Sales Manager Belgium Ostomy

at  Hollister incorporated

WORK EXPERIENCE REQUIREMENTS

• Number of Overall Years Necessary: 8-12
• 5+ Sales experience desirable
• 2+ years sales experience from Medical Device Industry/ Pharmaceutical Industry desirable
• Clinical experience from Hospitals/ Health Care institutions/ Home Care desirable
• Demonstrated skill at meeting or exceeding sales targets

EDUCATION REQUIREMENTS

• Bachelor degree

SPECIALIZED SKILLS/TECHNICAL KNOWLEDGE:

• Live the Immutable Principles in every daily activity
• Customer Focused
• People Oriented
• Performance Driven
• Candid
• Innovative
• Personally Accountable
• Future talent
• Good interpersonal skills
• Analytical Skills

Superior Customer Experience

• Works with Sales Director to implement plans to increase the level of satisfaction of customers

Market knowledge

• Builds and maintains a network, collecting information with customers, to acquire knowledge of the market and market trends, shares with Sales Director and Marketing Departmen

Analytical skills

• Reports constantly in SFDC customer visits, information and anything useful to increase the knowledge about customers.
• Use SFDC for reports but also as a tool to make sales grow
• Use in a systematic way the monthly statistics to evaluate trends Sales / corrections
• Use and constantly updates the Customer Segmentation Template in SFDC to evaluate his position within the funnel sales account for each account
• Planning and prioritizing activities
• Plans, organizes and manages all sales activities following a Call Plan shared with the Business Unit Manage

RESPONSIBILITIES:

Coordination

• Coordinates a Dual Brand Ostomy Sales Specialist Team ensuring the proper implementation of Sales/Marketing activities in their respective territories.
• Supports the team’s daily work and cares about their coaching
• Facilitates outside-inside relationships
• Plans and constantly monitors the call plan respect by the Specialists
• Verifies the correct use of promotional budget in order to maximize investment efficiency
• Analyze monthly sales data, crossing the various sources, and discusses them with the Specialists making real-time adjustments when and if necessary
• Make sure that the HPM and Development Plans processes for the teams are respected
• Participate in the allocation of target and annual budget
• Take part in the kick off meeting for AOP preparation

Business Management

• Establishes effective sales strategies based on collected information/data and in-depth knowledge of the market and customers and all Hollister products and services
• Has “analytical and commercial thinking”, analyzes data and information, makes decisions based on the data, evaluating risks and opportunities
• Understands and adjusts to changes communicating them effectively to customers
• Communicates clearly and concisely customers’ needs to other business functions

Customer Management

• Builds and maintains business relationships with customers (clinical and channel) in order to create a “superior customer experience.”
• Builds and maintains relationships of trust and credibility with customers
• Helps to identify and meet customers’ needs during every interaction through the use of PSS.
• Listens to customers and offers solutions enhancing the uniqueness of Hollister proposal through the use of PSS/CSS

Sales Strategies

• Develops and implements plans for Sale on accounts assigned in order to meet sales goals

Superior Customer Experience

• Works with Sales Director to implement plans to increase the level of satisfaction of customers.

Market knowledge

• Builds and maintains a network, collecting information with customers, to acquire knowledge of the market and market trends, shares with Sales Director and Marketing Department

Hollister products and services

• Describes effectively the added value and benefits of Hollister Dual Brand products and services differentiating them from the competition
• Is able to effectively communicate clinical knowledge about the product.
• Effectively connects the features and benefits of the product to customer needs to help promote sales

Sales Channel

• Develops an understanding of how the channel works and how Hollister cooperates with the channel to meet the needs of customers.
• Deals with the availability of the products according to the channel distribution model
• Works on preparation and management of hospital and territorial tenders
• Managing a group of main bandagist.

Customers’ needs

• Investigates with clients their needs, communicate them to the Company and participates in the implementation of activities that meet those needs.

Collaboration with other business functions

• Works in partnership with other company functions proactively in order to raise the level of customer satisfaction.

Analytical skills

• Reports constantly in SFDC customer visits, information and anything useful to increase the knowledge about customers.
• Use SFDC for reports but also as a tool to make sales grow
• Use in a systematic way the monthly statistics to evaluate trends Sales / corrections
• Use and constantly updates the Customer Segmentation Template in SFDC to evaluate his position within the funnel sales account for each account
• Planning and prioritizing activities
• Plans, organizes and manages all sales activities following a Call Plan shared with the Business Unit Manager

Additionally

• He is available to travel and stay overnight weekly in order to cover the assigned territory and to participate to NSM and events / conferences for customers
• Meets deadlines related to all Hollister processes (HPM, training, etc,)
• Builds with colleagues in other territories, a network of exchange of information aimed at the safe dismissal of patients that come out from their spinal centers / rehabilitation
• Show ability to interact with clinical experts in the field
• Meets the deadlines assigned both to ensure customer satisfaction and the proper functioning of internal processes
• Manages and respects the allocated promotional budget, in line with corporate and legislative regulations rules

ESSENTIAL FUNCTIONS OF THE ROLE:

• Must be able to travel within the country (50%) and participate at internal & international sales meeting and external congresses.
• Must hold a valid driving license