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Regional Sales Manager

2 mesi fa

Pisa, Toscana, Italia Werfen A tempo pieno

Overview

Position Summary

The Regional Sales Manager plays a pivotal role in formulating and executing commercial strategies and sales policies within the designated territory. This position is crucial for achieving the sales growth objectives across both public and private sectors.

Key Responsibilities

  • Lead and manage a diverse team, including Sales Representatives, Key Account Managers, and Sales Specialists, fostering professional development and ensuring optimal utilization of skills.
  • Drive the growth and profitability of the assigned sales territory while ensuring adherence to contractual obligations with all clients.
  • Implement effective marketing and communication strategies to enhance the company's visibility and product offerings in the market.
  • Facilitate change management initiatives to support commercial efforts, providing ongoing coaching at both individual and team levels.
  • Create a conducive training environment for the team to effectively utilize company tools that support sales activities, including CRM and BI systems.
  • Ensure smooth interdepartmental communication, particularly between Marketing, Sales, Customer Service, and Finance, to enhance the sales process.
  • Monitor compliance with tender regulations and internal policies to maintain organizational integrity.
  • Conduct comprehensive analyses of customer and territory data to inform long-term sales and marketing strategies.

Performance Metrics

  • Achieve Profit & Loss targets through coordinated actions impacting the sales cycle and distribution network.
  • Collaborate with the Sales Director to establish the sales budget aligned with corporate objectives and marketing initiatives.
  • Ensure compliance with pricing policies and manage economic aspects of opportunities within the territory.
  • Work with the Marketing Department to plan and execute initiatives such as scientific events and product launches.
  • Provide accurate sales forecasts to optimize inventory management for all clients in the territory.
  • Stay updated on compliance matters, ensuring alignment with the company's ethical standards and regulatory requirements.
  • Cultivate relationships with Key Opinion Leaders, effectively communicating the unique value propositions of the company’s offerings.
  • Oversee complex tender projects, ensuring integration of interdisciplinary teams to meet customer needs.

Qualifications

  • Bachelor’s degree in a relevant field; advanced degrees or MBAs are preferred.
  • In-depth knowledge of the diagnostic market and competitive landscape.
  • Familiarity with Werfen’s core business lines and health economics.
  • Proficiency in business analysis tools, including CRM and SAP.
  • Strong understanding of compliance and regulatory frameworks at local and EU levels.

Skills Required

  • Excellent coaching and leadership abilities.
  • Strong business acumen and negotiation skills.
  • Effective communication and interpersonal skills.
  • Ability to build credibility with stakeholders at all levels.
  • Alignment with the values and mission of Werfen.