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Area Manager

2 mesi fa

Pisa, Toscana, Italia Werfenlife Sa. A tempo pieno
About the Role

We are seeking a highly skilled and experienced Area Manager - Commercial Strategy Development to join our team at Werfenlife Sa. as a key member of our commercial organization.

Key Responsibilities
  • Develop and coordinate commercial strategies and sales policies in the geographical area of competence to pursue commercial development objectives.
  • Coordinate and manage a team of people with different levels of responsibility, ensuring the best use and development of professional skills and personal potential.
  • Ensure the growth and profitability of the assigned Sales Area and comply with contractual commitments with all Customers in the managed Area.
  • Implement marketing and communication policies to promote the company and all products to the Market/Customers.
  • Implement change management processes to support commercial action, including coaching at individual and team levels.
  • Create a training environment for the team to learn and use company tools supporting commercial action.
  • Monitor the correct application of Tender regulations, laws, regulations, and procedures to ensure company compliance.
  • Prepare detailed customer/territory analyses to build scenarios for long-term sales and marketing strategies.
Key Accountabilities
  • Ensure the achievement of Profit Loss objectives of the area through the coordination of actions impacting on the sales cycle and through the distribution network.
  • Collaborate with the Sales Director in defining the sales budget for the geographical area of competence, consistently with company objectives and Marketing plans.
  • Apply pricing policies and economic management of all opportunities in the area in compliance with the authorisation levels indicated in the SAP-ZGP management system.
  • Discuss 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 collaborate on the communication campaign for the launch of new products.
  • Collaborate with the Credit Management office to define the methods and times of payment of Customers in accordance with the Guidelines issued by Management and interact with the same to resolve the most problematic cases.
  • Provide accurate quarterly sales forecasts, based on instruments installed or to be installed, and transmit them to the planning office to optimize the management of stocks of instruments and reagents for all Customers in the area managed.
  • Monitor the progress of tender appeals in the commercial area, identifying and operationally supporting the legal strategy to be followed, in full compliance with the company Compliance.
  • Constantly update 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 behavior of his entire team and the system of relations with the Customer, with Werfen's ethical and transparency policies.
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' organization 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.
  • Ability to interact at all levels of the internal organization.