Job Description
Job Purpose?
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Provides strong strategic and operational leadership to entire sales team responsible for the IDD products in a country to ensure that IDD growth and profitability targets are met across all markets and product lines.
Accountabilities
Country sales performance vs AOP revenue, growth and ASP (Average selling price) for the relevant product lines within Denmark, Norway Sweden and Finland countries.
Data consistency and update in SFDC for the sales country team
Country Sales Forecasts & Country AOP according IDD’s requirements.
Management in direct of Key Account Managers, Inside Sales and Lab Account Managers.
Decision making / Authority
In country prioritisation of sales tactical execution and tailoring to meet local customer needs.
Country-level sales event and tactical planning aligned to commercial strategy and budget
MAIN RESPONSIBILITIES
Brief
Maintain high level of efficiency of all his team trough appropriate training and IDD processes compliance.
Propose training and education plans for Sales Force to maintain high skills level or to fulfill the needs.
Ensure sales strategy including objectives and activities defined by IDD leadership are known and understood by the sales team.
Ensures efficient teamwork of his team across the IDD teams and drive process improvement initiatives being role model leader.
Ensure the team is aligned with legal requirements regarding interaction with HCP and company’s procedures.
Promote use of SFDC trough the team to drive sales efficiency .
Drives standard processes on opportunities management amongst the team to produce desired behaviors
Collect monthly data and report robust sales Forecast (Reagents & Instruments).
Uses all sales key performance indicators to drive specific initiatives and analyse team territory and prioritize team activities to drive maximum results.
Define regional sales target for his team including sales figure as well qualitative objectives.
Participate in the Annual Operating Plan preparation for his country.
Responsible for promotion expenses budget allocated to Sales department in a clear, fair and efficient way.
Responsible for validating customer proposal & quotation according to company’s commercial policy, internal rules and legal requirements.
Can collaborate with nation-wide customers or customer representative and with some important discussion partner when needed (Hospital finance and/or administration directors).
Frequent contact with customer or strategic accounts and with KOL.
Reports market trends or highlights and customer voice to marketing teams.
Knowledge, Skills, Abilities:
Proven commercial business experience in IVD market or healthcare industry.
People leadership, ability to coach, inspire and lead others.
Ability to generate and maintain information to provide metrics on performance.
Negotiations skills and sales techniques.
Familiarity with commercial sales & marketing tools like SFDC
Demonstrated commitment to the customer
Ability to work in a matrix environment interacting with different teams to serve our customers.
Ability to travel up to 70 % to support team and customers.
IDEAL BACKGROUND for POSITION
Education
Healthcare/patients/hospital lab setting experience strongly preferred
MS degree or demonstrated ability in sales team management role
Sales team management experience working in CEIVD, IVDR and Med-tech Code environment.
Diagnostics/med tech/pharmaceutical commercial background
Proficient written/spoken English additional Nordic language (Norwegian, Swedish, Danish or Finnish) desirable
Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.
