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Regional Sales Manager - North Region, Warsaw

Client:

Location: Warsaw, Poland

Job Category:

Other

EU work permit required:

Yes

Job Reference:

e149f773c775

Job Views:

40

Posted:

23.01.2025

Expiry Date:

09.03.2025

Job Description:

WHAT WE ARE LOOKING FOR

The Regional Manager is the “owner” and key point of contact for existing and potential accounts and the main person to execute on identified “Interconnected Solutions” opportunities developed through strategic targeting of the complete Diagnostic Imaging portfolio by producing a pipeline through collaboration with public and private hospitals and imaging centers.

Strong understanding of the DI market and trends in Radiology is an additional advantage.

Your role:

Identify, Segmenting & Map Key Accounts and Stakeholders

• Define matrix of key decision-making customers in key accounts and potential new key accounts in assigned territory.

Develop & Implement Account Plans

• Identify business opportunities and collaborate with sales management to accelerate and execute on these opportunities.
• Develop and drive appropriate portfolio management strategy in collaboration with the National Sales Manager.

Develop & Deliver Budgets (for each account & territory)

• Provide regular input into budgeting / forecasting processes.
• Achieve quarterly and annual sales target.

Engage with / Manage Key Decision Makers (in each account & region)

• Be the single point of contact with customers, coordinating with a network of Guerbet sales and functional expertise to provide full account management support when needed.

Customers will include all key economic & clinical decision makers (Commissioners, Clinicians, Department Heads, Finance, General Managers, GPOs, Hospital Networks, Payers, Pharmacies, Procurement / Purchasing etc.). Customer engagement can be face-to-face, phone or virtual. Guerbet functional experts include customer services, market analyst, marketing, Regulatory Affairs.

• Be the main customer contact and support evidence-based selling processes, product launches, RA/QA issues, market analysis, market research, complaint handling, and monitoring competitive activities.

Develop and Execute Commercial Deals with Accounts

• Promote and support the full Guerbet DI portfolio “Interconnected Solutions”.
• Promote their unique value & positioning and coordinate the implementation of related commercial initiatives (Training, Contract Management, Pricing negotiations, troubleshooting, relationship management).
• Gain market share, optimize pricing strategy, and build long-term contractual agreements and relationships with Key Accounts and GPOs.
• Manage and negotiate contracts & tenders, including pricing schedules & discount rates in coordination with National Sales Manager.
• Implement innovative pricing strategies & propose new ones to National Sales Manager.
• Share regional / local commissioning, guidance & pathway trends with Sales Manager & other KAMs.

Identify Tenders & Escalate to the Sales Ops Team.

Resolve Issues with Accounts Directly or Escalate to Customer Service team.

Education:

• Preferably, Life Sciences or adequate commercial experience gained in medical devices or pharmacy sector.
• Additionally, a degree in electro radiology is a strong plus.

Experience:

• Minimum 5 years successful Field Sales Experience in the Health Care industry.
• Thorough knowledge and understanding of the specificity of the functioning of the Diagnostic Imaging Centers.
• Proven negotiation experience in a multi-stakeholder environment.

Preferred Skills/Qualifications:

• Proficiency in English required.
• Good working knowledge of Outlook, Word, Excel, PowerPoint, SFDC.
• Valid driving license.

Guerbet is an Equal Opportunity Employer. As an organization, we believe that no individual should be discriminated against because of their differences, which includes the following: age, disability, ethnicity, gender, gender identity and expression, religion, or sexual orientation. All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status, or any other basis as protected by federal, state, or local law.

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