Electrical Project Engineer

Regional Sales Manager – Spain and LATAM

Reports to : Commercial Director, Growth Markets

Essential Functions :

• Deliver defined territory bookings and revenue targets through portraying strong closing skills and efficient commercial execution.
• Manage Sales Funnel by executing on open leads from level 1 through 6, increasing the funnel size through new leads and reflect all activities in SFDC. Maintain a healthy funnel by cleaning inactive deals and adding new ones to maintain a high yield ratio to help achieve the hit rate needed to make quarterly plan.
• Live Omnicell’s customer intimacy philosophy by building relationships with Hospital/Retail Pharmacists and other influencers and decision makers to understand their business and requirements.
• Manage Distributor relationships across territory, including Annual Sales Quota commitment with quarterly performance management and distributor team training utilizing Omnicell’s training resources.
• Build meaningful quarterly MBOs that stretch the status quo towards the short-term & long-term strategic objectives of the business.
• Obtain full access to market size data with the ability to segment the market into sectors such as public/private and quantify the opportunity to Omnicell business.
• Establish strong relationships across key sector stakeholders such as MOH management, C-suite decision makers, regulators, and industry influencers.
• Lead tender responses within territory to ensure delivery on time and to a high standard.
• Establish new accounts by planning and organizing daily work schedule to call on existing or potential sales.
• Focus sales efforts by studying existing and potential volume on each product of the portfolio in the territory.
• Keep management informed by submitting activity and results reports, such as weekly work plans, and monthly and annual territory analyses.
• Monitor competition by gathering current marketplace information on pricing, products, new products, delivery schedules, merchandising techniques, etc.
• Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional events.
• Build Omnicell’s image as a leader in providing pharmacy automation solutions by engaging in promotional activities and by attending conventions, meetings, and symposiums, as assigned or directed.
• Support and implement the International sales strategy through collaboration with senior management and peers.
• Make regular contact/visits with a defined range of customers in the defined region to negotiate deals and maintain effective relationships.
• Strong focus on customer account management to create additional selling opportunities to increase growth.
• Nominate and target potential new accounts. Develop and execute strategy to win the business to achieve company goals in the territory.
• Prepare reports and analyses on key customers for presentation to management to guide strategic and tactical decisions and budget preparation.
• Attend sales review meetings and complete required sales updates to facilitate information and best practice idea exchange within the sales team.
• Make day-to-day decisions regarding work prioritization, deals/bids, and services offered within stated limits.
• Exhibit personal leadership behaviors that create a culture based on the values of the organization.
• Work with International and local marketing resources to promote Omnicell products within nominated accounts.

Required Knowledge and Skills :

• Minimum 5-8 years of sales experience in Healthcare/medical device environment (equipment/software).
• Fluent in Spanish & English.
• Deep understanding of the International healthcare environment to tailor suitable solutions in regards to medication management.
• Experience in compiling and responding to tender requests.
• Strategic thinking and planning to implement the sales strategy.
• Ability to effectively interface and communicate with multiple constituents, including senior management, customers, consultants, vendors, and employees of all levels.
• Relationship building skills: Ability to collaborate and build meaningful relationships based on trust and mutual respect.
• Ability to close deals that turn into repeat business.
• Strong written and verbal communication skills.
• Highly self-motivated with the capacity to work effectively remotely.
• Ability to react effectively to rapidly changing scenarios within a day’s work.
• Ability to accept constructive criticism from stakeholders.
• Ability to react positively to uncertainties (market, economic, personnel).
• Strong project management skills: Ability to prioritize, time manage and multitask.
• Sales Forecasting: Ability to forecast based on own knowledge within account base and data trend analysis.
• Sales Negotiating: Intimate knowledge of intricacies of proposals, contracts, etc. to achieve win goals.
• Pricing and Promotion: Ability to balance customer incentivizing and profitability.
• Customer Relationship Management (CRM) systems utilization to monitor performance against targets and generate reports used to guide strategic and tactical decisions.
• Microsoft Office skills (Outlook, Word, Excel, to intermediary level, including pivot tables, and PowerPoint) for report generation, general communications, and appropriate presentations.

Work Conditions :

• Willing to travel extensively within the International region (5-10 days a month).
• Potential for overnight stays (up to 40%).
• Home office.