Job Brief
Medical Sales Representative at HORTEN MEDICAL PTY LTD
Nature of the Employment: Full Time
Working Hours: 38 hours/week
Salary Range excluding Superannuation (AUD): 77,000 – 85,000 AUD
Location of Employment: 701-703 Parramatta Rd Leichhardt NSW 2040 Australia
Business Website: https://hortenmedical.com.au/
About the Business
Horten Medical was founded in Australia in 2005. Our medical devices are supplied throughout Hospitals and Day Surgeries around Australia. Horten Medical places focus on Surgical, Endoscopy, and Hematology. We work closely with Surgeons, Nurse Unit Managers & Theatre staff. We proudly have ISO 9001 and ISO 13485 certification for our operations.
Core Responsibilities
* Strategic Market Mapping: Systematically identify, qualify, and segment prospective clinical accounts (e.g., surgical centers, private hospitals, specialist clinics) using industry databases and referral networks to build a robust sales pipeline.
* Clinical Competency & Advocacy: Maintain expert‐level, up‐to‐date knowledge of all Horten Medical's product portfolio (e.g., specific surgical devices or diagnostic consumables), competitor technology, and evolving clinical best practices to position our solutions effectively.
* Stakeholder Engagement & Territory Management: Conduct scheduled visits with key Clinical Decision Makers (surgeons, nurses, procurement leads) within the assigned territory to identify clinical needs and demonstrate the value proposition of Horten Medical's products.
* Needs Assessment & Solution Design: Perform in-depth assessments of facility workflows and clinical challenges, then recommend tailored product solutions that improve patient outcomes and reduce procedural time.
* Market Intelligence Reporting: Actively monitor customer feedback, observe competitor technology implementations, and track changes in hospital procurement processes, providing timely, actionable Market Intelligence Reports to the Company Director.
* Commercial Negotiation & Compliance: Structure, quote, and negotiate supply agreements within company guidelines, ensuring all sales contracts and purchase orders adhere to relevant TGA compliance and procurement standards.
* Product Implementation Support: Coordinate the timely delivery and initial in‐service training for new devices or consumables, ensuring clinical staff are fully proficient in product use immediately following installation.
* Performance Metrics & Forecasting: Accurately track weekly and monthly sales performance against targets, generating detailed reports and providing realistic forecasts for upcoming quarterly revenue.
* Post‐Sale Clinical Support: Proactively follow up with clinical end‐users post‐implementation to verify satisfaction, troubleshoot technical issues, and address any ongoing questions to ensure maximum product utilisation and client retention.
* Administrative Excellence: Meticulously maintain a comprehensive record of all client interactions, sales activities, and business expenses using the designated system and submit expense reports on time.
Requirements and Skills Needed
* At least 2‐3 year experience selling medical equipment in the B2B sector
* Relevant tertiary qualification will be considered
* The ability to move beyond simple product features and demonstrate clinical workflow efficiencies to hospital management.
* Expertise in managing contract terms with hospital procurement departments (often involving tenders).
* Proficient in sales forecasting, pipeline management, and activity logging.
* Demonstrated ability to quickly learn the mechanical and clinical function of complex medical devices (e.g., surgical equipment) and effectively conduct hands‐on training for nurses, technicians, and surgeons in a live clinical setting.
* Exceptional ability to translate technical specifications and clinical data into clear, persuasive language for diverse audiences, from laypersons to senior clinicians.
* Proven ability to build strong, consultative relationships with multiple, often competing, internal stakeholders (e.g., surgeons, RNs, Supply Chain, and Hospital Administration).
* High degree of self‐discipline, goal orientation, and the resilience to handle long sales cycles and manage rejection typical in the procurement process.
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