.
- **Promoting and Achieving Safety** - responsibility to ensure that Safety and Security are seen as imperatives for the Group
- **Performance and Responsibility** - action to manage all changes or to mitigate the uncertainties occurring as a result of change to achieve the Group's objectives.
- **Decision Making -** analyze and summarize information including value-added suggestions from others to develop optimal solutions.
- **Customer Orientation -** recognize and analyze the customers’ needs, expectations and priorities and propose valuable, reliable, and competitive solutions
- **Adaptable** - Maintaining effectiveness when experiencing major changes in work responsibilities or environment (e.g., people, processes, structure, or culture); adjusting effectively to change by expl