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- Communicate the actions needed to implement the function's strategy and business plan within the team; explain the relationship to the broader organization's mission, vision and values
- motivate people to commit to these and to doing extraordinary things to achieve local business goals.
- Contribute to the formation of local Sales strategy through specialist expertise and insights, to ensure that the strategy meets business needs, considering the corporate strategy and the big picture of internal and external aspects.
- Sell complex, often customized products and services to significant customers and/or manage a significant sales department.
- Monitor and provide sponsorship for the implementation of major strategic initiatives, act as escalation level and steer major projects in the area of Sales.
- Ensures implementation of corporate policies and pricing guidance
- Ensure quality service and profitable business growth by managing a portfolio of complex customer relationships and/or a small team of account managers.
- Develop and implement a relationship management plan for strategic, complex existing accounts to build key relationships at local and national levels.
- Coordinate the engagement of own organization with the customer organization to ensure effective two-way flow of information and resolution of issues.
- Manage key client and customer relationships, often through account teams, to ensure their ongoing satisfaction and loyalty.
- Develop and propose annual business plans for a given area or department, ensuring alignment with strategy.
- Recommend financial and headcount budgets; propose business targets (e.g., revenues or other Key Performance Indicators (KPIs)); and schedule key activities/projects, ensuring integration with other elements of the organization.
- Coordinates together with the sales team and supporting departments the process related to public tenders, assuring a pro-active pre-tender management and offering according to the competitive situation and corporate policies and Country tactics.
- Develop a personal network within the business sector and represent the organization at business sector events.
- Obtain market intelligence and enhance the visibility and reputation of the organization, its products, and its services.
- Develop and implement a relationship management plan for strategic, complex potential accounts to build key relationships at local and national levels.
- Coordinate the engagement of own organization with the customer organization to ensure effective two-way flow of information and resolution of issues.
- Manage budget plans for a department; could involve development or delivery (or both).
- Oversee the implementation and maintenance of the customer relationship management system within the area of responsibility, identifying and communicating opportunities for system improvement that may enhance the management of customer relationships.
- Manage and report on the performance of the function / business area; set appropriate performance objectives for direct reports and hold them accountable for achieving these
- take appropriate corrective action where necessary to ensure the achievement of annual business objectives.
- Evaluate the capabilities of staff within the department to identify gaps and prioritize development activities.
- Implement the organization's formal development frameworks within the area of responsibility.
- Coach and mentor others to support the development of the organization's talent pool.
- Masters degree in Business Administration
- Over 6 years to 10 years of substantial general work experience together with comprehensive job related experience in own area of expertise to fully competent level
- Over 6 years to 10 years of experience in planning, managing and organizing resources within short / medium timescales within the overall policy framework
- Drives engagement: Creating a climate where people are motivated to do their best to help the organization achieve its objectives.
- Manages complexity: Making sense of complex, high quantity, and sometimes contradictory information to effectively sole problems
- Optimizes work processes: Knowing the most effective and efficient processes to get things done, with a focus on continuous improvement.
- Plans and aligns: Planning and prioritizing work to meet commitments aligned with organizational goals
- Business insights: Applying knowledge of business and marketplace to advance the organization ́s goal
- Drive results: Consistently achieving results, even under tough circumstances.
- Customer focus: Builds strong customer relationships and delivers customer centric solutions
- Strategic mindset: Seeing ahead to future possibilities and translating them to breakthrough strategies.
- Balance stakeholders: Anticipating and balancing the needs of multiple stakeholders.
- Communicates effectively: Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
- Clinical and technical expertise with well-recognized reputation in the field where he is specialized in
- Excellent product knowledge (dialysis and healthcare products and services)
- Strengthens customer connections: Works at an advanced level to connect with customers to strengthen the relationship, meeting personal needs through positive customer experiences
- Builds customer loyalty: Works at an advanced level to make every customer interaction positive by leaving the customer feeling understood, appreciated, and confident in the organization's ability
- Masters service conversations: Works at an advanced level to navigate customer conversations by leveraging the four parts of a service conversation: open, learn, reply, and close. Typically works independently and provides guidance
- Navigates customer challenges: Works at an advanced level to navigate conversations in which the customer is frustrated or unhappy with the organization. Typically works independently and provides guidance
- Understand and use modern communication software and systems
- Strong Microsoft Office user skills (SAP, Lotus Notes, Internet)
- Understand basics of e-health, data security and related topics
- Up-to-date knowledge of IT and digitalization
- Leverages digital communications with customers Career with a purposeWe offer an opportunity to create and deliver treatments that save and change lives for the better. We'll support your ongoing development. And you'll be part of a dedicated team of people who inspire each other to create the best possible healthcare outcomes each and every day. Inclusion and diversityJoining Fresenius Medical Care means becoming part of a team that values diversity. We embrace the wealth of different backgrounds, cultures, experiences and opinions that make up our workforce and strive to create an inclusive atmosphere in which all our employees feel valued. StabilityDeveloping innovative products and continuously improving our renal therapies made us the clear market leader in the production of hemodialysis machines, with sustainable, profitable growth . This position provides our employees with the stability and security they need to help improve the lives of our patients. Learning and developmentWe offer participation in programs at world-class business schools, leadership development, regular training for our nurses, health care professionals and manufacturing staff and digital access to high-quality educational content for all employees worldwide 24/7. Local benefitsOur employees enjoy both local and global opportunities for growth and personal fulfilment. We offer local benefits designed to suit the requirements of the respective country and place of work to create ideal conditions everywhere. Work-life balanceWe want to empower people to deliver better care. Therefore, we promote a better work-life balance through flexible working hours, part-time models, the possibility to work from home, and more.
Head of Sales SA - Johannesburg, South Africa - Fresenius Medical Care, Europe, Middle East, and Africa
Description
Leadership and Direction
Functional Strategy Formation
Sales
Key Account Management
Customer Relationship Management / Account Management
Business Planning
Sales Opportunities Creation
Customer Relationship Development / Prospecting
Budgeting
Customer Relationship Management (CRM) Data
Performance Management
Organizational Capability Building
1) Required training and education:
2) Required professional experience (in years):
3) Required personal competencies:
4) Other specialized knowledge, expertise and skills:
a) Functional knowledge
b) IT skills