Key Mission : Define, setup, and monitor sales strategy and tactics for all TDX products, with the respective field-based sales team in collaboration with Marketing, to achieve profitability, sales, and growth in the Middle East and Africa region.
Provide role model leadership and management, including coaching, goal setting, and development of team competencies. Embody the 4-I Values and act with integrity, and achieve results through intensity, innovation, and involvement.
Maintain and develop a high level of efficiency and performance within his / her team.
How you'll make an impact :
This is an exciting role at Transplant Diagnostics (TDX) that the CSAM will drive sales activities and customer facing opportunities for the Transplant Diagnostics and HLA community via Channel Partners.
This individual will be responsible at a high level on the following :
Manages overall performance of the customer base and channel partners
Accountable for Revenue and Sales quotas
AOP coordination w / regional sales leader
Annual Report collection and report out
Facilitates demonstrations, trainings, and workshops through appropriate stakeholders
Opportunity management via SFDC
Contract compliance lead
Drive customer mapping and profiling
QBR / MBR report outs, revenue, win : loss, opportunities and risks
Facilitates MBR and / or QBRs with commercial resources within Transplant Diagnostics team
High coordination with commercial team members of Technical Sales Specialists, Field Application Specialists, and Product Manager
Customer-oriented, transplant diagnostics, HLA, and / or molecular diagnostics experience preferred
Ability to liaise with people at all levels internally and externally (Customers (lab directors, supervisors, technicians, procurement team members), sales operations, marketing, and other internal support functions)
Excellent verbal, written communication, and negotiation skills (especially in English)
Ability to travel to customer locations over 50% (including overnight travel)
Manage and control all sales activities for multiple TDX Product Lines within Middle East and Africa
Maintain accurate weekly forecasting activities and achieve quarterly and annual targets for the allocated region
Ensure compliance with the company’s T&C and financial guidelines
DEVELOPMENT OF SALES
Achieve Country / Region monthly, quarterly, and annual sales plan for bookings and revenues
Ensure that sales strategy, including objectives and actions defined by management or in the marketing plan, are understood and are executed
Ensure effective monthly reporting on results and status of sales-related activities or ad hoc when required
Responsible for validating offers according to the company’s commercial policy, internal rules, and legal requirements
Ability to negotiate with nation-wide customers or customer representatives and with some critical discussion partner when needed (Hospital finance and / or administration directors)
Identify and prioritize new client opportunities and craft solution implementation strategies
Ensure effective business processes and compliance related to the Commercial Organization
Process-oriented, data-based strategy deployment and utilization of metrics to drive performance improvement / accountability
Annual Operating Plan budget preparation (sales & expenses)
Preparation of sales forecasts according to company’s requirements every month or per Commercial Director and SLT requests
Formulate Salesforce objectives (Regional Sales individual objectives including Sales and management objectives and Team objectives) in terms of sales turnover and activities
Establish and maintain a high professional relationship with our customer base (such as KOLs / biggest labs network, key decision-makers, and opinion leaders)
Maintain awareness of competition and industry activities and keep informed of new products / services of interest to customers incorporating this data in the business plan;
Introduce new products and service
Report market trends, customer’s and competitor’s related information to Marketing
Collaboration with Marketing to define marketing actions to reach sales objective
5-10 years proven experience in a commercial sales or marketing role within the clinical diagnostics industry.
A proven track record in supporting and driving a high performing team, including remote team members, and delivering against objectives in an environment focused on high performance and high levels of intensity
Demonstrated high level of integrity and professional standards
Experience working in an HLA laboratory, transplant diagnostics environment, or molecular biology laboratory (strongly preferred).
Experience in working in a global and matrix organization with a decentralized model (preferred)
What will put you ahead of the competition?
A passion for continuous organisational improvement.
Results oriented and driven to succeed
Strong commercial acumen with the ability to articulate and communicate business opportunities
Strong organizational skills with an ability to prioritize based on key result areas, to manage time effectively and to meet agreed deadlines
Outstanding leadership skills and ability to motivate and engage employees whilst driving accountability
Ability to successfully operate within an ambiguous and ever changing environment
Ability and willingness to manage potentially difficult situations and conflicts swiftly and effectively
Demonstrate resilience and strong change management skills
Excellent written and verbal communication skills with a strong ability to influence and negotiate outcomes successfully.