Sales Manager

Your challenge

The company’s clinical nutrition business unit is embarking on an ambitious transformation of its go-to-market strategy composed of 3 main elements:

• Clinical Nutrition has a diverse portfolio with new product launches and a rich pipeline. The offer has evolved from providing essential drugs to supportive medical device and digital service offering. You will support the team transition from cost-based to value-based selling and from product sales to integrated product-service offering sales.
• We aim to expand our service from hospital to home, accompanying the patient across the extended continuum of care. You will work closely with the homecare manager to develop a solid sales playbook for the team. Looking for what works and reiterating it, you will provide continuous resources and coaching to the team.
• The covid situation has accelerated the digital transformation. Providing a seamless experience between both the digital and physical customer interactions will be key. You will play an important role as change agent, mentor and strategic gatekeeper to ensure the sales team have the right mindset, skills, and supporting tools to achieve the required sales transformation and capture the benefits from digitalization.

Role Responsibilities

• You are invested in coaching, training, and empowering the sales team while acting as a role model and supporting the company’s values.
  • Team management: You ensure your team is going to the right direction, targeting the right opportunity and customers by utilizing market insights and customer data for prioritization. You constantly look for ways to improve the sales force efficiency while implementing tools to manage its performance.
  • Customized individual coaching: You dedicate time for team and individual meeting/checkpoints to coach and help salespeople develop and reach their targets.

• Data driven analysis: You track both indicators of past results and leading indicators with potential impacts on future results. You are forecasting revenue, projecting pipeline growth, and calculating key metrics. You are pivotal in overseeing the team to ensure that high quality customer and sales data is consistently entered into the systems.

• You own the budgetary and planning processes and monitor performance against budget, taking appropriate action to address any variances.
• As agent of change, you are incorporating in your daily routines activities to promote regional change initiatives, coordinate active knowledge sharing between sales and product/service delivery to surface new improvement ideas and facilitate joint problem solving.
• You understand and drive the team to embrace omnichannel strategies and support the team in optimizing the digital interactions with the customers. You work closely with the local and regional marketing team to bring the appropriate tool and activity to support the sales team come to a close leveraging both digital and physical customer interactions.
• You co-operate closely with Marketing, Sales Support and Customer Service in order to reach full customer satisfaction & the set targets. You own customer issues and ensure all parties and team members are kept informed to enhance customer loyalty.

• You build collaborative partnerships with key internal stakeholders such as Technical Services, IT, Operations to support solutions that require cross-department collaboration in both sales and delivery.

Skills and Experience

• Seasoned Sales Manager experience (3-5 years’ experience leading a team) with product launch experience and a demonstrated record of driving value-based selling. Evidence of achieving targets and getting results.
• A great communicator with customer orientation and strong interpersonal skills
• Experience in identifying the buying and decision-making process, successfully bringing the sales cycle to a close in both analog and digital setting.
• Passion for shaping digital interactions using a variety of tools and techniques going beyond zoom calls and webinars.
• Proven ability to translate team targets into individual action plans in a timely manner.
• Demonstrated role model and coaching expertise in daily and deal-specific situations in both analog and digital setting.
• Prospecting, relationship building, negotiation and closing skills. Passion for exploring, locating and proposing new business deals and commercial models. Identifies barriers to change and addresses these appropriately.
• Ability to easily switch between keeping a holistic overview of market dynamics and detailed troubleshooting when required.
• Good knowledge of healthcare and medical devices commercial landscape and competition; Continuously looks for business intelligence and competitive information.
• Good knowledge of country healthcare structures, national healthcare politics, and hospital financing.
• Works autonomously, self-starter; learns quickly.
• Fluent in English and Dutch.

At IQVIA, we believe in pushing the boundaries of human science and data science to make the biggest impact possible – to help our customers create a healthier world. The advanced analytics, technology solutions and contract research services we provide to the life sciences industry are made possible by our 67,000+ employees around the world who apply their insight, curiosity and intellectual courage every step of the way. Learn more at jobs.iqvia.com.