Area Manager - Provincia di Pisa, Toscana, Italia - Instrumentation Laboratory spa

Instrumentation Laboratory spa
Instrumentation Laboratory spa
Azienda verificata
Provincia di Pisa, Toscana, Italia

1 settimana fa

Piero Bianchi

Inviato da:

Piero Bianchi

Reclutatore di talenti per beBee
Descrizione
The Italian IVD market is constantly changing.

Private and public customers are consolidating and creating larger and larger facilities, looking for efficient, automated solutions and new services.

Procurement processes are also evolving and consolidating, seeking to improve ROI. At the same time, regulations and especially compliance requirements are being tightened.

In vitro diagnostic service providers have to adapt to managing increasingly complex arrangements, with multiple stakeholders, and offer increasingly high-performance solutions, integrating the IT environment and differentiating and customising services.

In an era of increasingly precise and personalised medicine, the development of a relevant clinical approach is also a key element of success.

We are looking for


AREA MANAGER:


JOB SUMMARY

The Area Manager is responsible for developing and coordinating commercial strategies and sales policies in the geographical area of competence, in order to pursue the commercial development objectives assigned, both in the public and private sectors.

He/she coordinates and manages a team of people, with different levels of responsibility (Sales Rep, KAM and Sales Specialist), ensuring the best use and development of professional skills and personal potential, taking care of talent retention, and contributing to ensuring the organisational pipeline of the sales department.

He/she is responsible for the growth and profitability of the assigned Sales Area and for complying with contractual commitments with all Customers in the managed Area.

Ensures the proper implementation of marketing and communication policies useful for promoting the company and all products to the Market/Customers.

He/she is responsible for implementing change management processes to support commercial action, also through constant coaching at individual and team level.

He/she is responsible for creating the appropriate training environment for his/her team to learn and use the company tools supporting commercial action (CRM / BI tools / Commercial tools...).

Is familiar with organisational processes and is responsible for facilitating the flow and effective passage of information between departments (Marketing - Sales - Customer Service Finance, and all departments supporting the Sales process).

Prepares detailed customer/territory analyses in order to build scenarios for long-term sales and marketing strategies.


KEY ACCOUNTABILITIES

Ensures the achievement of the Profit & Loss objectives of his/her area through the coordination of actions impacting on the sales cycle and through the distribution network (direct collaborators and agents).

Collaborates with the Sales Director in defining the sales budget for the geographical area of competence, consistently with company objectives and Marketing plans.

Discusses 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 collaborates on the communication campaign for the launch of new products.

In accordance with company policies, collaborates with the Credit Management office todefine the methods and times of payment of Customers in accordance with the Guidelines issued by Management and interacts with the same to resolve the most problematic cases
Provides accurate quarterly sales forecasts, based on instruments installed or to be installed, and transmits them to the planning office to optimise the management of stocks of instruments and reagents for all Customers in the area managed
With the support of the company Legal and the external legal advisor, monitors the progress of tender appeals in its commercial area, identifying and operationally supporting the legal strategy to be followed, in full compliance with the company Compliance

Coordinates the activity of the Area KAMs on TOP Customers, agreeing with them the commercial policies to be applied on the basis of economic analyses and growth potential.

Defines Customer approach strategies on the basis of Value Prompters, which he uses as a tool for employee development and coaching.

In agreement with the Line Managers of Marketing and Customer Service, he monitors and coordinates the progress of tool installations in the Area, with particular focus on complex operations.

Organises regular and punctual meetings with staff to review BlueSheets (Strategic Selling tools) for complex sales opportunities, verifying the completeness and logic of the information and accompanying value prompts.

Monitors qualitative and quantitative sales performance indicators of the KAMs, Sales Reps and Sales Specialists, as well as the overall indicators of the managed area, such as:
number of deals won per product line;
% growth in market share per product line compared to Assobiomedica and EDMA data;
conversion rate and 'win & loss' balance (net annual impact of won versus lost business);
number of Value Prompters per Customer
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