Annemi Stone
Stellenbosch
Summary
Regional Sales Manager with a demonstrated history of working in the medical device industry. Proven Technical ability and in-depth knowledge of products and application within the clinical environment. Motivated and driven to deliver positive results and build long-term relationships.
Overview
15
15
years of professional experience
Work History
Regional Sales Manager
Zimmer Biomet
05.2024 - Current
- Commit to the highest patient safety and quality standards in products and services and to world-class integrity and ethical business practices.
- Create and deliver strategic sales business plans for the Territory by gathering market intelligence for tactical decision-making.
- Ensure the achievement of all sales, market share growth and financial business targets through effective leadership, strategic planning and partnering with Marketing to ensure accurate forecasting.
- Assist in sales forecasting by analyzing historical data and market trends.
- Contribute to the development of sales plans and strategies based on data-driven insights.
- Build and maintain excellent customer, colleague, key stakeholders and thought leader relationships.
- Identify and implement innovative customer centric solutions to proactively recognise market trends, risks and opportunities.
- Effectively complete and provide sales reporting and develop budgets in collaboration with Commercial Excellence
- Lead the Territory Sales Team with vision, nurturing talent, coaching for performance and addressing any performance concerns proactively.
- Be an agile, facilitator of change, innovating, leading and engaging as a role model with Company change programmes.
- Represent the Company in the highest professional manner and always adhere to Company policies.
- Strictly adhere to all laws and Zimmer Biomet policies and SOPs regarding the interaction with HCP’s (Health Care Professionals), product handling and complaints, expense reporting, sales activities and training.
Sales Executive - Arthroplasty
Zimmer Biomet
07.2023 - 04.2024
- Share in the commitment to providing mobility and renewed life to people around the world
- Builds strong relationships with key Surgeons in the given area, while able to cover orthopedic procedures with clinical proficiency and business acumen
- Clinical support all robotic assisted procedures using ROSA system
- Product demonstration and training for orthopaedic surgeons, registrars
- Product workshops for theatre nursing staff
- Responsible for attaining sales goals and objectives through the creation and execution of a sales plan in the assigned area
- Drive sales growth through communication and in-person interactions with current and prospective customers regarding Zimmer Biomet products
- Manages and tracks customer sales activity, achieves sales targets and reports on sales
- Work independently as well as part of a team to fulfill all assigned responsibilities
- Strictly adheres to all laws and Zimmer Biomet policies and SOPs regarding the interaction with HCPs (Health Care Professionals), product handling and complaints, expense reporting, sales activities, and training.
Senior Arthoplasty Sales Consultant
Corin SA (Pty) Ltd
11.2015 - 06.2023
- Medical device sales, specializing in Joint reconstruction sales
- Agent for pulse lavage, sawblades, cement and cement mixing systems
- Identify, develop and manage new business in private and state healthcare facilities
- Key account management - Retain top customers and nurture these key relationships over time
- Become a strategic partner and advisor to the customer, discovering new opportunities to work together for mutual benefit
- Focused on establishing relationships with all levels of personnel, including surgeons, scrub techs, nurses, theatre managers, stock controllers, and CSSD staff
- Strategic thinking and provide ongoing field intelligence
- Develop territory business plans in line with business strategy
- Technical assistance in the clinical environment
- Product demonstration and training for orthopaedic surgeons, registrars
- Product workshops for theatre nursing staff
- In-house product and procedure training and mentoring for new representatives
- In-house training on products and instrument sets for cssd staff on an ongoing basis
- Senior specialist in robotics for knee arthroplasty surgery
- Work independently as well as part of a team to fulfill all assigned responsibilities
- Strong administration, verbal, and written communication skills
- Developed and implemented an effective sales strategy that increased sales by 5-10% year on year in the assigned region.
Sales Representative
Depuy Synthes
09.2012 - 03.2015
- Medical device sales, specializing in Arthroplasty (Orthopaedics)
- Identify, develop and manage new & existing business relationships in Private and State healthcare facilities
- Engage with Product managers and Senior management to develop territory business plans in line with business strategy
- Technical assistance in clinical environment
- Product demonstration and training, engaging with orthopaedic surgeons, registrars and OR nursing staff
- Sales targets consistently met
- Excel in a self-managed capacity as well as part of a team
- Strong administration and communication skills
- Product training, mentoring and training of newer team members.
