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Eindhoven, Netherlands Permanent Posted: Friday, 9 November 2018
Applicants must be eligible to work in the specified location

Sales Manager Pelvic Health & Gastric Therapies Alpine Benelux

Careers that Change Lives
To support our RTG Business (Restorative Therapies Group) within Pelvic Health for the Alpine and Benelux region we are currently looking for a Full time customer-oriented Sales Manager with excellent communication skills, strong business acumen, proven leadership competencies and natural ability to spot business opportunities. This is a great challenge for an experienced person with a strong clinical background, commercial attitude, the entrepreneurial mindset and strong leadership skills.

A Day in the Life
In this role you define, implement, supervise and drive strategic and operational direction, objectives and targets for the Pelvic Health (PH) business in the Alpine/Benelux countries. You are responsible to allocate and utilize Medtronic resources in the most effective way. You need to be able to identify and grow human talent and build/develop a strong, performance driven team to enhance Medtronic's reputation in the market.

The PH business unit is part of the RTG (Restorative Therapy Group) Business unit and works within a fast growing and innovative market of pelvic floor dysfunction management with special focus on sacral neuromodulation technology. The intent of the PH ABGI Nordics (which Alpine region is part of) is to develop this underpenetrated market of incontinence (urinary as well as fecal) and protect our market share from the newly arrived competition.
Due to the nature of the business and strong patient focus strategic direction, having an experience and interest in developing the market while assuring revenue targets are met is of huge importance.
Increasingly important in this role will be to support disease state strategies and patient flow Pathway, direct to consumer strategies, KOL management, T&E strategies, in collaboration with the market development manager, ensuring the transformation of the organization towards developing PH focus disease states and drive market adoption towards standard of care. This role will also work closely with the commercial excellence team to assure local commercial strategies are executed successfully.

You will also play a key role in orchestrating the collaboration with the regional support functions such as Medical Affairs, Healthcare Economics & Re-imbursement, Integrated Healthcare Solutions, Market Access, and Governmental & Regulatory Affairs - to align with in-country strategic priorities to deliver on growth targets.
You will report to the regional ABGI Nordics Business manager PH.

We are looking for a hands-on individual with a commercial and analytical mindset. To be successful in this role very strong interpersonal and communication skills are required. You are a self-motivated team member who can work independently and is also open for coaching and supervision. You have proven to be results and quality oriented, integer, innovative and continuously learning sales leader.

Main Responsibilities
Plans, directs, and monitors the sales activities within an Alpine region (Austria, Switzerland, Netherlands, Belgium and Luxembourg) to achieve established sales and inventory targets
Identifies opportunities and develops new programs to meet the organization's sales plans to increase market share in the assigned alpine region
Assure & drive competitive strategy due to the increased competitive pressure and maintain the market share in the key (TOP) accounts
Responsible for the Account Segmentation & the Account planning strategy as well as the close monitoring of the of the account plans implementation and progress (linked to the business strategies)
Drives the Commercial Excellence execution by ensuring the sales enablement tools (RTG Account Plan App, ENT Sense App, SFDC) are optimally used. Also monitors these tolls usage and assures this culture is imbedded in the sales organization
Instrumental role in driving and presenting QSERs on a regular base (quarterly)
Coaches sales representatives on the technical aspects of the organization's products and services; on marketing campaigns and sales promotions; and on sales techniques, procedures, and standards that will help them achieve their sales targets.
Develops and maintains strong relationships with all key account personnel and relevant functions to support selling, market development, service efforts and clinical programs.
Beyond the sales targets, monitors the marketing budget spend, and assures the EBIT targets are met
Look for opportunities to introduce and develop new services in selected accounts that will drive new business models
Take new directions into developing and implementing value-based healthcare (VBHC) design project and solutions which address the need of patients, healthcare providers and payers.
In order to be successful in this role, we expect you to be an entrepreneur and a strategic thinker with a successful track record in Sales and strong influence management skills. Furthermore, you are a people manager who is highly motivated with a 'can-do' attitude. Lastly you are a strong communicator, team player with high integrity standards, you are charismatic and enthusiastic with positive thinking and ability to lead a complex team.

Management and supervisory sales professionals focus on direct sales and operational activities for one or more specified business units. Levels within the sales management career stream typically with multiple direct reports.
Most of time is spent overseeing their area of responsibility, managing performance, talent development, diversity and inclusion, communication business and operational developments, planning, prioritizing and/or directing the responsibilities of employees.
Goal achievement is typically accomplished through performance of direct and/or indirect reports but may involve direct sales participation as appropriate.

Autonomy: Manages experienced sales professionals who exercise latitude and independence in handling accounts, providing direct sales, tactical and/or operational leadership. Leverages internal processes in support of sales representatives and selling activities.

Establishes direct sales and operational plans with direct impact on function results, including target revenue, resource allocation, expenditures and future business opportunities.
Is accountable for execution and implementation of several significant business transactions or projects. Ensures individual and team progress are monitored and reviewed.
Innovation and Complexity: Provides market or operational insights. Problems and issues faced are complex, difficult and undefined, and require detailed information gathering, analysis and investigation to understand the problem. Makes moderate to significant improvements of processes, policies and/or products to enhance performance of entire sales team.
Communication and Influence: Communicates with internal and external customers and vendors regarding ongoing operations. Uses information exchange, influence and active persuasion without direct exercise of command to gain cooperation of other parties.

Manages at least one small to mid-sized team consisting of new as well as experienced sales and therapy consultant professionals.
Leads, directs and reviews the work of a sales team who exercise latitude and independence in handling accounts.
Authorizes hiring, firing, promotion and reward within own area.

Eindhoven, Netherlands
09/11/2018 11:54:39

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