Job Description
embecta is a global diabetes care company that is leveraging its 100-year legacy in insulin delivery to empower people with diabetes to live their best life through innovative solutions, partnerships and the passion of more than 2,000 employees around the globe.Why join us?
A career at embecta means being part of a team that values your opinions and contributions and that empowers you to bring your authentic self to work. Here our employees can fulfill their life's purpose through the work that they do every day.
You will learn and work alongside inspirational leaders and colleagues who are equally passionate and committed to fostering an inclusive, growth-centered, and rewarding culture. Our Total Rewards program – which includes competitive pay, benefits, continuous learning, recognition, career growth and life balance components – is designed to support the varying needs of our diverse and global employees.
About the role:
As the Sales Manager (m/f/d) at embecta, you will assume overall responsibility for the Retail sales force in Germany. You will lead a team of 10 sales representatives who work in diabetology practices, medical centers and clinics with a focus on diabetes and advise medical professionals and diabetes consultants on innovative products. You will also be responsible for expanding the digital sales channel with our Digital Sales Representatives (Telesales) in order to make our sales activities more efficient. In the future, the focus will be expanded to include sales in the areas of general medicine, pharmacies and service providers. Your extensive experience in these sectors as well as your ability to work successfully both strategically and operationally is essential for the further expansion of the company in Germany.
Leadership and people management:
- Management, motivation and further development of the field sales team (10 employees) throughout Germany.
- Expansion and effective integration of the digital sales staff, for optimal utilization of the support potential for the entire sales process.
- Responsibility for the sales team including coaching and individual development of team members
- Developing effective plans, setting sales targets, analyzing sales performance and defining future targets in line with company goals.
- Sales and business development:
- ensuring the support and expansion of the existing customer network in specialist diabetology practices, MVZs and associations/interest groups.
- Development of sales strategies for the areas of general medicine, pharmacies and service providers.
- Analysis and identification of market potential and derivation of strategies for action.
- Integration of digital sales staff into the sales process in order to efficiently implement targeted marketing and sales measures.
- Application of AI-based tools for region analysis and route optimization to maximize the efficiency of the sales force.
- Implementing modern standards and using Salesforce.com to optimize customer management and as a sales force planning and reporting tool.
- Independently perform Excel and Salesforce.com analysis to monitor sales metrics and derive necessary actions to improve sales performance.
- Definition and tracking of KPIs to ensure target achievement and promote continuous improvement
- Including the performance of digital sales employees in KPI monitoring to maximize synergies between field sales and digital employees.
- Regular territory analyses and reviews with in the individual regions to ensure corporate targets are met.
- Regular reporting to management on sales figures, market trends and team performance.
- Communication and interface management:
- Working closely with other departments such as marketing and customer service to provide optimal support for sales.
- Ensuring smooth communication between the sales force, the hybrid sales staff and the head office as well as the other relevant teams.
Requirements
- Several years of experience in sales of medical technology products or in the pharmaceutical industry, ideally with a focus on diabetology practices as well as in the areas of general medicine, pharmacy and service providers.
- Experience in leading field sales teams with proven success in achieving targets.
- Experience integrating and leading digital sales reps to support and optimize the overall sales process.
- Proven track record and experience in sales management such as segmentation, targeting, sales processes, sales cycle, planning & review
- Profound knowledge in the use of AI-based tools for region analysis and route optimization.
- Confident in using CRM tools such as Salesforce.com, PowerBI or similar systems.
- Independent execution of Excel and Salesforce analyses and the ability to derive concrete, data-based measures from these analyses.
- Excellent communication and negotiation skills, especially in consulting with healthcare professionals, physicians and KOLs.
- Analytical skills to measure and optimize sales performance against KPIs.
- Business fluent English (written and spoken).
- High level of initiative, goal orientation and strong leadership skills.
- Excellent financial skills and business acumen
embecta is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, or any other protected status.View More