Senior Sales Representative - Barcelona
Beckman Coulter Diagnostics
L'Hospitalet de Llobregat, Spain
hace 6 días

Main Purpose :

  • Achieve maximum sustained growth and market penetration - Catalonia and Balearic Islands -, as well as sales profitability, in the accounts of the designated work area (privileging Lisbon area), with the sale of the company's products and solutions.
  • Responsible for developing a solid network of clients in the designated clinical analysis laboratories (public and private), through systematic contact with the Directors, Administrations, Managers, MD’s and technical personnel of the referred laboratories, in order to guarantee the maintenance of current businesses and expansion into futures

  • Sales management of assigned accounts, as well as management of the sales funnel through the process implemented trough CRM
  • Always fully aligned with the company's policies and values, it will guarantee the achievement of the company's objectives in terms of revenue, growth, profitability and costs, promoting the company's products and solutions to strategic customers in the field of its performance
  • Main Responsibilities :

  • Plan, implement and maintain the set of strategies and tactics necessary to ensure the sustained and profitable growth of the business in its area of responsibility
  • Establishes, develops, maintain commercial relationships with current and potential customers in the designated territory / market segment, to generate new business for the organization's products
  • Investigate and access the sources necessary for the development of potential customers and ensure the acquisition of essential information to develop the potential sales
  • Develop, implement and review marketing plan strategies to ensure the achievement of its operating plan goals
  • Develop collaborative relationships to grow existing business by differentiating solutions clinically & financially versus the competition
  • Ability to negotiate consistent and transparent pricing to secure long term profitable and sustainable sales / market presence
  • Drive the tender management process, including pre-tender focused activity
  • Creative mindset to thrive in a constantly changing external environment, adapting to evolving internal business priorities
  • Use the CRM system to support planning, sequential selling and territory analyses
  • Alongside with the Sales Manager, develop target accounts and assist in developing appropriate sales strategies for each one
  • Develop professional relationships with key decision makers and KOL’s for the purposes of enhancing product promotion
  • Ensures effective management of the customer's problem and the resolution of complaints
  • Coordinate sales efforts with other key organization functions
  • Analyze the current and potential state of the territory / market
  • Create and manage a value plan for the customer, highlighting the profile and sharing of value opportunities
  • Identify the strengths of the organization's products compared to competitor products
  • Manage and provide verbal and written reports on the customer's needs, problems, interests, competitive activities and the potential of new products and services
  • Participate in workshops, congresses, conventions
  • The role requires a daily travel activity (up to 70%)
  • Internal / External communications :

  • Clients
  • Financial Department
  • Sales Department
  • Field Applications specialists
  • Product Specialists
  • WIT department
  • Tender / contracts Department
  • Customer Care Department
  • Customer Support Department
  • Quality & Regulatory Department
  • Background :

  • Bachelor's degree in Biology, Chemistry, Pharmacy, Medicine and minimum 5 years of experience in a multinational environment
  • Languages : Spanish mother tongue, fluent English, Catalan is a plus
  • Proven experience in complex sales and mastery of the concepts and products that are marketed in the diagnostic market
  • Deep Knowledge of the IVD market value chain and sales process
  • Proven experience in developing short, medium and long-term sales plans, linked to financial goals
  • Ability to manage the different key internal functions for the effective resolution of customer problems and needs
  • Excellent command of MS Office (especially Excel) and Salesforce.com
  • Work by objectives and focus on Sales results
  • Proactive, strong negotiation and communication skills, customer oriented, independent
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