Descripción del trabajo
Regional Sales Manager – Spain and LATAM
Reports to : Commercial Director, Growth Markets
Essential Functions :
* Deliver defined territory bookings and revenue targets through portraying strong closing skills and efficient commercial execution.
* Manage Sales Funnel by executing on open leads from level 1 through 6, increasing the funnel size through new leads and reflect all activities in SFDC. Maintain a healthy funnel by cleaning inactive deals and adding new ones to achieve the hit rate needed to make quarterly plan.
* Live Omnicell’s customer intimacy philosophy by building relationships with Hospital/Retail Pharmacists and other influencers and decision makers to understand their business and requirements.
* Manage Distributor relationships across territory, including Annual Sales Quota commitment with quarterly performance management, distributor team training, ongoing distributor market visits to key accounts, and building a relationship of transparency and partnership values.
* Build meaningful quarterly MBOs that stretch the status quo towards the short-term and long-term strategic objectives of the business.
* Obtain full access to market size data, segment the market into sectors, quantify the opportunity to Omnicell business, and prioritize resources to suggest sales targets and stretch goals.
* Establish strong relationships with key sector stakeholders such as MOH management, C-suite decision makers, regulators, and industry influencers.
* Lead tender responses within territory to ensure delivery on time and to a high standard.
* Establish new accounts by planning and organizing daily work schedule to call on existing or potential sales.
* Focus sales efforts by studying existing and potential volume on each product of the portfolio in the territory.
* Keeps management informed by submitting activity and results reports, such as weekly work plans, and monthly and annual territory analyses.
* Monitor competition by gathering current marketplace information on pricing, products, new products, delivery schedules, and merchandising techniques.
* Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional events.
* Build Omnicell’s image as a leader in providing pharmacy automation solutions by engaging in promotional activities and attending conventions, meetings, and symposiums as assigned.
* Support and implement the International sales strategy through collaboration with senior management and peers, understanding current business conditions, and resource availability.
* Make regular contact with a defined range of customers in the region to negotiate deals and maintain effective relationships to ensure sales and profit goals are met.
* Strong focus on customer account management to create additional selling opportunities to increase growth.
* Nominate and target potential new accounts. Develop and execute strategy to win business and achieve company goals in the territory.
* Prepare reports and analyses on key customers for presentation to management to guide strategic and tactical decisions.
* Attend sales review meetings and complete required sales updates to facilitate information and idea exchange within the sales team.
* Make day-to-day decisions regarding work prioritization, deals/bids, and services offered to ensure efficiency and profitability.
* Exhibit personal leadership behaviors that create a culture based on organizational values where customer intimacy is first, quality is a way of life, and mutual respect is enjoyed by all staff members.
* Work with International and local marketing resources to promote Omnicell products within nominated accounts.
Required Knowledge and Skills :
* Minimum 5-8 years of sales experience in Healthcare/medical device environment (equipment/software).
* Fluent in Spanish & English.
* Deep understanding of International healthcare environment to tailor suitable solutions in medication management.
* Experience in compiling and responding to tender requests.
* Strategic thinking and planning to implement the sales strategy.
* Ability to effectively interface and communicate with multiple constituents, including senior management, customers, consultants, vendors, and employees of all levels.
* Relationship building skills: Ability to collaborate and build meaningful relationships based on trust and mutual respect.
* Ability to close deals that turn into repeat business.
* Strong written and verbal communication skills.
* Highly self-motivated with capacity to work effectively remotely.
* Ability to react effectively to rapidly changing scenarios within a day’s work.
* Ability to accept constructive criticism from stakeholders.
* Strong project management skills: Ability to prioritize, time manage, and multitask.
* Sales Forecasting: Ability to forecast based on knowledge within account base and data trend analysis.
* Sales Negotiating: Knowledge of intricacies of proposals and contracts to achieve win goals.
* Customer Relationship Management/Customer Data Management (CRM) systems utilization to monitor performance against targets and generate reports.
* Microsoft Office skills (Outlook, Word, Excel, PowerPoint) for report generation and general communications.
Work Conditions :
* Willing to travel extensively within International region (5-10 days a month).
* Potential for overnight stays (up to 40%).
* Home office.
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