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Area Manager

2 mesi fa

Pisa, Toscana, Italia Werfen A tempo pieno
Job Summary

The Area Manager - Commercial Development is responsible for developing and coordinating commercial strategies and sales policies in the geographical area of competence, in order to pursue the commercial development objectives assigned, both in the public and private sectors.

Key Responsibilities
  • Coordinates and manages a team of people, with different levels of responsibility (Sales Representatives, Key Account Managers, and Sales Specialists), ensuring the best use and development of professional skills and personal potential, taking care of talent retention, and contributing to ensuring the organisational pipeline of the sales department.
  • Responsible for the growth and profitability of the assigned Sales Area and for complying with contractual commitments with all Customers in the managed Area.
  • Ensures the proper implementation of marketing and communication policies useful for promoting the company and all products to the Market/Customers.
  • Responsible for implementing change management processes to support commercial action, also through constant coaching at individual and team level.
  • Responsible for creating the appropriate training environment for his/her team to learn and use the company tools supporting commercial action (Customer Relationship Management / Business Intelligence tools / Commercial tools...).
  • Familiar with organisational processes and responsible for facilitating the flow and effective passage of information between departments (Marketing - Sales - Customer Service Finance, and all departments supporting the Sales process).
  • Responsible for monitoring the correct application of Tender regulations, laws, regulations and procedures, both internal to the company and in the IVD sector, in order to ensure company compliance.
  • Prepares detailed customer/territory analyses in order to build scenarios for long-term sales and marketing strategies.
Accountabilities
  • Ensures the achievement of the Profit & Loss objectives of his/her area through the coordination of actions impacting on the sales cycle and through the distribution network (direct collaborators and agents).
  • Collaborates with the Sales Director in defining the sales budget for the geographical area of competence, consistently with company objectives and Marketing plans.
  • Responsible for applying the pricing policies and economic management of all opportunities in the area in compliance with the authorisation levels indicated in the SAP-ZGP management system.
  • Discusses with the Marketing Department and Sales Director the annual plan of initiatives per product line, such as scientific days / events / seminars / hospital meetings / local events and collaborates on the communication campaign for the launch of new products.
  • In accordance with company policies, collaborates with the Credit Management office to define the methods and times of payment of Customers in accordance with the Guidelines issued by Management and interacts with the same to resolve the most problematic cases.
  • Provides accurate quarterly sales forecasts, based on instruments installed or to be installed, and transmits them to the planning office to optimise the management of stocks of instruments and reagents for all Customers in the area managed.
  • With the support of the company Legal and the external legal advisor, monitors the progress of tender appeals in its commercial area, identifying and operationally supporting the legal strategy to be followed, in full compliance with the company Compliance.
  • He constantly updates himself on the subject of Compliance, with particular reference to the 231 Organisational Model, Codes of Ethics and sector regulations, monitoring the alignment of the behaviour of his entire team and the system of relations with the Customer, with Werfen's ethical and transparency policies. In this sense, he is responsible for the company's image in the market and its reputation.
  • Coordinates the activity of the Area KAMs on TOP Customers, agreeing with them the commercial policies to be applied on the basis of economic analyses and growth potential.
  • Defines Customer approach strategies on the basis of Value Prompters, which he uses as a tool for employee development and coaching.
  • In agreement with the Line Managers of Marketing and Customer Service, he monitors and coordinates the progress of tool installations in the Area, with particular focus on complex operations.
  • Organises regular and punctual meetings with staff to review BlueSheets (Strategic Selling tools) for complex sales opportunities, verifying the completeness and logic of the information and accompanying value prompts.
  • Monitors qualitative and quantitative sales performance indicators of the KAMs, Sales Representatives, and Sales Specialists, as well as the overall indicators of the managed area, such as:
  • number of deals won per product line;
  • % growth in market share per product line compared to Assobiomedica and EDMA data;
  • conversion rate and 'win & loss' balance (net annual impact of won versus lost business);
  • number of Value Prompters per Customer; number of hours of Team Coaching;
  • Customer feedback on the effectiveness of marketing activities (seminars, courses, hospital meetings...) and % increase in direct contact requests.
  • In synergy with Marketing and Business Units, cultivates the relationship with Key Opinion Leaders (KOLs), transferring the strength, culture, values and reputation of the Werfen Organisation at WW level, highlighting all factors that differentiate our solutions from the competition, and which constitute the value that KOLs transfer to the market/Customers.
  • Knows the HR Development processes and supporting tools, and uses them effectively to improve employee performance and career development.
  • In the logic of Strategic Selling, he supervises complex tender projects managed by his KAMs and facilitates the integration of interdisciplinary teams for the different actions on the Customer: Sales, Mktg, Customer Service, Finance, Legal, IT...
  • Collaborates with the Tenders and Offers Office in enforcing response times to tenders.
  • Participates, when necessary, in meetings with the Customer Care Office to manage delays in the invoicing of rental/maintenance contracts.
Requirements
  • At least a bachelor's degree in science or economics; preferably a master's degree or MBA in economics.
  • Strong Knowledge of the diagnostic market.
  • Knowledge of Competitors organisation and strategies.
  • Knowledge of Werfen core business lines.
  • Health Economics competences.
  • Knowledge of Value Selling and Strategic Selling methodologies.
  • Business analysis tools (CRM / SAP / B.I.).
  • Budgeting and Forecasting knowledge.
  • Set of Privacy, Compliance and Regulatory Regulation knowledge (at local and EU level).
Skills and Capabilities
  • Coaching Skills.
  • Business Acumen.
  • Leadership and influencing skills.
  • Communication and listening skills.
  • Negotiation skills.
  • Ability to interact at all levels of the internal organisation.
  • Credibility with KOLs.
  • Alignment with Werfen values.