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- Main Accountabilities:
- Implement the company Commercial Operations strategy to achieve sales, revenue & profit targets and lead the development of strategic lines across market segments, through direct selling or distributors. Monitor prices policy, conditions of sale, expenses budget and manage sales team performance with rigor.
- Manage territory sales managers and Sales Acceleration & Administration team to ensure seamless sales operation with clear understanding of their area of responsibility and game plan.
- Lead the annual sales budget process, the Long Range Plan & sales reports by consolidating sales force country data & forecasts.
- Coordinate with the Marketing Manager the most adequate business approach, by ensuring prioritization of targeted markets / accounts profiles and commercial action for budget revenues achievement.
- Work closely with other departments including marketing, commercial operation excellence, service, supply chain and finance to facilitate execution of sales strategies and processes. Form and lead cross-functional team as necessary to maximize collaboration within the company and solve problems.
- Optimize the sales organization. Participate in the recruitment, selection, development and retention of top sales talent. Manage and develop the sales team by ongoing monitoring & coaching, organizing SBO meetings, implementing relevant sales training according to Sales Capabilities Curriculum and Check & Sell Assessment. Propose variable plan in line with company guidelines.
- Monitor sales forecast / achievement regularly (M/Q/Y’ly) and device action plans for any negative trend.
- Build strong relationships with Key Opinions Leaders and manage national Key Accounts.
- Ensure that market data are routinely and accurately tracked & updated in the customer relationship management tool.
- Ensure that the company quality procedures are followed by sales staff and that the company quality objectives are understood & respected.
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- Typical Studies-Experience, Skills and Qualifications:
3.1 Studies-Experience:
- Bachelor of Science Degree (Medical technology, Life Science, Pharmacy or other relevant area) and double competence in business (Management, Sales, Marketing) appreciated.
- Commercial IVD experience, business to business and/or corporate account sales experience or management, excellent business acumen with excellent sales analysis and number skills.
- 10 + years sales and marketing experience in the relevant market (IVD or medical device) with team management capacity.
3.2 Skills and Qualifications:
- Team leadership in recruitment, engagement, retention & people development.
- Management skills : proficient at coaching the sales teams according to the principle of Effective Sales planning & Sales Platform, ability to analyze sales team performance from multiple angles to guide and motivate the team.
- Good understanding of the company strategy and national management, good Integrated Management System understanding & use. Thorough knowledge of the product lines, market trends & competitors is required.
- Agile in changing environment, being active in proposing adjustments of processes, tools, organizations and policies.
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- Scope and Resources Accountability, Typical Performance Indicators:
- Scope and Resources Accountability: National revenues and gross margin. Operating budget, headcounts, direct/indirect sales, customers portfolio.
- Financial Indicators (revenue, budget, etc.): Budget A/B territory, Budget A/B strategic lines, forecasting accuracy.
- Key Performance Indicators (KPIs): Profitability, margin, contribution; DSO, Market shares, Market Penetration rate, people and organization development.
- Key Contacts (internal/external) and Interfaces: Internal (General Manager, National sales force and ComOps organization) External (Customers, channel partners, KOL, Key Accounts, IVD actors…).
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