Job Ref: 95401
Date posted: 08-JUL-10
Our client is a leading international producer of medical products and devices.
St. Petersburg
Responsibilities:
- develop and implement the local differentiation strategy with emphasis on clinical aspects and the profit for the assigned
territory and targeted key customers and translate it into tactical plans for the sales teams of distributors;
- map, screen, select, and manage cooperation with new distributors throughout assigned territory;
- targeting and segmentation of the key customers based on entire data base of the assigned territory;
- optimizing coverage of the territory through distributors Field Force. Work closely with distributors and their representatives
to promote products throughout assigned territory;
- maintain and develop market and key customer expert knowledge in terms of quantitative and qualitative data (customer needs,
local healthcare strategy, competition, practices and applications);
- translating strategic initiatives into local tactics and activities (with core focus on clinical component and differentiators
within the key customer groups). Organize and co-ordinate product launch activities, align them with local market dynamics and
develop the Feature and Benefit scenario and produce local sales presentations;
- educate, train, and support the targeted key customer data base of the business;
- co-develop with the Sales manager and Product Manager the short and mid term sales and marketing plans for the assigned
territory;
- maintain and build solid business relationship with strategic key opinion leaders in the clinical market;
- lead local marketing communication activities (e.g. workshops, mailings, research, protocols) and develop promotional plans to
support the country tactical business plan);
- accountable for the monthly forecasting and the annual budget processes, actual spending, monitoring, and deviation reporting
(within the assigned territory);
- track monthly sales, profit and price evolutions by key business centers;
- co-responsible with Sales and Business manager to set and achieve net sales and contribution gross profit targets for the
business in Russia / CIS;
- seek and influence in a structural way any additional support needed to maximize local opportunities (Product management,
admin, finance).
Requirements:
- medical, Pharma, Biological education; experience in nursing environment is a plus;
- 3 years+ on KAM position in pharma or medical equipment market, hospital sector. Experience in marketing is desirable;
- understanding of the distribution sales process and proven record of success in management of distributors:
- proven record of success in management of the tender business in Russia;
- commitment to teamwork and co-operation whilst being able to operate independently and self sufficiently;
- excellent selling skills, influencing and negotiation skills, strong interpersonal communication ability;
- self-motivated, target-orientated, driven to achieve results, proven business analysis skills;
- strong public health commitment and values;
- enthusiastic about solving public health issues;
- good command of English;
- advanced PC user;
- driving license.
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STAFFWELL Moscow 7 Pavlovskaya str., Floor 4, Moscow, Russia 105093 Tel: +7 (495) 983-3130 |
STAFFWELL St. Petersburg 31 Zakharievskaya Str., St. Petersburg, Russia 191123 Tel: +7 (812) 640-2001 |
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