Sales Manager, International (Asia-Pacific & Canada)

Job Description

Description



Description



Sales Territory: Asia-Pacific & Canada



Location: Asia-Pacific region, Canada, or US



Summary



The International Sales Manager is accountable for delivering on CIVCO Medical’s sales revenue and EBITDA objectives through the successful leadership and management of international distributors in the Asia-Pacific region and Canada. The International Sales Manager is responsible for proactively developing and executing sales and marketing strategies to consistently meet or exceed budgeted sales growth and gain market shares.The Sales Manager must develop and maintain outstanding partnerships with our Distributor network and travel internationally as appropriate to support their needs, acquire market knowledge, conduct sales training, co-travel with sales representatives, and fully appreciate and help develop and implement sales strategies and plans. This position requires excellent sales analytical skills in a multi-cultural environment and a remarkable capacity to adapt to market trends. The International Sales Manager must provide and routinely update key sales forecasts, product demand information and sales trends to CIVCO management. The International Sales Manager will work closely with International Customer Service, Product Management, Marketing, Sales Operations, Regulatory, and may assist our OEM team to collaborate, coordinate, and optimize CIVCO sales and international marketing efforts.



Essential Duties and Responsibilities




  • Manage and maintain distributor relationship



  • Conduct key market and sales analytics



  • Support international distributors during major meetings/conferences/trade shows and key customers visits in hospitals or clinics across the territory



  • Develop and execute international marketing, sales strategies, and plans



  • Provide product training and drive new product commercialization through our distribution network



  • Conduct customer listening and communicate market needs, country healthcare guidelines changes, gaps, opportunities, competitive landscape, and other trends to leadership



  • Conduct contract negotiations then manage and measure them for flawless execution



  • Analyze distributor performance and capabilities; evaluate potential new partners and/or markets



  • Provide weekly/monthly/yearly sales forecast updates



  • Assist with OEM strategies and plans



    Key activities




Collaborate with the in-house Sales and Marketing teams to execute international strategy




  • Develop and successfully execute sales and marketing plans to increase CIVCO sales and profitability. (In some cases, these may be market/country specific)



Work face to face in the field with Key Distribution partners and sales associates




  • Plan and execute appropriate levels of face-to-face and virtual sales and marketing training for distributors and their sales associates



  • Co-travel with key distributor reps as appropriate to attain-exceed financial goals



  • Provide excellent sales education, aides, and tools to increase sales effectiveness



  • Identify opportunities for growth and market expansion




Provide excellent customer service and training. Promptly identify and resolve issues. Capitalize on opportunities in the territory




  • Work with Distributor’s Sales Teams to ensure CIVCO is effectively communicating with the customer about issues that arise, proactively seeking to improve process efficiencies between the customer and CIVCO, investigating problems and developing solutions/preventive actions.



  • Work with Distributors Sales Team to make sure communication about issues and solutions with the customer and cross-functional teams within CIVCO are resolved in a timely manner




Keep CIVCO Sales and Marketing Leadership informed of all sales and market developments and trends in a complete and timely manner




  • Conduct sales and market analytics and provide sales reports, competitive and pricing data, sales plan, progress reports, sales forecasts, and other updates on key market conditions



  • Communicate important customer information to management and CIVCO associates as required




Update and enhance your market, business, and technical knowledge




  • Be a student of your market and our business by attending educational workshops, reviewing professional publications, and establishing personal networks



    Education





  • BA or BS degree



  • Preference may be given for MBA or equivalent experience



    Experience





  • 5 Years successful sales experience required



  • Experience in medical devices industry preferred



  • International sales experience preferred



  • Sales leadership experience preferred



    Skills and Abilities





  • Demonstrated track record in generating sales by managing direct sales team and/or distributors



  • Exceptional selling and negotiation skills







  • Self-motivated, driven individual that needs minimum oversight







  • Intercultural curiosity and high diversity awareness required



  • Proficient in sales analysis, Sales Force.com, Microsoft Office, Excel, and use of Sales Enablement tools



  • Excellent written and verbal English communication skills



  • Ability to manage multiple priorities in a fast-paced environment



    Physical Requirements





  • Ability to travel internationally as required, estimated to be 30%-50% of the time





 
 
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