Territory Sales Assistant

PURPOSE AND SCOPE:

Responsible for assisting the territory with marketing, educating, promoting and selling Fresenius Vascular Care services to dialysis clinics, Medical Directors, nephrologists and other pertinent members of the medical community in an assigned territory.  They work closely with the Territory Managers and Clinical Specialist.  Supports FMCNA's mission, vision, core values and customer service philosophy.  Adheres to the FMCNA Compliance Program, including following all regulatory and FMS policy requirements.

PRINCIPAL DUTIES AND RESPONSIBILITIES:

Provides sales and relationship support to an assigned FVC territory or territories working in conjunction with the FVC Territory Sales Manager / FVC Senior Territory Sales Manager / Clinical Specialist, or Regional Director of Sales identifying new accounts for Fresenius Vascular Care services to generate revenue. Establish and maintains a close relationship with current user accounts/customers, and researches the local physician market to identify potential candidates/customers for FVC services making the necessary sales calls to these potential customers under the direction of the Regional Director of Sales & Marketing to grow the number of patient procedures performed at the FVC ambulatory centers.  A Territory Manager or Senior Territory Manager should be assigned as a mentor during initial training.

• Maintains knowledge of the vascular care business and services programs provided by FVC as well as the competitors in the local market:

  • Understanding of current procedure referral volumes by clinic / nephrologist / physician (for diversified procedures) and assist with the execution of the Strategic Plan.

  • Identification of new potential customers/accounts in the territory, and work with the team to gain referrals.

  • Identifies customers' (both new and current) needs to present the competitive advantages of working with FVC to meet those needs.

  • Contacts the prospective clients/accounts via onsite visits utilizing sales techniques and presentations to inform them of the range of services provided by FVC. Meet and review the strategic sales account plan with the Territory Manager on a continuous basis to ensure alignment with business goals and objectives.

• Maintains an understanding and knowledge of the local market to monitor and quickly reacts to changes which may impact the company and the patient services provided.  Provides regular updates utilizing the Salesforce program and communication regarding program status, customer service issues, and barriers and obstacles related to and affecting referrals for FVC services to the applicable management level as appropriate. 

• Acts as the customer relations contact and liaison between the dialysis clinics, specialty clinics and the FVC Center

• Ensures high post-sales satisfaction, facilitating long-term relationships and high potential for repeat business through regular visits and frequent communication with clinics and hospitals referring patients for FVC services.  Addresses any concerns they may have regarding all phases of the process - following up with the Territory Manager to ensure that any and all issues have been resolved. 

• Assists and collaborates with marketing department:

  • Maintains current approved marketing and promotional materials for use in sales presentations for patient education programs. 

  • Complies, sorts, and distributes reports to share with the Territory Manager/ Clinical Specialist reflecting the procedures done in the access center for the Hemodialysis Clinic Patients or other MDs and HCPs for diversified procedures ensuring proper coverage is maintained in the marketplace. This is added value for the clinics utilizing our services. 

  • Assists the Territory/Clinical Specialist with patient focused programs in the Hemodialysis clinics distributing approved patient information and services of FVC. 

  • Attends and assists with ESRD network, local and regional ANNA/ NANT, and FVC center educational programs developed to promote referrals to FVC centers or brand services.

• Maintains Salesforce documentation regarding daily activities and initiatives for weekly review with Territory Manager/ Clinical Specialist, and Regional Director of Sales and Marketing.

• Participates in professional development opportunities to ensure development of skills and industry and field knowledge, utilizing the acquired expertise and knowledge to accomplish goals and objectives for position.

• Maintains and updates customer relationship management (CRM) tool for account records and activity reporting as directed by management.  Checks and responds to e-mails within 2 working days.

• Other duties as assigned. 

Additional responsibilities may include focus on one or more departments or locations.  See applicable addendum for department or location specific functions.

PHYSICAL DEMANDS AND WORKING CONDITIONS:

• The physical demands and work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.   
• Significant travel (up to 50%) within the assigned geography/region is required.

SUPERVISION:

• None

EDUCATION:

• Bachelor's degree required or an equivalent combination of education and experience

EXPERIENCE AND REQUIRED SKILLS:

• 0-2 years sales experience or an equivalent combination of education and experience.  Vascular Care related experience preferred.
• Excellent communication skills - written and oral, - strong work ethic - with ability to communicate to all levels of personnel 
• Excellent customer service, organizational, interpersonal skills and professional appearance required.
• Detail oriented
• Good computer skills required with sound knowledge of Microsoft Office applications- Word, Excel, PowerPoint, and Lotus Notes.
• Must be able to drive to various sites.

Fresenius Medical Care maintains a drug-free workplace in accordance with applicable federal and state laws.