Summary
Responsible to achieve the promoted products sales and country goals, by managing a field based sales team. Drives business success, based on product innovation and medical value promotion to Labs. Promotes Centralised & Point of Care Solution and Molecular Diagnostics innovative products, transfers on-the-job product knowledge to the local sales teams, and maximizes opportunities on channel-filling and adoption of new diagnostic tests.
Responsible to achieve the promoted products sales and country goals, by managing a field based sales team. Drives business success, based on product innovation and medical value promotion to Labs. Promotes Centralised & Point of Care Solution and Molecular Diagnostics innovative products, transfers on-the-job product knowledge to the local sales teams, and maximizes opportunities on channel-filling and adoption of new diagnostic tests.
Your Responsibilities
- To achieve the country Sales Target and KPIs and proactively assist in achieving the other financial targets.
- To build, manage and maintain an aggressive and professional Sales Team
- To demonstrate Leadership and motivate local sales force to achieve objectives
- To maintain an up to date customers database
- To maintain a strong relationship with key customers, key decision makers and key decision influencers
- To ensure proper reporting and proper documentation of sales force activities, in order to maintain an updated market, customers and competitive information
- To continuously analyze sales force activities and work on improving productivity and send a productivity analysis report on quarterly basis
- To maintain an updated CLS per Customer and continuously update the CLS templates with new customers, new parameters …etc
- To develop strategies, tactics and plans for key accounts and key areas based on the analyzed CLS and analyzed activity reports
- To ensure that each individual member of the sales force is updating his dynamic forecasting on weekly basis and to take corrective measures in case of no abidance
- To report weekly the main highlights of the sales activities, potential gains and potential losses.
- Monthly Dynamic Forecast reporting
- Quarterly reporting and review of major business and key accounts strategies, tactics and plans.
- Creating a stimulating and motivating work place capable of attracting, engaging, developing and retaining high performers.
- Hire, develop, and manage employees and third-party partners who will contribute to the local operations.
- Establishing clear accountabilities, delegating and fostering decision-making within the local organization.
- Promoting teamwork and transparent communication at all levels, sharing clear performance expectations, fostering feedback and open two-way communication, ensuring coaching and individual development plans for all employees.
- Consistently demonstrates the Roche Core Competencies and People Leadership Commitments.
- Provides feedback and conducts performance reviews of employees.
- To respect and follow all company rules, policies, values and principles
Compliance
You are expected to adhere through your conduct to all applicable laws and regulations as well as to the high integrity standards as set forth by Roche.
You are expected to adhere through your conduct to all applicable laws and regulations as well as to the high integrity standards as set forth by Roche.
Who You Are
- You hold a Bachelor’s degree in Life Sciences, Laboratory, Biochemical, Biomedical Engineering or equivalent. Post-graduate degree in business (MBA) is preferred
- You have at least 10 years of managerial experience in in the IVD market, with a proven success record
- You have the ability to analyze all aspects of the business in order to make informed business decisions
- You have excellent communications (spoken and written) and presentation skills
- You have strong people management and leadership competencies as demonstrated by the Leadership Commitments
- You have excellent convincing skills with ability
- You have strong planning and organization skills
- You are dynamic, with personal initiative, have strong business drive and ability to achieve goals with minimal direction
- You are able to create a bold, shared vision and higher purpose for the entire network. And capable of enlisting colleagues in the network to advance the vision
- You intentionally form teams that enable action, empower teams to make great “game time” decisions and encourage them to “GO”!
- You give high priority to creating clarity and focus, removing of anything that gets in the way, and You encourage escalation
- Be a coach, and be coached, you help everyone in the network to build the skills and mindsets they need to succeed in an open system
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