Senior Manager of Sales Mom

Are you interested in working for a company that is passionate about its customers? That lives its values and nurtures its employees? Then Medela is the company for you._

We are seeking a Sales Manager to join our team.

Rattaché au Directeur Général de MEDELA France, le Sales Manager Mom&Baby Care a la charge de la définition et de la mise en place d’une stratégie commerciale performante pour développer les ventes de la gamme MEDELA consacrée à l’allaitement maternel.
- Il manage, anime, recrute et développe une équipe de 7 Sales Reps en charge du développement des ventes de MEDELA auprès de nos clients.
- Il définit la segmentation, la priorisation et la politique de couverture des différentes cibles commerciales (Pharmacies, Grossistes, Maternités et Sages-femmes).
- Il définit et pilote les objectifs de ventes de l’équipe commerciale terrain.
- Il construit, en liaison avec l’équipe Marketing, les plans d’actions commerciaux et s’assure de la mise à disposition des outils de vente adaptés
- Il analyse les performances commerciales de MEDELA chez ses catégories de clients, identifie les leviers et opportunités à exploiter et recommande les moyens à mobiliser
- En coordination avec les Sales Reps, il construit des relations de partenariat avec les clients majeurs

Role focus:

- The key objective is to grow the Medela Mom & Baby Care Xxxx market share by continued demonstration of the effectiveness of products and support available whilst maximising sales revenue and profitability
- Developing a marketing strategy across Mom & Baby Care portfolio's, (in line with the European and Global Marketing department) to increase market position and competitive advantage and align with the company strategic plan
- Achievement of value and unit sales objectives as designated by management through, specified sales/product targets
- The use of relationship building with training, coaching and support of the sales team members to help develop strategies and tactics for the accounts they are responsible for
- Customer networking and relationship building to support products in current and new retail areas
- Effective management of the Mom & Baby Care team and a participative role within the management group at Medela France to ensure efficient and effective business planning. Strategic responsibility for the Retail and Rental areas
- Business planning and development
- Specific sales focus in the areas of Retail, Rental and any other Trade areas that would have use for Medela’s portfolio of products

Key Duties and Responsibilities:
SALES
- Represent Medela Mom & Baby Care to targeted potential customers and current high-volume customers (key accounts) within each region
- Increase market share consistent with the objectives of Medela strategy
- Achievement of value and unit sales objectives as designated by management through alignment with local sales and marketing plans, define Mom & Baby Care strategic plan in liaison with finance and marketing
- Increase and develop existing accounts and switch competitor accounts
- Identification and implementation of new business opportunities to maximise sales growth throughout France
- Develop and roll-out strategy and business plan for each business area

CUSTOMER MANAGEMENT
- Responsible for the delivery of value-added services to target key accounts, existing and new accounts
- Facilitate internal and external stakeholders in product usage techniques
- Develop and arrange customer workshops, exhibitions and training as required
- Develop productive working relationships with Retailers and third party distributors as required

PLANNING
- Define and execute French Mom & Baby Care regional targets aligned with Medela Europe and in line with the company strategy. Targets based upon a combined assessment of new account business potential and maintenance and growth within existing high-value customers
- Work collaboratively with European Marketing to implement an effective strategic plan, develop, and propose continuous optimal sales organisation structure to achieve desired market position
- Responsible for formulation, implementation, and evaluation of in-depth customer account plans to enhance and increase overall Mom & Baby Care business efficiency as outlined in the customer management section
- Review market analysis to determine customer needs, volume potential, price schedules and discount rebates
- Monitor and maintain profit margins whilst adhering to company commercial policy on pricing and discounts
- Understand key influences and responsibility for tender submission collaboration with the relevant staff
- Define all territory sales targets and objectives in collaboration with the Managing Director/Country Head, France
- Liaising with Senior Manager of Finance and Managing Director/Country Head to establish an annual budget for the business unit

RESOURCE UTILISATION
- Effective use of other relevant Medela French personnel to opt