Regional Sales Manager Spain and LATAM
Reports to: Commercial Director, Growth Markets
Essential Functions:
In order to work effectively as Regional Sales Manager, the position is expected to:
Deliver defined territory bookings and revenue targets through portraying strong closing skills and efficient commercial execution.Manage Sales Funnel by executing on open leads from level 1 through 6, increasing the funnel size through new leads and reflect all activities in SFDC.Maintain a healthy funnel by cleaning inactive deals and adding new ones to maintain a high yield ratio to help achieve the hit rate needed to make quarterly plan.Live Omnicell's customer intimacy philosophy by building relationships with Hospital/Retail Pharmacists, and other influencers and decision makers.Manage Distributor relationships across territory including Annual Sales Quota commitment with quarterly performance management and distributor team training utilizing Omnicell's training resources.Build meaningful quarterly MBOs that stretch the status quo towards the short term & long term strategic objectives of the business.Obtain full access to market size data with the ability to segment the market into sectors such as public/private.Establish strong relationships across key sector stakeholders such as MOH management, C-suite decision makers, regulators, industry influencers, etc.Lead tender responses within territory to ensure delivery on time and to a high standard.Establish new accounts by planning and organizing daily work schedule to call on existing or potential sales.Focus sales efforts by studying existing and potential volume on each product of the portfolio on the territory.Keep management informed by submitting activity and results reports, such as weekly work plans, and monthly and annual territory analyses.Monitor competition by gathering current marketplace information on pricing, products, new products, delivery schedules, merchandising techniques, etc.Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional activities.Build Omnicell's image as a leader in providing pharmacy automation solutions by engaging in promotional activities and by attending conventions, meetings, and symposiums, as assigned or directed.Support and implement the International sales strategy through collaboration with senior management and peers.Make regular contact/visits with a defined range of customers in the defined region to negotiate deals and maintain effective relationships.Strong focus on customer account management to create additional selling opportunities to increase growth.Nominate and target potential new accounts. Develop and execute strategy to win the business to achieve company goals in the territory.Prepare reports and analyses on key customers for presentation to management to guide strategic and tactical decisions.Attend sales review meetings and complete required sales updates to facilitate information and best practice idea exchange within the sales team.Make day-to-day decisions regarding work prioritization, deals/bids, and services offered within stated limits.Exhibit personal leadership behaviors that create a culture based on the values of the organization.Work with International and local marketing resources to promote Omnicell products within nominated accounts. Required Knowledge and Skills: Minimum 5-8 years sales experience in Healthcare/medical device environment (equipment/software).Fluent in Spanish & English.Deep understanding of International healthcare environment.Experience in compiling and responding to tender requests.Strategic thinking and planning to implement the sales strategy.Ability to effectively interface and communicate with multiple constituents.Relationship building skills: Ability to collaborate and build meaningful relationships based on trust and mutual respect.Ability to close deals that turn into repeat business.Strong written and verbal communication skills.Highly self-motivated with capacity to work effectively remotely.Ability to react effectively to rapidly changing scenarios.Strong project management skills: Ability to prioritize, time manage and multitask.Sales Forecasting: Ability to forecast based on own knowledge within account base and data trend analysis.Sales Negotiating: Intimate knowledge of intricacies of proposals, contracts, etc. to achieve win goals.Pricing and Promotion: Ability to balance customer incentivizing and profitability.Customer Relationship Management/Customer Data Management (CRM) systems utilization.Microsoft Office skills (Outlook, Word, Excel) for report generation and presentations. Work Conditions: Willing to travel extensively within the International region (5-10 days a month).Potential for overnight stays (up to 40%).Home office.
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