IndirizzoROLES & RESPONSIBILITIES
PURPOSE OF POSITION
This individual will function as a business unit head for either the North or South of the country. They will be accountable for all business objectives in the business unit, including:
- achievement of sales and growth targets
- acquisition of new accounts
- customer experience and renewals
- profitability of existing accounts
- marketing activities and medical liaison management.
- Engaging with all Enterprise Accounts at the C-Suite level.
KEY ACCOUNTABILITIES
Sales achievement
- Accurate and reliable forecasting and delivery of sales and growth targets as defined by the General Manager
- In collaboration with the Commercial Operations manager, work with distributors to secure and maximise tender awards from government accounts
- Drive end to end solutions selling, delivering balance performance across all available product groups
- Develop and implement contingency plans to mitigate sales risk arising out of seasonality, market conditions and seasonability
Customer Experience
- Drive cadence of team around customer management, focusing on implementation of tools available that will develop customer business plans and increase stickiness
- Improve capability of sales team to be able to engage customers with our strategic selling tools
- Develop and entrench CRDx position as a solutions provider, not just a product supplier
- Drive a clear roadmap to deploy digital solutions to overcome customer operational challenges
- Drive achievement of NPS score thru good customer service and engagement
- Achieve minimally 95% renewal rate
Enterprise Accounts
- Be the key point of contact with c-suite of all enterprise customers within defined territory
- Be the champion of strategic selling with enterprise customers
- Drive strong collaboration from Abbott support functions to support business objectives of our enterprise accounts
- Strong awareness of business objectives/decisions of enterprise accounts, position CRDx to support and influence decisions to our benefit
- Where applicable – involve our Abbot divisions in our enterprise relationships
Acquisition
- Drive acquisitions of accounts in defined territory
- Achieve acquisition target as defined by General Manager
- Deploy strategic selling tools to engage with new accounts and maximise win rate
- Drive balanced performance across sales team on acquisition
- Drive end to end solution selling across full suite of products
Distributor and Channel Sales Management— in collaboration with Commercial and Distributor Excellence Manager
- Define clear go to market strategy across the different customer tiers
- Develop and implement customer segmentation and relevant rules of engagement for each tier
- Have accountability of channel sales target in defined territory
- Review customers from lower tiers and graduate them into higher tiers, adjusting go to market strategy as customers/market grows
- Drive distributor KPI improvement on customer service, such as order fill rate and NPS
Marketing
- With the support of the assigned product manager, oversee all customer focused demand generation activities in defined territory
- Accountable for all marketing investments in defined territory
- Make decisions on where/how our marketing investments will be utilised
- Accountable for ROI on all marketing investments
- Product manager will report to this individual
Medical Affairs
- Align with medical liaison from 3rd party contractor on key priorities and engagements required
- Direct and oversee deployment of medical liaison resource to maximise ROI
TSD
- Manage TSD resource, oversee deployment of resource to most critical projects
- Have final accountability of all technical proposals to customers, ensuring relevance to customer needs, while complying to CRDx profitability requirements. Solutions need to maximise utilisation and ROI on proposed hardware
- With support of TSD, ensure sales team has sufficient competitor technical knowledge to handle technical objections
Team management
- Develop and coach district manager as ready future successor to this role
- Identify next district manager candidate out of team of senior account executives
- Cascade enterprise c-suite engagement and relationships to senior account executives
- Identify strong distributor sales reps that can be future CRDx account executives
- Drive balanced performance across the team
- Ensure that each team member has a individual development plan that aligns to their career objectives
MINIMUM BACKGROUND/ EXPERIENCE REQUIRED
Knowledge & Experience:
- Willingness to travel and work under high pressure
- Preferably with sales experience in the diagnostics or health care industry.
- Impacting sales personality
- Articulate and able to express self
MINIMUM EDUCATION REQUIRED
- University Degree or preferably advanced degree ideally in medical technology, Life Sciences or Business.
