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 reflecting 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, including but not limited to procurement, Directors of Pharmacy, Finance Managers, C-Suite personnel, etc.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 and quantify the opportunity to Omnicell business.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 and reviewing professional publications.Build Omnicell's image as a leader in providing pharmacy automation solutions by engaging in promotional activities and attending conventions, meetings, and symposiums, as assigned or directed.Support and implement the International sales strategy through collaboration with senior management and peers. Required Knowledge and Skills:
The successful candidate will have the following skills:
Minimum 5-8 years sales experience in Healthcare/medical device environment (equipment/software).Fluent in Spanish & English.Deep understanding of the International healthcare environment to tailor suitable solutions in regards to medication management.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, including senior management, customers, consultants, vendors, and employees of all levels.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 the capacity to work effectively remotely.Ability to react effectively to rapidly changing scenarios within a day's work.Strong project management skills: Ability to prioritize, time manage, and multitask.Sales Forecasting: Ability to forecast based on knowledge within account base and data trend analysis.Sales Negotiating: Intimate knowledge of intricacies of proposals, contracts, etc. to achieve win goals.Microsoft Office skills (Outlook, Word, Excel, to intermediary level, including pivot tables, and PowerPoint) for report generation and presentations. Work Conditions:
Willing to travel extensively within the International region (5-10 days a month) with potential for overnight stays (up to 40%). Home office.
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