Sales Leader TB Europe

il y a 3 semaines

Paris, France Horizon Discovery Temps plein

The Sales Leader for our Oxford Immunotec business in Europe has the responsibility to develop and drive our tuberculosis testing business in Europe. He / she is accountable for delivering the sales targets and providing sales execution management within the assigned business area. He / she manages a team of direct sales resources across key European countries and distributors for the T-Spot business in geographies with an indirect Go-To-Market. The Sales Leader reports to the VP and GM Commercial Europe and works closely with the European Sales Leaders for Revvity’s other businesses (primarily Applications) as well as with the global Business Unit for Infectious Disease. He / she will develop the sales team towards ambitious revenue goals, driving growth, profitability and market share gains through competitive conversion, consistent with Revvity's AOP/business goals. He / she builds and maintains strong customer/channel/employee relationships and manages sales focused on solid working relationships through the collaboration with other Revvity functional departments to ensure a value driven cooperation takes place between Account Managers, Field Application Specialists (FAS) and Service for the provision of breakthrough solutions to meet customer needs.

Key Responsibilities

Strategic Growth:

  • Sets the commercial strategy for the tuberculosis testing business in Europe, based on the overall strategy of Europe Commercial and the global strategy of the Infectious Disease Business Unit
  • Drives the Sales organization and the distributor network to provide innovative sales solutions, focusing on the value driven by breakthrough solutions with new Applications, Software and Services
  • Focused on Revvity market share gains in alignment with business goals and identified end-markets.
  • Ensures that the sales strategy supports margin growth for further business investments.
  • Identifies opportunities for leveraging the Oxford Immunotec sales team for Revvity portfolio elements outside of tuberculosis testing
  • Owns the Sales Revenue Target Achievement and is accountable for the assigned Annual Operating Plan (AOP)
  • Accountable for the sales strategy and execution. Plans, develops and maintains the Sales organization, ensuring that all resources are adequately focused on their sales execution plan, but at the same time network and share to generate internal synergies.
  • Develops a sales business plan to deliver the sales AOP.
  • Supports the development of the sales organization and clearly defines all the resource requirements.
  • Targets key customer relationships to develop.
  • Drives improvements in customer experience.
  • Leads Sales organizational efficiencies, focusing on business development activities, where to appropriately focus resource/time to maximize revenue growth and enhance margins across the assigned portfolio.
  • Communicates and supports sales targets and metrics and provides constant feedback on sales results.
  • Develops and executes programs and initiatives to build a healthy funnel for business growth and successfully drive competitive conversion
  • Manages Union Agreements for Sales Plans where necessary.
  • Provides guidance and approvals where business escalation is required.
  • Ensures the adoption of corporate sales tools and methodologies. Develops Team growth tactics - market share, sales, orders, margin, customer satisfaction, accounts penetration plan.
  • Promotes full cooperation between Account Managers, Field Application Specialists (FAS) and Service for a unique customer experience.

Forecasting and CRM:

  • Responsible for providing accurate forecast reports using the assigned CRM and ERP tools.
  • Ensures that sales team members are providing timely forecasts and that all customer information and pipeline evolution in the CRM tool is updated according to Revvity's processes and timelines
  • Analyzes Won, Lost and Abandoned opportunities and reports suggestions for continuous business analysis and improvement
  • Provides monthly business review reports to the Regional Business Leader

Team Management:

  • Is a role-model for professional behaviors, focusing on continuous development and the achievement of bold corporate goals.
  • Fosters active collaboration and positive communication between teams, challenging them to deliver constant value to internal and external customers.
  • Drives people development in line with organizational design and business goals, focusing on excellence and "can-do" attitude.
  • Enhances the talent culture, based on recognized competencies and tangible results. Drives effective succession plans providing relevant opportunities for development within the organization.
  • Generates a solid professional network within the organization and with key customers at national and international level. Is highly recognized within the professional environment for their personal standing and professional competencies.

Requirements:

  • Experience in the Clinical Diagnostics market, ideally in infectious disease testing
  • Experience in managing a sales team, ideally across different countries in Europe
  • Bachelor’s Degree or above, or equivalent combination of education and experience. Master/PhD degree is a plus
  • Professional and ethical attitude, with high integrity
  • Possess excellent leadership skills, proactive mindset with strong sense of responsibility and ownership
  • Strong global, multi-cultural leadership. Foster collaboration and teamwork in a complex, fast-paced, changing environment to deliver value-added results to the organization
  • Prepare and manage a realistic growth AOP / budget
  • Commercial acumen to help with market, product, customer strategy as well as selling skills in product line marketspace with relevant experience
  • Effective knowledge of our products, services and end-market strategies as well as of profound selling tools (competitor’s and market knowledge are critical)
  • Open to change and new information; adapt behavior and work methods in response to new information and changing conditions

Your advantages with us:

  • Cooperative and diverse environment
  • Individual programs for your personal & professional development as well as career opportunities
  • A demanding, varied job in a globally successful technology company

About Revvity:

Revvity is a developer and provider of end-to-end solutions designed to help scientists, researchers, and clinicians solve the world’s greatest health challenges. We pair the enthusiasm of an industry disruptor with the experience of a longtime leader. Our diverse team of 11,000+ colleagues from around the globe are vital to our success and the reason we’re able to push boundaries in pursuit of better human health. Find your future at Revvity.

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