SUMMARY OF POSITION
Experienced Sales Manager in diagnostics field in the Benelux. Proven experience with people leadership and development.
A leader who brings passion, ownership and drive for results both for customers and for Leica Biosystems through creative thinking and enabling solutions.
Achieve annual sales strategies and goals through effective management of the Benelux sales team and through building and growing strong customer relations.
Develop area sales plans in conjunction with the Commercial Director and sales teams, to support and grow Leica Biosystems’ market share in the Benelux territory.
Provide the direction, leadership, coaching and mentoring for associates reporting into them. Advance the professional development, professional conduct, sales effectiveness and efficiency of staff.
Track progress with sales, forecast, pipeline growth and instrument usage, effectively using DBS tools.
The successful candidate must have the ability to progress further with another position within 2-3 years from commencement in Leica or Danaher.
KEY RESPONSIBILITIES :
People Management & Organisation Agility
Lead, coach, mentor and support a team of Account Managers and Sales Specialists
Lead all engagement activity for the sales team
Lead by example as a people leader for the LBS North East Europe region that includes all leadership anchors
Travel with Account Managers and Sales Specialists, providing individual coaching and professional development (target 3 days per week or 60% of available time)
Ensure all people related activity is completed for the team
Develop, maintain and implement development plans for all direct reports
Recruit, develop and train your team with clearly communicated sales and overall performance standards
Establish Standards of Performance for direct reports and set expectations on completion of responsibilities and duties
Strategy & Budget
Leading a sustainable and predictable business that delivers success to both Leica Biosystems and customers.
Building and growing strong customer relationships to earn their trust and loyalty.
Achieve and exceed Area’s quarterly and annual sales quota
Develop and execute sales plans and strategies to increase market penetration within the area
Set annual sales targets for direct reports, monitor daily activity using DBS tools (bowlers, action plans)
Manage and control department expenses at or below budgeted levels
Ensure direct reports are compliant with all aspects of Danaher compliance and use Leica CRM tool
Provide monthly reports (due on the 1st day of each subsequent month) including business review (won / lost orders), market situation, competitive environment, product issue and Human Resource factors
Submit weekly sales and order forecasts
Lead various LBS North East Europe projects
Apply Danaher Business Systems (DBS) tools as daily work. Implement visual management for entire sales team
Attribute / Skill / Experience :
MBA, Commercial Degree, or BSc in Life Sciences
Relevant experience in Diagnostics market
Demonstrated ability to lead and develop a commercial organisation and to develop teams
5+ yearspeople leadership experience
Working in complex, matrix environment
1 2 years P&L experience in an international company environment
Demonstrated ability to influence and drive change
Able to convert strategic initiatives into tactical activities.
Proven ability to drive business growth through effective market and business analysis.
Tenacity / Do What It Takes
Build constructive and effective relationships both inside and outside the organization
Strong communication skills sound business acumen
C-Suite commercial experience
Proven ability to lead change in support of a better customer experience
Ability to identify product improvements and effectively communicate their benefits to the development teams
Working with integrity and leads by example with compliance
Get the Numbers Results Count
Effective Time Management and Personal Organization
Do It Now / make decisions
Continuous Improvement, Don’t accept the status quo
Traction Counts, Make an Impact
Tactical and Strategic