MAINPURPOSE OF JOB
This position is responsible for the design and development of the Customer Relationship Management platform for Neurovascular business in EMEA region, in relation with Marketing, Medical, Regulatory colleagues & SFE. This position is also responsible for interacting with other businesses of RTG.
MAIN JOB DUTIES/RESPONSIBILITIES
Implement for NV EMEA the CRM solution chosen by Medtronic (Salesforce.com) in a way that the
tool will become a reliable source of information for decision makers.
“NV fact based” resources requests become a standard for all other businesses.
Supports the equitable assignment of sales force quotas and ensures quotas are optimally allocated to all sales channels and resources
Review and analyze sales data to discover areas needing improvement
Sales Force Effectiveness:
Ensure that territories are well defined based on market potential and aligned with the strategy of increased market share or penetration per account/procedure
SF readiness: monitor Sales Force training from product knowledge to improved selling skills
Coordinates training for the sales, sales management, and sales support personnel in the sales organization supported
Understand where the SF are spending most of the time servicing accounts (procurement, returns) or selling and coverage of customer’s need
Manage the development and administration of sales incentive compensation programs
Develop the functionalities required for account planning and SFDC roll out
Ensure the adoption of SFDC and the continuation of development of functionalities
Roll out MMX for Consignment management and monitor adoption and utilisation
Establishing SFDC benchmark against other divisions and industry
Manage the day to day flow of sales proposals to ensure timeliness to gaining customer orders
Establish Margin erosion target for the country/district managers
Establish the deal structure for distributors
Define NV process to ensure profitability and continued revenue growth by country and region
Establish the pricing for new products prior to launch
Roll out the pricing tools for NV (Deal manager, Pricing analytics etc…)
Refine the pricing DOA for the Org
Define the win rate of contracts/tenders
Will the role provide advice to decision makers?
Who does the role interact with?
Support adoption of SFDC (Account planning & Call recording) by all the EMEA NV Sales Force organization.
100% of Channel 10 countries (direct) and Major Channel 20 countries must be in
Define the business rules for CRM inputs (What, Who, When)
Monitor the application of the business rules
Apply corrective plans when business rules are not followed
Responsible for feeding SFDC not only thanks NV sales forces but bringing information from other sources. Such as eg. Competitive information?
Work in perfect collaboration with SFE Manager to ensure a strong link between database & KPI vs marketing plan
Continue to deploy Integration plan by working closely with CC, Finance, …
In compliance with company and government standards and/or regulations.
This job description could be reviewed every quarter depending on NV priorities
On top of these core responsibilities, the role is involved in various other tasks such as:
- JOB QUALIFICATIONS
- Bachelor degree
- Working experience in Health Care
- Experience in developing CRM/SFE in Health Care system
- 3 years + in this area
- Project Program Management Experience involving cross functional teams
- Knowledge of Medtronic systems/SAP and customer service
- Design and development of training materials
- Teaching skills for internal and external audiences
- Advanced planning and organizational skills
- Excellent interpersonal skills
- Proven evidence of Medtronic Core Competencies
- High Level of energy and stress tolerance required
- Excellent command of English, another language will be an asset
- Willingness to travel up to 30% of your time