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 and ongoing distributor market visits to key accounts.
* 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 and segment the market into sectors to suggest sales targets and stretch goals.
* Establish strong relationships across key sector stakeholders such as MOH management, C-suite decision makers, 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 territory analyses.
* Monitor competition by gathering current marketplace information on pricing, products, delivery schedules, etc.
* Maintain professional and technical knowledge by attending educational workshops and reviewing professional publications.
* Build Omnicell’s image as a leader in providing pharmacy automation solutions by engaging in promotional activities and attending conventions and meetings.
* Support and implement the International sales strategy through collaboration with senior management and peers.
* Make regular contact with a defined range of customers to negotiate deals and maintain effective relationships.
* Strong focus on customer account management to create additional selling opportunities.
* Nominate and target potential new accounts and develop strategies to win business.
* Prepare reports and analyses on key customers for presentation to management.
* Attend sales review meetings and complete required sales updates.
* Make day-to-day decisions regarding work prioritization and deals to ensure efficiency and profitability.
* Exhibit personal leadership behaviors that create a culture based on the organization’s values.
* Work with International and local marketing resources to promote Omnicell products.
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 the International healthcare environment to tailor solutions for 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.
* Relationship building skills 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 the capacity to work effectively remotely.
* Ability to react effectively to rapidly changing scenarios.
* Ability to accept constructive criticism from stakeholders.
* Strong project management skills and ability to prioritize and multitask.
* Sales forecasting based on knowledge within account base and data trend analysis.
* Sales negotiating skills to achieve win goals.
* Ability to balance customer incentivizing and profitability.
* Utilization of CRM systems to monitor performance against targets.
* Intermediate Microsoft Office skills for report generation and presentations.
Work Conditions :
* Willing to travel extensively within the International region (5-10 days a month).
* Potential for overnight stays (up to 40%).
* Home office.
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