Senior Manager, Sales Effectiveness

Objective of the job

This role will have responsibility over the whole sales process within the specified market.

This role is aimed at developing a process of finding and maintaining new customers within the defined market segment, with a view to establishing a strong presence in the market and securing revenues streams for the long term.

• Provide first line management and supervision of the sales & marketing activities of the company’s Customers and Exclusive Distributors (“Distributors”) and customers, in their respective Territories in the assigned Region to such an extent that the Company’s sales & marketing objectives will be achieved.
• Prepare, plan and execute activities towards the accomplishment of the Company’s sales strategic objectives in terms of revenues, average selling prices, and market share per Territory in his Region.
• Direct, guide, supervise and evaluate in his Region the sales performance of the Customers and Distributors in general and the Distributor’s Sales Representatives in particular, according to the articles of the Distributorship Agreement between the Company and the Distributor.
• Actively participate in the Company’s Sales Management team and the Company’s Sales & Marketing Strategy decision‑making process, including participation in regularly held Sales Management Meetings, Sales (Distributor) Meetings and Exhibitions.

Major tasks

Job requirements

The educational background is Bachelors degree, business degree in sales and marketing sales education and training. A plus would be medical education.

As working experience, preferred is three to five years successful medical device sales management.

The Sales Manager must have broad knowledge of and experience in Sales Management and well‑developed communication and leadership skills. He must possess the ability to develop constructive responses to the needs of the Company.

Proficient communication and negotiation skills are essential.

Understands the portfolio of services OrbusNeich offers, how they integrate and are used; understands the technology environment in which OrbusNeich works; understands the major trends and issues that influence the industry; shares knowledge about competitive market conditions; understands market dynamics; understands the portfolio of subjects relating to a given operational function (marketing, finance, human resources, etc).

Knows the requirements of specific customers / markets; understands customer goals, strategies and processes to ensure customer focused decisions; maintains personal involvement with and seeks feedback from customers; keeps resources focused on responding to customer needs; applies customer delight as the ultimate guide in decision‑making.

Focuses on business results and the achievement of objectives (even when faced with obstacles); drives for business results as measured short‑term by revenue growth and profitability and long‑term by customer retention and market share; develops strategies with a strong focus on financial outcomes for the organization; seeks / encourages continuous improvement; acts decisively / with a sense of urgency including when tough decisions are necessary; strives for timely implementation; takes calculated risks; reallocates time / resources quickly in response to changed circumstances

Demonstrates a deep‑seeded need for achievement and excellence; consistently exceeds expectations; perseveres; balances need for power with strong need for accomplishment, achieves this in an independent and objective manner.

Behaves with openness and predictability; maintains consistency between words and actions; consistent values.

Resilient to Stress; keeps a realistic, but optimistic outlook for the future when faced by adversity; accepts the consequences of difficult decisions; learns from mistakes.

The person also must have good analytical skills, excellent in handling and interpreting numbers.

Authorisation level as per applicable procedure

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