Sales Executive
Marcus Medical
01.2012 - 08.2012
- Medical device sales representative responsible for calling on Gynecology / Urology client base
- Promote and sell minimally invasive treatment all performed in Surgery (AMS products)
- Promote and sell Retractor systems for all types of surgery (Omani-tract Surgical)
- Monitor consignment stock at hospitals
- Build and Maintain relationships with key hospital personal such as Theatre Matrons, scrub sisters, hospital stock controllers
- Assist in theatre and Scrub for complex cases
- Achieve monthly and quarterly budgets for AMS and Omni-Tract surgical portfolios
- Report to a Divisional Manager based in Johannesburg.
Clinical Support Specialist
DePuy Orthopaedics
06.2010 - 11.2011
- Build strong ethical business relationships with customers to ensure usage of our products and gain greater market share (Orthopaedic Surgeons)
- Introduce new products to hospitals and providing a first class service to orthopaedic consultants and nursing staff regarding all products and surgical techniques
- Ensure a seamless supply to customers including training and supporting the theatre team to ensure operations proceeds smoothly and successfully
- 75% of time is spend in theatre during procedures (Especially during complex cases to assist in choosing the right product and combinations for the specific case)
- Identify customer education needs and provide support through both in house training and external training meetings
- As part of Professional Education for customers, I Initiate, plan and organise OrthoAcademy for nurses (Training events)
- Responsible for Inventory management
- Maintain market share in existing accounts held as majority of responsibility
- Complete all administrative tasks punctual and accurate within given deadlines
- Attend local and National meetings to promote and support products.
Rehabilitation Case Manager - Minor Injury Services
Health and Case Management Limited
08.2009 - 06.2010
- Deliver case management services to meet high standards of clinical decision making and achieve the best possible outcome for customers
- Planning, co-ordination and monitoring of an individual's rehabilitation
- Liaising with service providers (Physiotherapy networks), consultants (Specialists), their secretaries and hospitals on daily basis
- Manage an active caseload (160+ currently)
- Maintain regular and effective contact with insurer (Aviva Health UK), customers and other key parties involved in the rehabilitation process by telephone and in writing
- Work in line with agreed service standards and time frames and meeting targets as specified in reviews (Monthly reviews and file audits).
Education
Integrity Selling -
Integrity Solutions
01.2015
BTEC Professional Certificate - Orthopaedic Implant Science - undefined
DePuy International (Edexcel)
12.2010
Specialized Holistic Massage Diploma -
Healing Hands International Massage Academy
12.2008
Bachelor of Science -
University of Zululand
Empangeni, KZN12.2004
BA - Human Movement Science - Human Movement Science
University of Pretoria
Pretoria, GP12.2003
Skills
- Business development and planning
- Sales Leadership
- Product Knowledge
- Medical Devices
- Strategic Thinking
- Business Strategy
- Communication Skills
- Presentation Skills
Languages
Afrikaans
English
References
References available upon request
Timeline
Regional Sales Manager
Zimmer Biomet
05.2024 - Current
Sales Executive - Arthroplasty
Zimmer Biomet
07.2023 - 04.2024
Senior Arthoplasty Sales Consultant
Corin SA (Pty) Ltd
11.2015 - 06.2023
Sales Representative
Depuy Synthes
09.2012 - 03.2015
Sales Executive
Marcus Medical
01.2012 - 08.2012
Clinical Support Specialist
DePuy Orthopaedics
06.2010 - 11.2011
Rehabilitation Case Manager - Minor Injury Services
Health and Case Management Limited
08.2009 - 06.2010
Integrity Selling -
Integrity Solutions
BTEC Professional Certificate - Orthopaedic Implant Science - undefined
DePuy International (Edexcel)
Specialized Holistic Massage Diploma -
Healing Hands International Massage Academy
Bachelor of Science -
University of Zululand
BA - Human Movement Science - Human Movement Science
University of Pretoria
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