Company
RegionalSalesManager
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optimal for Senior candidates.
“Regional Sales Manager. Skills: Sales performance achievement, Sales management, Business plan development, Market analysis, Channel management, Key account management, Talent development, Team building. Achieve sales performance in the assigned region, including winning new business opportunities, maintaining existing customers and increasing Abbott's share, successful contract renewal, and locking in long-term cooperative relationships with customers.. Take full responsibility for sales achiev”
What You'll Achieve.
Achieve sales performance in the assigned region; Increase Abbott's share; Successful contract renewal; Improve business volume; Achieve monthly/quarterly targets for different customers and sales situations; Complete monthly IMS/TMS targets and committed closing goals; Accurately forecast business trends/opportunities through data analysis; Solve problems and complete forecasts; Achieve balanced performance for the sales team
Industry & Context.
Ability to identify and drive problem-solving; Develop effective solutions to mitigate risks
What They're Looking For.
Must Have
At least 5 years of diagnostic industry experience, focusing on daily sales or service management, product line expansion, and profitability improvement, Successful establishment and maintenance of good relationships with customers (especially senior management and key stakeholders), Knowledge of the healthcare and diagnostic industry, including: changing market dynamics, major competitors, professional terminology, challenges, and regulations, Excellent sales and interpersonal relationship building skills, Excellent communication skills, Ability to identify and drive problem-solving, Focus on the customer's long-term strategic development, Agile market insight, Strong English reading and writing skills
What You'll Do.
Achieve sales performance in the assigned region
including winning new business opportunities
maintaining existing customers and increasing Abbott's share
successful contract renewal
and locking in long-term cooperative relationships with customers.
Take full responsibility for sales achievement and market share growth in the responsible sales region.
Develop implementable business plans for the responsible region
including dealer plans
to continuously improve business volume.
Have clear plans and corresponding implementation solutions for existing business protection
potential business loss management
and potential opportunity development in the responsible region.
Build a high-performance sales team and talent pipeline with a strong desire for success.
How You'll Work.
Team & Collaboration
Integrate internal and external resources to ensure the effective execution of cross-departmental cooperation projects and help solve customer problems.; Communicate closely with the finance department regarding cost analysis, proposal evaluation, and expense control.; Collaborate with the marketing department to support product launches and academic promotion plans in the region, and organize and execute marketing activities.; Cooperate with the after-sales service department to coordinate equipment installation and maintenance, and reagent performance acceptance.
Communication Scope
Excellent communication skills; Strong English reading and writing skills
Full Job Description
## **JOB DESCRIPTION:** ## 1.Primary Job Function * 负责所分配区域内的销售业绩达成，包括但不限于赢得新业务机会、维护现有客户并提升雅培份额，合同成功续约，长期锁定与客户的合作关系。 * 对所负责销售区域的销售达成和份额增长负全责； * 制定所负责区域可落地执行的业务计划包含经销商计划，持续提升生意体量； * 对所负责区域的现有生意保护、潜在生意丢失管理，潜在机会开发等有清晰计划和对应的落地方案； * 建立有强烈成功意愿的高绩效销售团队和人才梯队。 ## ## 2.Core Job Responsibilities 绩效达成 * 按月/季度针对不同客户和销售情况分解规划指标，进行销售预估并如期执行，管理达成； * 完成每月辖区IMS/TMS指标，以及承诺的关单目标； * 通过数据分析，准确预估业务走向/机会，进行业务新机会判定，解决问题并完成预估； * 对团队进行有效的销售辅导，关注销售团队的平衡绩效； * 有效识别业务风险，并提出有效解决方案化解风险。 区域业务规划 * 根据公司战略重点，进行省级/经销商策略规划和销售区域划分，通过价格谈判，客户投入，产品分析，制定有针对性的销售策略； * 关注重点客户，通过合理的指标分解，制定达成指标的具体方案； * 根据市场环境变化合理更新区域策略的落地和执行。 市场洞察 * 收集所在区域的行业政策变化、关注市场动态、竞争对手动态，提取关键因素，形成分析预测，主动评估和应对政策影响，平衡机会与风险； * 了解现有客户情况，洞察关键客户群体（医院、LHCP）在学术和医院管理方面的潜在需求和变化，判断客户关机决策依据，辅助客户长期发展； * 关注竞品区域动向，预判潜在风险，并作出反应，整合有可能的机会和增长点； * 通过掌握不同渠道的信息，包括但不限于关键现有及目标客户渠道以及竞品渠道，建立完善的渠道网络。 渠道管理 * 根据区域及省区的业务规划进行经销商布局； * 关注经销商的经营动态和业绩达成，根据情况选用育留； * 管理和协调经销商库存，营运情况，以及返利等政策申请； * 配合渠道管理部门进行经销商培训，品牌推介，授权风险评估。 关键客户管理 * 明确区域内重点客户以及重点客户销售目标，含现有客户和目标客户；收集并及时更新现有客户及目标客户的数据，保持完整性和准确性，包括但不限于客户关键决策人信息、产品使用情况的趋势和潜在需求、在学术和医院管理方面的潜在需求和变化等； * 现有重点客户管理包含但不限于满意度管理，风险管理以及机会管理： * 掌握重点目标客户检验科室的仪器、试剂、开单科室情况，收集竞品信息以及渠道经销商等信息；挖掘客户需求，了解客户痛点，制定区域内关键客户中长期发展计划； * 推进系统的学术合作，规划和管理区域专家网络，建立客户生态圈。 人才发展与团队建设 * 指导销售工作，衡量指标并转化为可执行计划，带领团队达成目标和持续提升； * 通过高质量的招聘、培训和发展，提供持续的指导，通过激励与认可留住优秀人才，培养继任者，对表现不佳的员工做出指导和决定； * 践行雅培核心诊断的价值观，建立一支高效致胜的销售团队。 跨部门合作 * 通过内外部资源整合，确保跨部门合作项目执行到位，帮助解决客户问题。包括但不限于： * −具备成本分析，方案评估，费用控制等方面的知识储备，与财务部密切沟通； * −与市场部合作，支持产品发布，和所在区域的学术推广计划，组织和执行市场活动； * −与售后服务部合作，协调设备安装与维护，试剂性能验收等工作。 ## 3.Requirement * 拥有卓越的销售和/或客户服务管理领导经验 * 至少5年诊断行业经验，重点在于日常销售或服务管理、产品线拓展和盈利能力提升 * 成功与客户（尤其是高级管理层和关键利益相关者）建立并维护良好关系 * 具备医疗保健和诊断行业知识，包括：不断变化的市场动态、主要竞争对手、专业术语、挑战和法规 * 优秀的销售和人际关系建立能力 * 出色的沟通能力 * 能够识别并推动问题解决 * 着眼于客户的长期战略发展 * 具有敏捷的市场洞察力 * 具有较强的英语读写能力 **The base pay for this position is** N/A In specific locations, the pay range may vary from the range posted. ## **JOB FAMILY:** Sales Force ## **DIVISION:** CRLB Core Lab ## **LOCATION:** China > Guangzhou : Guangzhou Electric Tower ## **ADDITIONAL LOCATIONS:*
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