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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 crucial role in formulating and executing commercial strategies and sales policies within the designated territory, aimed at achieving the commercial growth targets set for both public and private sectors.

Key Responsibilities

  • Lead and oversee a diverse team, including Sales Representatives, Key Account Managers, and Sales Specialists, ensuring optimal utilization and enhancement of their professional skills while fostering talent retention.
  • 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 elevate the company's presence and promote products in the market.
  • Facilitate change management processes to bolster commercial initiatives, providing ongoing coaching at both individual and team levels.
  • Establish a conducive training environment for the team to master and utilize company tools that support sales activities (CRM, BI tools, etc.).
  • Understand organizational processes and ensure smooth communication across departments (Marketing, Sales, Customer Service, Finance) to support the sales cycle.
  • Monitor compliance with tender regulations, laws, and internal procedures to uphold company standards.
  • Conduct thorough analyses of customers and territories to inform long-term sales and marketing strategies.

Performance Metrics

  • Achieve Profit & Loss objectives for the region by coordinating actions that influence the sales cycle and distribution network.
  • Collaborate with the Sales Director to set the sales budget for the region, aligning with company goals and marketing strategies.
  • Ensure adherence to pricing policies and manage economic aspects of opportunities in the region, following the prescribed authorization levels.
  • Work with the Marketing Department and Sales Director to develop annual initiatives for product lines, including events and communication campaigns for new product launches.
  • Coordinate with the Credit Management office to establish payment terms for clients in line with management guidelines and address any challenging cases.
  • Provide accurate quarterly sales forecasts based on installed instruments and relay this information to the planning office for effective stock management.
  • Collaborate with legal teams to oversee tender appeals in the commercial area, supporting the legal strategy while ensuring compliance.
  • Stay updated on compliance matters, particularly regarding the Organizational Model and Codes of Ethics, ensuring team alignment with ethical standards.
  • Guide the activities of Key Account Managers on major clients, establishing commercial policies based on economic analysis and growth potential.
  • Define customer engagement strategies using Value Prompters as tools for employee development and coaching.
  • Monitor and coordinate the progress of tool installations in the region, focusing on complex operations.
  • Conduct regular meetings with staff to review strategic selling tools for complex sales opportunities, ensuring thoroughness and logical coherence.
  • Track qualitative and quantitative performance indicators for the team and the overall region, including deal success rates and market share growth.
  • Collaborate with Marketing and Business Units to nurture relationships with Key Opinion Leaders, promoting the company's strengths and values.
  • Utilize HR development processes to enhance employee performance and career growth.
  • Oversee complex tender projects managed by Key Account Managers, facilitating collaboration among interdisciplinary teams.
  • Ensure timely responses to tenders in collaboration with the Tenders and Offers Office.
  • Participate in discussions with the Customer Care Office to address any delays in invoicing for contracts.

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 competitive landscape.
  • Familiarity with Werfen's 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 frameworks at local and EU levels.

Skills and Competencies

  • Strong coaching and leadership abilities.
  • Business acumen and strategic thinking.
  • Excellent communication and negotiation skills.
  • Ability to engage effectively at all organizational levels.
  • Credibility with Key Opinion Leaders.
  • Alignment with Werfen's core values.