Description

<div class="content-intro">About Cerus: Cerus aims to be the global leader and trusted partner of blood centers and hospitals whose technology, services, and commitment are the lifeblood of safe and accessible blood for patients around the world.</div>Summary &amp; Scope of Position: The Senior Sales Manager DACH will build a strong funnel of prospects across the territory, using established accounts and network to sell and implement INTERCEPT in all blood banks. Reporting to the Senior Sales Director, DACH Region, and working closely with a focused and unique multidisciplinary team, the Senior Sales Manager DACH will develop strong commercial relationship with key decision makers in the transfusion industry. The position requires a strong cultural background for Germany, a strong business acumen, an entrepreneurial mindset, and the ability to work collaboratively within a complex market environment. The primary focus will be to develop and implement the commercial plan across the region, create a high product awareness and to establish the need to drive adoption of INTERCEPT Platelets, Plasma and RBC in the region. &nbsp; Primary responsibilities <ul> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Responsible for achieving sales within the territory according to budget; pro-actively proposes contingencies in case of deviations. Supports the achievement of Cerus’ overall sales goals.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Monitor changing or unmet individual or overarching customer needs. Design and implement regional tactics to fulfill such needs.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Identify and communicate market trends in the region. Propose operational sales and marketing actions as well as strategic market development plans to maintain Cerus’ market leading position.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Establish the INTERCEPT sales targets and continue to create or reinforce the awareness and adoption activities in blood banks across the region: <ul> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">develop the yearly sales implementation plan.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">utilize the pricing guidelines/strategies to facilitate sales.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">define and coordinate promotional and communication requirements.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">participate in the development of the regional marketing plan.</li> </ul> </li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Establish and maintain valuable business relationships with key decision makers/KOL in blood banking community.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Leads all account-related activities and closely collaborates with the deployment team members to ensure full customer satisfaction. Be able to perform basic deployment tasks independently.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Plan and execute a regular visit calendar for current and potential customers.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Communicate appropriate and accurate sales and logistic forecasts weekly/monthly.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Interface with customer accounts for all routine commercial exchanges, ensure that written communications are accurate, and reach the correct destination following established communication protocols at that account.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Take ownership and accountability for commercial tenders, contract and service agreements in the territory in line with company policies.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Collect customer feedback about products and services, including: complaints and ideas for new or modified products, and report this information to management for required action.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Develop insight-based account plans for all top accounts. Account plans include key decision maker prioritization and in-depth situational analysis i.e. SWOT, barriers and drivers.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Set clear strategic objectives and develop account win- win value propositions based on regional situational analysis and customer insights.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Self-dependent planning, organization, and execution of multiple digital activities (workshops, lunch &amp; learn meetings. webinars) for optimal customer experience and engagement e.g. e-mail, virtual promotional meetings and customer engagement, innovation tools that increase the number of touch points with our customers beside F2F meeting (a.o. Webex, Teams, Zoom).</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">In collaboration with marketing and scientific affairs, support the tactical marketing activities in the region, including managing the organization of congresses, local symposia or roundtables, creation of local materials as necessary, implementing advertisements and ads campaigns locally.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Coordinate and interface with internal (cross) functions like Sales Operations, Quality Assurance, Regulatory Affairs, Customer Care, Scientific Affairs, Marketing and Legal Affairs to maximize customer support.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Develop relationships with competent authorities (like PEI, AGES, Swiss Medic and others) in close collaboration with Regulatory Affairs.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Timely and complete reporting and presentations of account plans including KPI’s to senior positions and accurate maintenance of CRM database. This includes individual customers and the marketing information.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Represent Cerus at national and international events and congresses.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Collaborate with Regulatory and Legal with regards to overall compliance.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Obey data protection law according Cerus’ policy and follow compliance policies</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Perform other duties as required.</li> </ul> Qualifications / Requirements / Skills Education and experience <ul> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">University degree in commercial, medical/life sciences, or a clear demonstration of behavior at academic commercial level.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Alternatively, a laboratory, technical, medical or scientific background in transfusion medicine, stem cell transplantation or haematology.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">&gt; 5 years of sales experience preferably in transfusion medicine, Haematology or niche/orphan drug area.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Track record of achievement managing sales territory in highly specialized area of medicine.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Influential presentation style with demonstrated ability to uncover and address customer needs and effectively manage customer concerns and questions.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Must have established industry network and relationship within territory.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Keen understanding of the local regulatory approval process and of health policy and health care system stakeholders.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Thorough knowledge of the medical device arena.</li> </ul> &nbsp; Capabilities <ul> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Good interpersonal skills.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Strong negotiation skills, ability to sell, convince and close deals</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Self-motivated with a sense of urgency, well-organized with a collaborative approach to problem-solving</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Quality oriented.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Able to work independently and as a team member.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Ability to project a professional image, interact with a diverse customer population.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Willingness to travel intensively and requires a valid driving license.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Excellent verbal and written communication skills.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Able to travel up to 70%.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Proficiency with Microsoft Office.</li> <li style="font-family: 'times new roman', times, serif; font-size: 12pt;">Excellent language skills (both oral and written) in German and proficient in English.</li> </ul> &nbsp; All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability. &nbsp; &nbsp;

Senior Sales Manager DACH (native GERMAN / residing in DACH Region)

Description

Cerus