Job Properties
  • Job Type
    Full-time Position
  • Category
    Sales & Retail
  • Languages
    English German
  • Experience Required
    Entry
  • Degree Required
    Bachelor
    • Province
      Amersfoort
    • Date Posted
      January 19,2022
    • Entrusting Package
    • JSS
    • VISA
    • MOCKINTERVIEW
    • IMG_6430
    • Career Consultation
    • COVERLETTER CHECK

    Sales Manager Germany

    Job Brief (Primary Responsibilities)

    The Sales Manager Germany will develop commercial relationships and value-adding activities in collaboration with key decision makers to maximize access to INTERCEPT BLOOD System Implementation and customer satisfaction with key accounts in the region.

    The Sales Manager Germany will develop commercial relationships and value-adding activities in collaboration with key decision makers to maximize access to INTERCEPT BLOOD System Implementation and customer satisfaction with key accounts in the region. The position requires a strong business acumen, an entrepreneurial mindset, and the ability to work collaboratively within a complex market environment, aligned with company policies and procedures, to achieve customer satisfaction.

    Provide support and services to customers, to maximize customer satisfaction and build customer loyalty.

    This position requires a strong cultural background in Germany.

    To accomplish this, a number of key responsibilities are listed:

    Primary responsibilities
    • Responsible for achieving sales within Germany according to budget (plan); pro-actively proposes contingencies in case of deviations. Supports the achievement of Cerus’ overall sales goals.
    • Establish the INTERCEPT sales targets and continue to create or reinforce the awareness and adoption activities in blood banks across the region:
    o develop the yearly sales implementation plan.
    o utilize the pricing guidelines/strategies to facilitate sales.
    o define and coordinate promotional and communication requirements.
    o participate in the development of the regional marketing plan.
    • Establish and maintain valuable business relationships with key decision makers/KOL in blood banking community.
    • Leads all account related activities and closely collaborates with the Deployment Team members to ensure full customer satisfaction.
    • Plan and execute a regular visit calendar for current and potential customers.
    • Communicate appropriate and accurate sales and logistic forecasts weekly/monthly.
    • Interface with customer accounts for all routine commercial exchanges, ensure that written communications are accurate, and reach the correct destination following established communication protocols at that account.
    • Support and follow-up to the sales process, specifically obtaining purchase schedules from the account, maintaining orders status, working with Customer Service (e.g. linguistic and logistics support) to ensure the timely delivery of products and services to the customers, maintaining an estimated balance of local customer stock inventories, number and status of illuminator devices, etc.
    • Monitor and communicate trends in Germany as well as changing or unmet customer needs.
    • Take ownership and accountability for commercial tenders, contract and service agreements in the territory in line with company policies.
    • Collect customer feedback about products and services, including: complaints and ideas for new or modified products, and report this information to management for required action.
    • Develop insight-based account plans for all top accounts. Account plans include key decision maker prioritization and in-depth situational analysis i.e. SWOT, barriers and drivers.
    • Set clear strategic objectives and develop account win- win value propositions based on regional situational analysis and customer insights
    • In collaboration with Marketing and Scientific Affairs, support the tactical marketing activities in Germany, including managing the organization of congresses, local symposia or roundtables, creation of local materials as necessary, implementing advertisements and ads campaigns locally in Germany.
    • Collaboration with internal functions like Quality Assurance, Regulatory Affairs, Customer Service, Scientific Affairs, Marketing, and Legal Affairs to maximize customer support.
    • Timely and complete reporting and presentations of account plans including KPI’s to senior positions and accurate maintenance of CRM database. This includes individual customers and the marketing information.
    • Assess and communicate customer requirements for products and service in line with company policies.
    • Represent Germany at national (international) events and congresses
    • Collaborate with Regulatory and Legal with regards to overall compliance.
    • Obey data protection law according Cerus’ policy and follow compliance policies
    • Perform other duties as required.

    Qualifications / Requirements / Skills

    Education and experience

    • University degree “in medical/life sciences” or a clear demonstration of behavior at Academic level.
    • Preferably a laboratory, technical, medical or scientific background in transfusion medicine, stem cell transplantation or haematology.
    • > 5 years of sales experience preferably in Transfusion medicine, Haematology or niche/orphan drug area
    • Track record of achievement managing sales territory in highly specialized area of medicine.
    • Influential presentation style with demonstrated ability to uncover and address customer needs and effectively manage customer concerns and questions
    • Must have established industry network and relationship within territory
    • Keen understanding of the local regulatory approval process and of health policy and health care system stakeholders
    • Thorough knowledge of the Medical Device arena.

    Capabilities

    • Good interpersonal skills.
    • Self-motivated with a sense of urgency, well-organized with a collaborative approach to problem-solving
    • Quality oriented.
    • Able to work independently and as a team member.
    • Ability to project a professional image, interact with a diverse customer population.
    • Willingness to travel intensively and requires a valid driving license.
    • Excellent verbal and written communication skills.
    • Able to travel up to 70%.
    • Proficiency with Microsoft Office.
    • Excellent language skills (both oral and written) in German and proficient in English.
     
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