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Area Manager

2 mesi fa

Pisa, Toscana, Italia Werfenlife SA. A tempo pieno
Job Description

Werfenlife SA. is seeking a highly skilled and experienced professional to fill the role of Area Manager. This position is responsible for driving commercial growth and development in the assigned sales area, ensuring alignment with company objectives and strategies.

Key Responsibilities
  • Commercial Strategy Development: Develop and implement commercial strategies and sales policies to achieve business objectives, focusing on the public and private sectors.
  • Team Management: Coordinate and manage a team of sales professionals, including Sales Reps, KAMs, and Sales Specialists, to ensure optimal use of skills and potential.
  • Sales Area Growth: Drive the growth and profitability of the assigned sales area, ensuring compliance with contractual commitments and customer satisfaction.
  • Marketing and Communication: Implement marketing and communication policies to promote the company and its products to the market and customers.
  • Change Management: Implement change management processes to support commercial actions, including coaching at individual and team levels.
  • Training and Development: Create a training environment for the team to learn and use company tools supporting commercial actions.
  • Process Facilitation: Facilitate the flow of information between departments, ensuring effective communication and collaboration.
  • Compliance: Monitor the correct application of tender regulations, laws, and procedures to ensure company compliance.
  • Customer Analysis: Prepare detailed customer and territory analyses to build scenarios for long-term sales and marketing strategies.
Accountabilities
  • Profit and Loss Objectives: Ensure the achievement of profit and loss objectives of the assigned sales area through coordinated actions impacting the sales cycle and distribution network.
  • Sales Budget: Collaborate with the Sales Director to define the sales budget for the geographical area of competence, aligning with company objectives and marketing plans.
  • Pricing and Economic Management: Apply pricing policies and economic management of all opportunities in the area, ensuring compliance with authorization levels.
  • Marketing Initiatives: Discuss and collaborate on the annual plan of marketing initiatives per product line, including scientific days, events, seminars, and hospital meetings.
  • Credit Management: Collaborate with the Credit Management office to define methods and times of payment of customers, ensuring compliance with company policies.
  • Sales Forecasts: Provide accurate quarterly sales forecasts, transmitting them to the planning office to optimize stock management.
  • Tender Appeals: Monitor the progress of tender appeals in the commercial area, identifying and supporting the legal strategy to be followed.
  • Compliance and Ethics: Update knowledge on compliance and ethics, ensuring alignment with Werfen's policies and procedures.
  • Customer Approach Strategies: Coordinate the activity of Area KAMs on TOP customers, agreeing on commercial policies based on economic analyses and growth potential.
  • Value Selling and Strategic Selling: Define customer approach strategies using Value Prompters as a tool for employee development and coaching.
  • Tool Installations: Monitor and coordinate the progress of tool installations in the area, focusing on complex operations.
  • Sales Performance Indicators: Monitor qualitative and quantitative sales performance indicators of KAMs, Sales Reps, and Sales Specialists, as well as overall indicators of the managed area.
  • Key Opinion Leaders: Cultivate relationships with Key Opinion Leaders, transferring the strength, culture, values, and reputation of Werfen at a worldwide level.
  • HR Development: Know and use HR development processes and tools to improve employee performance and career development.
  • Complex Tender Projects: Supervise complex tender projects managed by KAMs, facilitating the integration of interdisciplinary teams for different actions on the customer.
  • Tenders and Offers: Collaborate with the Tenders and Offers Office to enforce response times to tenders.
  • Customer Care: Participate in meetings with the Customer Care Office to manage delays in invoicing rental/maintenance contracts.
Requirements
  • Education: At least a bachelor's degree in science or economics, preferably a master's degree or MBA in economics.
  • Knowledge: Strong knowledge of the diagnostic market, competitors' organization and strategies, Werfen's core business lines, health economics, value selling, and strategic selling methodologies.
  • Skills: Coaching skills, business acumen, leadership and influencing skills, communication and listening skills, and ability to interact at all levels of the internal organization.