Business Unit: Laboratory Diagnostics
Requisition Number: 239564
Primary Location: United States-New York-Tarrytown
Assignment Category: Full-time regular
Experience Level: Mid level
Education Required Level: Bachelor's Degree
Travel Required: 10%
The goal of the CRM Excellence team is to support the commercial organization at large to transition to a more data driven and efficient organization. The Sales Excellence Lead will be essential in this objective.
As Sales Excellence Lead the candidate will be the interface between the Siemens Healthineers MSC team who defines the global sales process and the supporting tools for Siemens Healthineers and the DX sales management and sales force around the world living through the process and the tools. With a continuous improvement philosophy, the Sales Excellence Lead will be in charge to advocate on behalf of the DX organization for improvement in the sales process definition and sales tools.
The Sales Excellence Lead will also be in charge to ensure proper training of the sales force, either by providing training directly when necessary but also – and more often – to coordinate with the global MSC organization, the PPM organization (product marketing) and the local countries and track progress. The concept of a sales curriculum that is encompassing all types of training (product, sales, IT tools…) should be developed.
The Sales Excellence Lead will work with the countries to identify existing sales techniques being implemented (Miller Heiman, Spin selling, COF, Challenger, White Board…) and work toward harmonization and delivering the supporting tools for this methodology through consensus.
A measure of success will be to shift the sales force workload away from low value-added task to more time and efficiency in front of the customer.
Essential Job Functions
Drive continuous improvement of the sales process and sales tools
Being an expert in the sales process and the sales tools (expertise to be built over time)
Work closely with the regional sales management to understand their need and drive changes of the sales process and tools
Ensure each sales person in the world receive the proper training in time and quality
Project manage/coordinate changes in the sales supporting tools
Ability to both advocate on behalf of the regional organizations but also being constructively critical of their requests
Ability to push through ideas and innovations in large complex multi-dimensional organizations
Ability to conceptualize a complex process and make it simple for the organization and especially the sales force
Good understanding of how IT tools are working and are interconnected and be able to specify (with support from SME) technical changes in the tools
- Ability to work in cross-collaboration projects
- Excellent presentation and communication skills
- Team work oriented collaborative attitude
- MBA or other Business degree or alternatively degree in Mathematics/Physics
- Proficient English
- Working experience of sales processes and sales tools
- Experience in the field of medical diagnostics
- Ideally, experience in working with multinational teams and/or different countries and cultures