Head of Sales SA at Fresenius Medical Care

Leadership and Direction

• Communicate the actions needed to implement the function's strategy and business plan within the team; explain the relationship to the broader organization's mission, vision and values
• motivate people to commit to these and to doing extraordinary things to achieve local business goals.

Functional Strategy Formation

• Contribute to the formation of local Sales strategy through specialist expertise and insights, to ensure that the strategy meets business needs, considering the corporate strategy and the big picture of internal and external aspects.

Sales

• Sell complex, often customized products and services to significant customers and/or manage a significant sales department.
• Monitor and provide sponsorship for the implementation of major strategic initiatives, act as escalation level and steer major projects in the area of Sales.
• Ensures implementation of corporate policies and pricing guidance

Key Account Management

• Ensure quality service and profitable business growth by managing a portfolio of complex customer relationships and/or a small team of account managers.

Customer Relationship Management / Account Management

• Develop and implement a relationship management plan for strategic, complex existing accounts to build key relationships at local and national levels.
• Coordinate the engagement of own organization with the customer organization to ensure effective two-way flow of information and resolution of issues.
• Manage key client and customer relationships, often through account teams, to ensure their ongoing satisfaction and loyalty.

Business Planning

• Develop and propose annual business plans for a given area or department, ensuring alignment with strategy.
• Recommend financial and headcount budgets; propose business targets (e.g., revenues or other Key Performance Indicators (KPIs)); and schedule key activities/projects, ensuring integration with other elements of the organization.
• Coordinates together with the sales team and supporting departments the process related to public tenders, assuring a pro-active pre-tender management and offering according to the competitive situation and corporate policies and Country tactics.

Sales Opportunities Creation

• Develop a personal network within the business sector and represent the organization at business sector events.
• Obtain market intelligence and enhance the visibility and reputation of the organization, its products, and its services.

Customer Relationship Development / Prospecting

• Develop and implement a relationship management plan for strategic, complex potential accounts to build key relationships at local and national levels.
• Coordinate the engagement of own organization with the customer organization to ensure effective two-way flow of information and resolution of issues.

Budgeting

• Manage budget plans for a department; could involve development or delivery (or both).

Customer Relationship Management (CRM) Data

• Oversee the implementation and maintenance of the customer relationship management system within the area of responsibility, identifying and communicating opportunities for system improvement that may enhance the management of customer relationships.

Performance Management

• Manage and report on the performance of the function / business area; set appropriate performance objectives for direct reports and hold them accountable for achieving these
• take appropriate corrective action where necessary to ensure the achievement of annual business objectives.

Organizational Capability Building

• Evaluate the capabilities of staff within the department to identify gaps and prioritize development activities.
• Implement the organization's formal development frameworks within the area of responsibility.
• Coach and mentor others to support the development of the organization's talent pool.

Required training and education:

• Masters degree in Business Administration

Required professional experience (in years):

• Over 6 years to 10 years of substantial general work experience together with comprehensive job related experience in own area of expertise to fully competent level
• Over 6 years to 10 years of experience in planning, managing and organizing resources within short / medium timescales within the overall policy framework