**The Company:**
Ortho Clinical Diagnostics is a global leader of in vitro diagnostics serving the global clinical laboratory and immunohematology communities. Across hospitals, hospital networks, blood banks, and labs in more than 120 countries, Ortho’s high-quality products and services enable healthcare professionals to make better-informed treatment decisions.
For the immunohematology community, Ortho’s blood typing products help ensure every patient receives blood that is safe, the right type and the right unit. Ortho brings sophisticated testing technologies, automation, information management, and interpretation tools to clinical laboratories around the world to help them run more efficiently, effectively and improve patient care. Ortho’s purpose is to improve and save lives with diagnostics and it does that by reimagining what’s possible. This is what has defined Ortho for more than 75 years, and it’s what drives Ortho forward. For more information, visit www.orthoclinicaldiagnostics.com.
**The Career Potential:**
Ortho Clinical Diagnostics is committed to improving and saving lives with diagnostics. To do this we hire people who share this dream and are ready for new adventures. As a valued team member, you will carve your own career path and be part of building this company stronger and better than ever before. There is no limit to the experiences, opportunities and new directions you will have access to here at Ortho Clinical Diagnostics. More importantly, you will be driving the surge of a whole new direction in important medicine. That’s something we can all take pride in as we take this journey together.
**The Opportunity:**
Manager of sales professionals in a defined geography responsible for achieving sales, profitability and market growth goals. This role leadsaccurate sales forecasting and develop plans to achieve and exceed business goals. The Sales Manager coaches and develops a team of 5-10 sales professional to meet/exceed territory goals by leveraging sales process tools, systems and competency models.This role works in partnership with other members of the Management Team (Technical Solutions, Marketing, Finance and HR) to realise specific business objectives.
**The Responsibilities:**
**ESSENTIAL DUTIES AND RESPONSIBILITIES**
+ Maintains a deep understanding of the marketplace trends and competitors strategie, anticipate market changes and proactively shares insights with the Business Unit Director for input in annual Business planning and strategic planning.
+ Leads development of business splan and tactical action plans to maximise business opportunities and achieve sales goals. Ensures sales team is aligned to territory priorities and plans.
+ Establishes and maintains strong relationships with key and senior level customers as well as KOLs toanticipate customers ‘ needs.
+ Coordinates and participates in promotional events, trade shows / conventions to strengthen Ortho’s customer loyalty and further engage prospects.
+ Provides guidance and finalises pricing for quotations, contract extensions, contract modifications and tenders with the sales team, gaining management approval as required.
+ Responsible for timely and accurate maintenance of the CRM tool ( SFDC) by the Sales Team. Uses SFDC data and reports to assists the Business Unit Director in sales reporting, forecasting and preparation of annual business plans.
+ Implements and promotes a culture of high performance and engagement. Provides coaching to Account / Key Account Managers to deliver superior results leveraging sales effectiveness tools, systems and competency models.
+ Identifies and develops ‘Talent’ within the organisation by effectively implementing the Performance Planning & Development, Talent Management and Succession Planning processes with the team.
+ Actively participates in cross-functional/regional strategic initiatives and teams as appropriate (i.e new product launch).
+ Ensure sales activities in compliance with local and company regulation policies and procedures.
**PERFORMANCE METRICS**
+ Business Plan Sales and Profit Target in country.
+ % Customer retention rate (Target is 90% customer retention).
+ % Competitive win rate (target is 70-80%).
+ Team credo / engagement survey results.
**REPORTING RELATIONSHIPS**
+ The Sales Manager positions reports directly to the Business Unit Director
+ Direct: > 5 sales professionals.
+ Key partners ( i.e. colleagues this role works with in a matrix environment): Technical solution manager (LS and FE), Sales Operation Supervisor, Customer Service Team in Prague, Technical Support Team in SXB, Marketing Manager, Finance Manager, HR Manager, other Sales Managers across EMEA.
**The Individual:**
**EDUCATION and/or EXPERIENCE**
+ University Degree required; MBA/Masters degree desirable.
+ Languages: Local languages & English
+ 1-3 Years sales experience in the Diagnostics industry. Ideally these would be in the fields of Clinical Diagnostics, Blood Transfusion, Immunoheamatology or Heamatology.
+ 1-3 years experience of leading a sales team is required within a culture of personal accountability.
+ Proficient at analysing sales / commercial data and identify key trends or drivers of change.
+ Solid understanding of trends in the diagnostic market and factors that influence the market place.
**COMPETENCIES**
+ **Consultative selling** –develop and sell total solutions by helping define customers’ unmet needs. Use strategic questioning and active listening to define customers’ strategic priorities and needs. Helps others understand how to appeal, sell, and negotiate with a broad range of stakeholder groups in customer organizations.
+ **Financial acumen** -understands general financial concepts and the financial drivers for hospitals and labs. Articulates the critical financial implications of customer / prospects purchasing decisions to a variety of stakeholders.Encourages and coaches others to create tailored financial solutions for customers.
+ **Territory management** – Teaches others to balance quality and quantity of new sales opportunities. Reviews and provides constructive input on business plans to maximize value. Guides others in making difficult decisions about how to most effectively allocate time and resources to customers and sales prospects.
+ **Product, market and competitive intelligence** - serves as resource for questions about products, services and solutions. Proactively forecasts market, industry, technology and competitive trends. Identifies and maintains a deep understanding of competitors offering.
+ **Influential leadership** –Influences and leads others without direct authority.Leads high-profile cross-functional teams to achieve breakthrough results. Builds and motivates teams to effectively advocate positions with conviction and persistence. Leads and coaches others on how to proactively adjust influencing styles to different personalities and style.
+ **Building and sustaining relationships** –Leads and coaches others in developing and maintaining trust and credibility with stakeholders. Serves as a valued resource for building transparency, trust, and credibility with others. Leverages established relationships with multiple levels of stakeholders to achieve strategic goals.
+ **Persuasive communication** –Focuses on the most critical messages and expresses views with conviction. Fully engages others by asking incisive and thoughtful questions. Coaches others and serves as a resource to help tailor the communication approach based on the audience.
+ **Change management and innovation** –Effectively manages change by focusing on people, communicating priorities, adopting innovative best practices and making quality decisions .Serves as a role model by demonstrating innovation and flexibility. Rewards and recognizes creative approaches to solving business problems.
\#LI-JS1
**Equal Opportunity:**
_At Ortho Clinical Diagnostics, we are proud of the empowering, inclusive and innovative culture we are growing. Our team is passionate about our work, and brings deep knowledge, industry experience and diverse thinking that drive results, making Ortho a place to grow your career._
_Ortho Clinical Diagnostics is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability status, or any other characteristic protected by law._
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**ID** _2017-3938_
**Job Locations** _SE_
**Posted Date** _1/19/2017_