Eamer Cluster Sales Manager

1 mese fa

Genova, Italia Carestream Health A tempo pieno

**Date**:Aug 25, 2023

**Location**: Genova, GO, IT

**Company**:Carestream Health

**_Innovation that sparks imagination. Continue on to your next challenge with us._**

At Carestream, we offer a global perspective and a world of opportunities for people who have the desire to make a positive impact. Join our global team of 3,000+ professionals

**Position Summary**:
The EAMER Sales Manager manages a regional team of direct and indirect sales and specialists and is responsible for growing the company’s Consumables (including services) business for the region. The role has full P&L responsibility for the Consumables portfolio including Medical & Dental Film, CR, Injectors and the relevant Sales enablers (Detectors). This is the key leadership position in the region for maintaining and developing our consumable market share and brand, based on selling, marketing and operational excellence. It requires the direct management of a broad cross section of sales and indirect management of service personnel, of other internal stakeholders and external channel partners.

It requires one to set the regional vision and drive integrated sales and marketing strategies for commercial success across product lines and design the optimal Go to Market strategy based on country and region market segmentation and act as role model to ensure ethical business practices are maintained by sales teams and channel partners. The role would also partner with global business leaders to optimize sales, service, and customer support and manage a team of Channel Managers, Business Development Managers and Product Specialists to drive sales in region. Additionally, the role would need to collaborate with the regional marketing resources to drive product awareness, through strong event presence, direct and indirect marketing as well as enhancing Digital Marketing presence and effective lead management alongside leading regional representation internally to executive management: for forecasting, product and business needs, resource requirements and key strategic business case reviews. This would also entail overseeing customer loyalty and satisfaction as measured by the Net Promoter Score, championing the customer experience - drive customer needs to the internal development and support team.

**Position Responsibilities**:

- Achieve bookings, revenue, profitability, earnings customer satisfaction, and budget targets including Region Selling and General Admin Cost budgets.
- Direct the management of all sales cycle activities required to win sales including opportunity identification, sales strategy, key customer contact management, competitive positioning, proposal creation, tender response, deal negotiations, and contract/PO management.
- Manage sales activity to grow funnel for future business continuity and growth. Measure and evaluate sales performance, analyze root causes of issues, and drive appropriate countermeasures including GTM optimization.
- Define and execute the regional operating mechanism including deal review process, monthly and quarterly operating reviews and annual and strategic planning process in the region.
- Collaborate with the Business operations team to provide best in class operational support to the sales and service teams.
- Organize and develop the teams to create an environment of motivation, teamwork and exemplary ethics.

**Required Skills & Education**:

- BS/BA degree or equivalent experience; MBA a plus
- 10+ years sales or general leadership experience focused on healthcare capital equipment or equivalent (international/cross country experience a plus)
- Expertise in medical imaging and related workflow
- Demonstrated experience in GTM development, strategic management, sales funnel and forecast management
- Extensive personal imaging or healthcare provider network in region a plus

**Desired Skills**:

- Leadership Skills: ability to set vision and direction for the team, create strategy for the region, inspire and move people to action, motivate others to top performance, challenge the status quo, engage all stakeholders for the benefit of the territory, foster open discussions and contributions, tackle difficult issues, model ideal behaviors and actions, hold team members accountable, orchestrate cross-functional teams, is achievement oriented (meets measurable business objectives), create a culture of self-accountability
- Talent Management and Development: ability to coach for performance improvement, embrace a learning approach, teach strategy and tactics (for call planning, opportunity management, and account planning), measure team members performance and set goals, develop skills and competencies of people, guide growth of both direct and matrixed personnel in the region, own self-development.
- Communication and Interpersonal Skills: superior skills in speaking/presenting, questioning, listening, writing, negotiating, influencing, conflict and problem resolution, executive relationship ma

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