Anel Kerr
National Sales And Marketing Manager
Johannsburg,GP
Summary
I am an enthusiastic Sales and Marketing Manager offering 18 years of experience in developing and maximizing surgical sales. I am diligent in building and retaining accounts by providing support and attentive service. I have excellent relationships with customers and take pride in offering loyal service to them. I have expertise in marketing strategies, product promotion and training to achieve market penetration. I came to love training over the years, and I am eager to lead, train and mentor the sales team to achieve their budgets and grow their potential.
Overview
6
6
years of post-secondary education
27
27
years of professional experience
Work History
Sales and Marketing Manager
Surgical Innovations
Johannesburg
06.2018 - Current
- Managing and motivating the sales team with regards to sales, training and development.
- Developed positive, performance-based internal sales and marketing culture to include mentoring staff.
- Helped sales and marketing team members to continuously improve product knowledge, skill set and career-building potential
- Training the sales team on anatomy and physiology, procedures and sales techniques.
- Developing training manuals for the team
- Organizing training workshops with customers via live stream cases, virtual training, pig labs, cadaver labs and one-on-one proctoring workshops.
- Organize training from international suppliers for the sales team and customers.
- Manage 7 different international suppliers and their product portfolios.
- Manage product registrations, budgets, commissions and expenses of the division.
- Researching and evaluating new possible products for the division from different suppliers.
- Traveling to all regions to assist sales staff and customers in the field with training and support.
- Attending international training sessions from suppliers.
- Attend congresses and workshops.
- Cultivated and maintained strategic alliances with key partners and suppliers
- Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals.
Sales and Marketing manager
Babcock Healthcare
Johannesburg
02.2016 - 05.2018
- Managing reps in the field countrywide -
- Training of all reps – sales, product, anatomy, procedures, integrity sales skills -
- Organizing and attending workshops - Attending congresses and entertaining customers - Competitor intelligence and market trends
- Trialing new products in the field and identifying new Opportunities.
- Support and train surgeons on new procedures/products, liaising with international surgeons with regards to workshops and training.
- Apply for Nappi codes, and liaise with Private hospital groups and medical funders with regards to price, and getting products in formulary/tender.
- Doing forecasts for 6 different products groups, liaising with international partners monthly on support, feedback and needs.
- Setting budgets, reviews on revenue, losses, margins and achievements quarterly and yearly.
- Having weekly meeting with sales reps about where they are with regards to sales, and how they need to work smart and where they need to focus, helping them to plan.
Senior Sales Specialist
Surgical Innovations
Johannesburg
10.2010 - 12.2015
- Selling of Laparoscopic and open surgery products to general surgeons and gynecologists Training hospital staff on products
- Attending workshops and training courses
- Working with surgeons on their training needs and helping them to achieve needs - Escorting surgeons to training abroad and local
- Training of reps in the field and on products/procedures
- Achieved and exceeded sales goals for consecutive years
- Reported sales data to upper management as directed.
- Studied product and local markets to adjust sales pitches and adapt strategies for optimized sales.
- Provided exceptional customer service to foster client loyalty and satisfaction.
- Maximized sales through effective client relationship development, resulting in consistently exceeding sales budget
- Showcased product features to customers and discussed technical details to overcome objections and lock in sales.
Surgical Sales Representative
Ethicon-Endosurgery SA
Johannesburg
02.2006 - 09.2010
- Selling of endoscopic and open surgery products: ports, instruments, stapling, Harmonic scalpel
- Building and maintaining customer relationships
- Training and in-servicing hospital staff on products
- Handling and controlling stock and consignment
- Controlling expenses
- Safe Fleet management
- Attending congresses and workshops
- Training of doctors in skills lab Midrand – suturing, dry and wet lab
- Training of reps in the field
- Basic surgical skills courses at Jhb General with registrars
- Organizing and conducting stock controller/scrub sister workshops, training them on products
- Organizing and conducting CME’s with doctors.
- Met with existing customers and prospects to discuss business needs and recommend optimal solutions.
- Product launches specifically and successfully towards customers to meet business objectives and support customer relations.
