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Regional Sales Manager
2 mesi fa
Overview
Position Summary
The Regional Sales Manager is tasked with formulating and executing commercial strategies and sales policies within the designated geographical region, aiming to achieve the commercial growth targets set for both public and private sectors. This role involves leading and managing a diverse team, including Sales Representatives, Key Account Managers, and Sales Specialists, ensuring optimal utilization and development of their professional capabilities while focusing on talent retention and maintaining a robust sales pipeline. The individual is accountable for the expansion and profitability of the assigned Sales Region, ensuring adherence to contractual obligations with all clients within the area. Responsible for the effective implementation of marketing and communication strategies to enhance the company’s visibility and promote its product offerings to the market and clients. The manager will oversee change management initiatives to bolster commercial efforts, providing ongoing coaching at both individual and team levels. Creating a conducive training environment for the team to effectively utilize company tools that support sales activities (such as CRM and BI tools) is essential. Familiarity with organizational processes is crucial, as the manager will facilitate the seamless flow of information across departments (Marketing, Sales, Customer Service, Finance, etc.) that support the sales process. Monitoring compliance with Tender regulations, laws, and internal procedures is a key responsibility to ensure the company’s adherence to industry standards. Conducting thorough customer and territory analyses is necessary to develop long-term sales and marketing strategies.Key Responsibilities
Achieving Profit & Loss objectives for the region through coordinated actions impacting the sales cycle and distribution network. Collaborating with the Sales Director to establish the sales budget for the region, aligning with company goals and marketing strategies. Implementing pricing strategies and managing economic opportunities in compliance with the designated authorization levels. Working with the Marketing Department and Sales Director to plan annual initiatives for product lines, including events and communication campaigns for new product launches. Collaborating with the Credit Management office to define customer payment methods and timelines in accordance with management guidelines. Providing accurate quarterly sales forecasts based on installed instruments and coordinating with the planning office to optimize inventory management. Monitoring the progress of tender appeals in the commercial area, supporting legal strategies in compliance with company policies. Staying updated on compliance matters, particularly regarding the Organizational Model and Codes of Ethics, ensuring alignment of team behavior with company values. Coordinating activities of Key Account Managers on major clients, establishing commercial policies based on economic analysis and growth potential. Developing customer engagement strategies based on Value Prompters, utilizing them for employee development and coaching. Collaborating with Marketing and Customer Service to oversee tool installations in the region, particularly for complex operations. Organizing regular meetings with staff to review strategic selling tools for complex sales opportunities, ensuring thoroughness and clarity of information. Monitoring qualitative and quantitative performance indicators for the sales team and overall area, including deal success rates and market share growth. Cultivating relationships with Key Opinion Leaders in synergy with Marketing and Business Units, showcasing the company’s unique value propositions. Utilizing HR development processes to enhance employee performance and career progression. Supervising complex tender projects and facilitating interdisciplinary team integration for customer engagements. Collaborating with the Tenders and Offers Office to ensure timely responses to tenders. Participating in meetings with the Customer Care Office to address invoicing delays as necessary.Required Qualifications
A minimum of a bachelor’s degree in a relevant field; a master’s degree or MBA is preferred. Strong understanding of the diagnostic market and competitor strategies. Familiarity with core business lines and health economics. Proficiency in Value Selling and Strategic Selling methodologies. Experience with business analysis tools (CRM, SAP, BI). Knowledge of budgeting and forecasting processes. Understanding of privacy, compliance, and regulatory regulations at local and EU levels.Skills and Competencies
Strong coaching and leadership abilities. Business acumen and negotiation skills. Excellent communication and interpersonal skills. Ability to engage effectively at all organizational levels. Credibility with Key Opinion Leaders. Alignment with company values.Location
Pisa (Tuscany)
