Senior Manager of Sales Professional Care France

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 Hospital (M/F /d) to join our team.

Rattaché au Directeur Général de MEDELA France, le Sales Manager Professional Care est en charge de la définition et de la mise en place d’une stratégie commerciale performante auprès des établissements de santé.

L’enjeu du rôle est renforcer l’utilisation par les professionnels de santé des produits de la gamme Hospitalière de Medela (Maternité et néonatologie / Aspiration chirurgicale et des voies respiratoires) tout en assurant la croissance rentable des ventes Medela dans ce circuit.
- Il définit la politique commerciale hospitalière, analyse les besoins et tendances du marché et pilote les performances de Medela
- En collaboration avec l’équipe Marketing, il construit et active les plans d’actions commerciaux en support de la stratégie Marketing sur notre portefeuille de produits.
- Il manage, anime, recrute et développe une équipe de 4 Sales Reps +1 responsable des appels d’offres hospitaliers
- Il construit et entretient un réseau de KOLS sur les aires thérapeutiques concernées.
- En coordination avec les Sales Reps, il construit des relations de partenariat avec les clients majeurs du circuit (centrales d’achats, hôpitaux de référence )

SALES
- Represent Medela Professional care to targeted potential customers, and current high-volume customers (key accounts) within each region
- Increase market share consistent with the objectives of the Medela strategy
- Achievement of value and unit sales objectives, as designated by management through alignment with local sales and marketing plans, define the Professional Care strategic plan in liaison with finance and marketing
- Increase and develop existing customer accounts and switch competitor accounts
- Identification and implementation of new business opportunities to maximise sales growth throughout the region
- 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, study days and training as required
- Develop productive working relationships with Hospitals, third party distributors and Healthcare professionals as required
- Maintain and develop clinical relationships with KOL’s, Consultants, Healthcare Surgeons and Specialist Nurses
- Liaise with Medela Europe to assist in the European team visiting customers and setting up clinical work and research trials in new therapy areas

STAFF MANAGEMENT
- Day to day management of the Professional Care team
- Lead, motivate and develop team, to achieve agreed goals and to secure future success for the organisation
- Provide regular support and direction to team through effective communication means
- Assist in recruitment and training of staff, monitoring the performance and progress of staff, staff appraisal, and discipline and grievance procedures. Motivating, organizing and encouraging teamwork to ensure productivity targets are met. Organizing resources and evaluating performance, demonstrate flexibility and adaptability to change
- Lead training activities of all employees assigned to the area. This includes accurate documentation of training status. Identify training needs for staff and attend training and courses asrequired

PLANNING
- Define and execute the Professional Care regional targets aligned with Europe and in line with the Strategy for the year and targeted potential and current high-volume customers
- Support Marketing Plan. Working collaboratively with Europe 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 the overall Professional 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 adhere to company commercial policy on pricing and discounts
- Understand key influences and tender proposal and completion in collaboration with relevant staff
- Define all territory sales targets and objectives in collaboration with the Country Head
- Liaison with Finance and the Country Head to establish an annual budget for Medela Professional Care

RESOURCE UTILISATION
- Effective use of other relevant Medela personnel to optimise account productivity in the utilisation of Professional Care products
- Effective coordination, best practice, and information sharing with the ext