Regional Sales Manager – Spain and LATAM
Reports to: Commercial Director, Growth Markets
Essential Functions: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 achieve the hit rate needed for quarterly plans.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.)
to understand their business and requirements.Manage Distributor relationships across the territory, including Annual Sales Quota commitment with quarterly performance management, distributor team training utilizing Omnicell's resources, ongoing market visits to key accounts, and building a relationship of transparency and partnership values.Build meaningful quarterly MBOs that stretch the status quo towards strategic objectives of the business.Obtain full access to market size data, segment the market, quantify opportunities for Omnicell, and prioritize resources to suggest sales targets and stretch goals.Establish strong relationships across key sector stakeholders such as MOH management, C-suite decision makers, regulators, and industry influencers.Lead tender responses within the territory to ensure timely and high-standard delivery.Establish new accounts by planning and organizing daily work schedules to call on existing or potential sales.Focus sales efforts by studying existing and potential volume on each product of the portfolio in the territory.Keep management informed by submitting activity and results reports, including weekly work plans and monthly and annual territory analyses.Monitor competition by gathering current marketplace information on pricing, products, delivery schedules, and merchandising techniques.Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications, and establishing personal networks.Build Omnicell's image as a leader in providing pharmacy automation solutions by engaging in promotional activities and attending conventions, meetings, and symposiums.Support and implement the International sales strategy through collaboration with senior management and peers.Make regular contact/visits with customers in the defined region to negotiate deals and maintain effective relationships to ensure sales and profit goals are met.Strong focus on customer account management to create additional selling opportunities for growth.Nominate and target potential new accounts and develop strategies to win business in the territory.Prepare reports and analyses on key customers for management presentation to guide strategic decisions and budget preparation.Attend sales review meetings and complete required sales updates to facilitate information and best practice exchange within the sales team.Make day-to-day decisions regarding work prioritization, deals/bids, and services to ensure efficiency and profitability.Exhibit personal leadership behaviors that create a culture based on organizational values, emphasizing customer intimacy and mutual respect.Work with International and local marketing resources to promote Omnicell products within nominated accounts.Required Knowledge and Skills:Minimum 5-8 years of sales experience in the Healthcare/medical device environment (equipment/software).Fluent in Spanish & English.Deep understanding of the International healthcare environment to tailor suitable solutions for 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 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.Ability to accept constructive criticism from stakeholders.Strong project management skills: Ability to prioritize, manage time, and multitask.Sales Forecasting: Ability to forecast based on knowledge and data trend analysis.Sales Negotiating: Knowledge 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 to monitor performance against targets.Microsoft Office skills (Outlook, Word, Excel, intermediate level) 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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