Position Summary
Responsible for technical product sales support and establishing knowledge in developing, qualifying, and closing profitable X-ray Solutions deals within assigned geographical area, leveraging upon and in alignment with the Western Europe cluster imaging organization.
Responsibilities
Portfolio Management & Competitive Intelligence/Analysis
* Maintain and further improve excellent technical knowledge on all details of his/her DR product portfolio, related technologies, future roadmap and also a detailed understanding of competitor’s technologies and offers.
Customer Management
* Understand the goals of the customer (i.e. research, teaching, clinical, financial) and make use of that knowledge to professionally consult the customer in all aspects by leveraging existing sales tools or development of new ones, to actively support the channel organization.
* Improve customer satisfaction (as measured by customer satisfaction scores) by setting clear delivery expectations (e.g. what is the customer buying in feature, functionality, service delivery and up-time, training and application, consulting and post-sale support) and provide data to meet or exceed expectations.
* Collect Voice of Customer input and feedback to the vertical.
* Preparation of customer specific presentation material (decision making units specific sales argumentation) and leverage of sales tools to convince potential customers on our solution to accelerate the sales process towards our direction.
* Work closely with the customer care organization to optimize the end-customer service experience of Carestream.
Sales Support
* Viewed as a trusted consultant to both our customers and our channel partner / channel management people on current and emerging technologies.
* Provide technical information required in contracts/tenders.
* Provides configurations and quotes to channel partners for all orders.
* Identify, try to solve and escalate if needed customer product complaints.
* Develop & distribute to the team the best practices knowledge for using DR solutions at their best.
* Identify/assessment of technical level and the sales skill level of the channel organization in order to prepare regular product trainings. Update trainings to be scheduled at least one a quarter, deep sales and sales tactics related in person trainings at least twice a year.
* Deliver non-service product training into the territory / channels. Localize training material as needed with focus on sales tactics and decision-making unit specific sales argumentation.
* The Product Sales Specialist provides technical and value-based support to Channel Managers and partners but does not own pricing negotiations or commercial forecast
Business Analysis
* Working closely together with the channel managers on the qualification of deals and definition of the next steps in the sales cycle, based on technical, customer specific and sales tools know how.
* Research, identify, evaluate, and communicate findings and recommendations to engineering, product management, marketing and sales regarding competitive product offerings.
* Provide product, technical and value-based input to the AOP and SPP
Go to Market – Introduction & Commercialization
* Review of CRD (Customer Requirement Documents) during the commercialization process of new products.
* Trade Trials (site selection, coordination, final customer outcome). Maintain relationships with reference sites.
* Prepare and execute product launches and work on localization of launch packages. Input of type of launch materials requested at territory level, then work closely with channel management and marketing to mobilise the channel partners to generate the most effective market introduction for the product.
Marketing
* Review product and marketing documentation related to product for accuracy and appropriate language. Work closely with marketing to create documentation and support materials for end users and channel partners (excluding Operator / Key Operator / Technical Manuals.)
* Identification as well as localization of potential promotions to drive sales. Monitoring of effectiveness of promotions by setting targets and milestones. Close co-operation with channel managers, marketing and vertical management.
Regulatory Management
* Input of local regulatory requirements. Single point of contact for regulatory issues at territory level where needed.
Business Results
* Measured on absolute revenue and margin performance. Technical qualification, competitive differentiation, and value-based selling are reflected through qualitative evaluation in the PA process.
Qualifications/Experience
Key/Critical Competencies
* Vocational education as Engineer or Radiographer degree with minimum of 3 years experience.
* Sales or product management experience.
* Proficient in English. (Other languages are a plus)
* Excellent understanding of workflow in hospitals, radiology departments and X-ray
* Good technical knowledge in Radiology environment
* Knowledge of product marketing.
* Business analytical skills.
* High level of self organization & planning.
* Interpersonal skills.
* Strong team player – yet independent driver.
* Excellent communication (oral/written) and presentation skills.
* Travel requirements up to 50%.
Please submit CVs in English