American Dental Company - Equipment & Consumables
Грузия
Промышленное оборудование, техника, станки и комплектующие... Показать еще
Regional Manager, CIS Caucasus (Georgia, Armenia, Azerbaijan)
• Develop and execute the annual commercial strategies separately for each business unit in Caucasus region considering the in-depth understanding of customers’ needs, industries of Dental/Medical Equipment & Consumables and their requirements, resource availability and planning standards.
• Define the short-term and long-term sales goals. Participate in the formation of budget and control expenditure items. Implement the marketing plan and promotion strategy of product portfolio by carrying out the promo actions, pre-launch and launch activities in order to increase the market penetration, meet the sales and share results. Accurate update of sales forecast and report the expected orders.
• Develop the profitable distribution channels. Monitor the performance of contractual obligations for achieving the annual KPI plans. Close interaction with distributors’ teams, improving the efficiency of sales’ teams through joint visits, on-site coaching and regular product trainings. Organize the process of products turnover, order acceptance, support the shipments. Follow up on payments and accounts receivable on the entrusted territory. Stock management by brands. Monitor the overdue products and the prices. Prepare the recommendations related to the optimization of the range and schemes of discounts. Lead the joint project sales on complex equipment (the whole range of the company products) of health facilities, control and maintenance of all intermediate stages of the project.
• Develop and continuously improve the long-term partnership with key decision makers, leading experts, regional KOLs, new customers, identify the business needs and ensure timely resolution the customers’ inquiries tactfully and professional manner for further implementation the business projects.
• Focus on conducting the educational events for customers - organize the marketing activities such as seminars, workshops, thematic conferences with KOLs to promote products.
• Participation in various international and regional dental exhibitions, congresses, conferences. Meet with potential clients, provide the technical and clinical consulting, and competitive advantages of products. Preparation and mailing of commercial offers and specifications, presentations.
• Ensure the cross-functional work with strategy and planning between all departments (Marketing, Sales, Purchase, Logistics) within the company to drive innovation and translate challenges into effective business actions.
• Permanently analyze the key competitors’ performance and market place for determining the development perspectives of the new project.
• Obtain and manage updated information about registration regulatory changes at regional level. Participation in registration of dental products.
• Prepare all necessary sales-related planning and reporting documents in Russian and English for creating an organizational archive for future efforts (daily managements, action plans, monthly/quarterly/annual strategic plan, SWOT analyses, CRM, etc.).