Market Development Manager

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Company: IMS Group

Location: Toronto, ON M4E 3Y1

Description:

Job Descriptions:
  • Identifies trendsetter ideas by researching industry and related events, publications, and announcements; tracks individual contributors and their accomplishments.
  • Locates or proposes potential business deals by contacting potential partners; discovers and explores opportunities.
  • Screens potential business deals by analyzing market strategies, deal requirements, potential, and financials; evaluates options; and resolves internal priorities.
  • Develops negotiating strategies and positions by studying integration of new venture with company strategies and operations, examines risks and potentials; and estimates needs and goals.
  • Closes new business deals by coordinating requirements; develops and negotiates contracts; and integrates contract requirements with business operations.
  • Establishes and maintains close relationships with new clients and existing accounts by:
    • Meeting regularly with clients and accounts to present and demonstrate company products and to explain their benefits.
    • Identifying potential customers and introducing them to the products offered by the company.
    • Maintaining contacts with clients to monitor their satisfaction with products.
    • Identifying opportunities to improve customer satisfaction with products.
    • Preparing customized drawings for clients needing custom kits or manifolds.
    • Preparing and submitting pricing contracts to clients for products.
    • Following up with clients to identify opportunities to increase sales volume and profitability.
    • Resolving problems with clients regarding manufacturing or delivery problems.
  • Coordinates marketing and sales staff to ensure that the right products are shipped to customers on a timely basis and in the amount required, to stay informed about new products provided by the company, and to provide feedback from customers about product needs and possible innovations.
  • Makes decisions within approved authorization limits regarding product pricing to optimize sales volume and profitability.
  • Prepares reports summarizing sales results achieved, contacts made, needs for change in products and suggestions for improvement in company procedures.
  • Participates in a variety of sales training and planning meetings to learn about new products and marketing promotions, and to share information about sales goals.
  • Maintains a high level of knowledge about the company and competitor products and their advantages and disadvantages.
  • Sets and achieves personal performance goals for sales volume, new contacts made, new client sales and other related sales results achieved.
  • Participates as a member of the company sales team to improve company's ability to increase market share by identifying ways to increase product quality and customer satisfaction.
  • Travels by car, airplane, bus, etc. to perform sales duties with clients.
  • Performs a variety of other related duties, as required.


Job Requirements:
  • Education and/or experience equivalent to a related Bachelor's Degree.
  • A minimum of five years of direct sales experience, preferably in selling medical products.
  • Ability to communicate effectively with and to understand the needs of others in a sales relationship.
  • A high degree of personal motivation and drive to achieve personal and professional goals.
  • Excellent oral presentation skills and the ability to think quickly to apply facts in analyzing a problem and explaining that answer to a group of medical technicians and clinicians.
  • Ability to learn the usage of medical equipment and to identify and explain possible improvements in usage.
  • Ability to work effectively as a team member to achieve organization goals.
  • Ability to utilize business mathematics to figure percentages, prepare financial and sales information.
  • A high degree of personal organization skills, including the ability to record and report information and to document work performed.
  • Ability to work independently with a minimum of supervision.
  • Ability to travel extensively and work long hours to achieve goals, as required.
  • Excellent driving record with no driving accidents in the past three years or no more than one driving ticket in the last three years.
  • Demonstrated computer skills preferably spreadsheets, word processing, database and other applicable software programs.

COMPETENCIES
  • New client establishment/existing account maintenance
  • Product demonstration
  • Customer service
  • Customized drawing preparation
  • Pricing contract preparation/submittal
  • Problem solving
  • Product pricing decision making
  • Sales reports
  • Product knowledge
  • Goal setting/achievement

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