About Dexcom
Founded in 1999, Dexcom, Inc. (NASDAQ: DXCM), develops and markets Continuous Glucose Monitoring (CGM) systems for ambulatory use by people with diabetes and by healthcare providers for the treatment of people with diabetes. The company is the leader in transforming diabetes care and management by providing CGM technology to help patients and healthcare professionals better manage diabetes. Since the company's inception, Dexcom has focused on better outcomes for patients, caregivers, and clinicians by delivering solutions that are best in class - while empowering the community to take control of diabetes. Dexcom reported full-year 2022 revenues of $2.9B, a growth of 18% over 2021. Headquartered in San Diego, California, with additional offices in the Americas, Europe, and Asia Pacific, the company employs over 8,000 people worldwide.
Role Summary
- To steer and develop the Territory Sales Managers under his/her responsibility in order to maximize their potential and target fulfilment, co-visiting with them, giving feedback and defining development actions with them.
- To organize and coordinate the commercial activity of their assigned Region.
- To develop high-level contacts in the Region in order to develop synergies with the Market Access Team and improve our leverage in the Region.
- To conduct market analysis and research about customers, competitors, upcoming risks and opportunities.
- To drive recommendations and use of Dexcom products in the Diabetes Market (largely untapped MDI market) by providing support services and solutions to HCPs (85% time spent in combination with market access).
- To secure Market Access and drive funding.
- To provide training and in-servicing of Dexcom products and ancillaries to relevant HCPs or patients in innovative ways (10-15% time maximum).
- Increase the Dexcom market share (sensor sales) and hit territory target in line with company expectations utilizing the services and support from across the company in accordance with the Dexcom values and culture.
- Maximize strategic partnership with other companies to maximize sales for standalone product.
- To manage the territory for Dexcom, splitting time according to customer and business needs.
- Daily use of CRM system to identify business development opportunities.
Essential Duties and Responsibilities
- Customer, Patient & Industry Knowledge
- Therapy Area & Product Knowledge
- Business Planning & Administration
- Territory & Account Management
- Selling
- Administration
- Budget Management & Project Investment
- Teamwork & Best Practice
- Dexcom Responsibilities and Regulatory Compliance
- Policies & Procedures, Health & Safety and Safe Fleet
Required Qualifications/Experience
- At least 5 years of sales experience managing teams with a proven track record for achieving targets and delivering success.
- Diabetes experience would be a strong plus.
- Proven track record of success of selling within the healthcare environment.
- Sound experience of analyzing data - collates, organizes and interprets data in order to provide clear and comprehensible information to manage a territory.
- Strong commercial selling skills to include sales competency or selling skills training.
- Competent user of a variety of computer software packages, including MS Word, MS Outlook, MS Excel, and MS PowerPoint.
- Understanding of CRM systems.
- Full driving license.
- Must be able to communicate effectively in English.
Preferred Qualifications
- Experience of the Spanish Diabetes market is preferred.
- In-depth understanding of Hospital processes is preferred.
- Life Sciences/Business Degree is preferred.
- Relevant professional qualification(s) preferred.
Travel Required
- 50 to 75%
Language Skills
Must be able to communicate effectively in Spanish and English. Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers or employees of organization.
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