- Exceeded sales goals, increased revenue and facilitated sales.
- Managed business development initiatives by developing impactful customer relationships
- Reached out to customers after completed sales to evaluate satisfaction and determine immediate service requirements.
- Recommended accurate and effective solutions to customers after identifying problems.
Medical Sales representative
3M
Durban, KZN
07.2003 - 02.2006
- Achievement of sales targets every year
- Budget management
- Selling of products and services
- Building and maintaining customer relationships
- Sourcing of new customers and prospects
- Training of hospital staff on products
- Implementation of client retention strategies
- Handling of customer queries and complaints
- Attending of congresses and workshops
- Working closely with hospital managers, stock controllers and unit managers to trial products, following the chain of command.
- Trialing new products with surgeons.
- Penetrated new territories, successfully establishing relationships with customers in KZN area
- Maintained routine communication with clients to assess overall satisfaction, resolve complaints and promote new offerings.
- Developed and utilized reports to assist leadership with key decisions and outperformance of operational targets.
Sales representative
Cerdak Wound Care Company
Durban
01.2003 - 06.2003
- Introducing a new wound care product into the market
- Building of relationships with customers
- Attending congresses/wound care workshops
- Prospecting.
Social Work Officer
SANDF
Durban
01.1991 - 12.1999
- Therapy with soldiers and families on all problems
- Liaison with officers commanding about problems in teams, soldiers/families
- Facilitation between management and workers
- Post traumatic stress treatment with deployed soldiers
- Life skill courses.
- Developed Functional Behavioral Assessment and Positive Behavioral Intervention Plan to identify cause of problem behavior, formulate strategies to address behavior and teach new behavioral skills.
- Attended hours of conferences and training courses to advance professional knowledge of social work.
- Developed and facilitated goal-oriented psycho-education and therapy groups to improve soldiers' quality of life.
- Helped clients develop new coping mechanisms and techniques to drive behavior modification.
- Offered therapeutic services and crises intervention to emotionally disturbed soldiers and their families
- Formulated treatment plan strategies with multidisciplinary teams to provide comprehensive and continuous care plan.
- Facilitated family therapy sessions between children, caregivers and siblings to remediate conflict and build healthy relationships.
- Interviewed clients, families or groups to assess situations, limitations and issues and implement services to address needs.
Education
Bachelor of Arts - Social Work
University of Pretoria
Pretoria 01.1987 - 12.1990
Master of Arts - Social Work
UNISA
Pretoria 01.1996 - 12.1997
Skills
Territory Management
New Business Development
Sales Reporting
Strategic account development
Coaching and mentoring
Sales processes
Sales presentations
Solution selling
Business development and planning
Business growth and retention
Rapport and relationship building
[Type] sales techniques
Accomplishments
- Integrity Honesty Trustworthy Loyal Assertive EnergeticSelf motivatorInnovativeIndependent Works well in a teamAbility to adapt to change Leadership skillsExcellent interpersonal relationship skills CHARACTER REFERENCES: Byron Brönn: Operations Manager: Surgical Innovations - Ascendis Medical 071 686 4376 Dale Goosen: New Product Development: Ascendis Medical 083 227 6773 Jana van der Merwe: Sales Specialist Mindray RCA Ascendis Medical 066.
Additional Information
- PERSONAL DETAILS:Name: Anel KerrID No: 680816
Timeline
Sales and Marketing Manager
Surgical Innovations
06.2018 - Current
Sales and Marketing manager
Babcock Healthcare
02.2016 - 05.2018
Senior Sales Specialist
Surgical Innovations
10.2010 - 12.2015
Surgical Sales Representative
Ethicon-Endosurgery SA
02.2006 - 09.2010
Medical Sales representative
3M
07.2003 - 02.2006
Sales representative
Cerdak Wound Care Company
01.2003 - 06.2003
Master of Arts - Social Work
UNISA
01.1996 - 12.1997
Social Work Officer
SANDF
01.1991 - 12.1999
Bachelor of Arts - Social Work
University of Pretoria
01.1987 - 12.1990