Territory Manager GDL/CDMX

Position Summary:

The Business Development Manager (BDM) has sales management responsibility for the Consumables portfolio, including Medical & Dental Film, CR, Injectors and the relevant Sales enablers (Detectors), to achieve sales and profit targets set for each distributor/customer in  the assigned territory. BDM has to ensure and drive coherent business strategy across the assigned territory and optimize the use of resources to cover market potential to ensure a maximized profitable growth. This is a key position for maintaining and developing our consumable market share and brand, based on selling, marketing and operational excellence in the assigned territory.

Position Responsibilities:

•    Achieve bookings, revenue, margin and customer satisfaction targets in the assigned territory
•    Drive sales and marketing strategies for commercial success across product lines in the assigned territory.
•    Act as role model to ensure ethical business practices are maintained by channel partners.
•    Execute the sales cycle activities required to win sales including opportunity identification, sales strategy, key customer contact management, competitive positioning, proposal creation, tender response, deal negotiations, and contract/PO management.
•    Manage sales activity to grow funnel for future business continuity and growth in the assigned territory.
•    Develop, implement and follow up Partnership Plans and Business reviews with Key Channel Partners within the assigned territory. 
•    Optimize the sales-service-support relationship with Customers, and/or Channel Partners to ensure they have adequate plans to reach business goals. 
•    Work closely with the marketing team to develop and execute sound marketing plans within allocated budget, coordinating promotional activities, product launches, events. 
•    Ensure proper sales training with Distributors are deployed, and ensure channels have the necessary product information, selling and marketing tools.
•    Effectively execute key business processes such as: forecasting, funnel management, identification of product and business needs, and preparation of business cases.
•    Understand and analyze market dynamic and competition trends in the assigned territory to develop plans to grab business opportunities and improve share.
•    Review market conditions with RGM, Marketing and Product managers to determine customer needs, price levels, and discount rates. 
•    Manage company resources effectively and effective use of company tools.

Required Skills & Education:

*BS/BA degree (Administrative, Finance, Engineering, or related)
*Spanish as a native, Fluent english (speaking, writing and reading)
*5+ years sales experience (nice to be on healthcare, medical equipment, pharma or retail)
*5+ years channel management experience as a must
*Experience in Consultative selling, sales funnel and forecasting
*Required to travel 50+% and work flexible hours in addition to the normal work hours.

Skills & Competencies

Leadership Skills:  ability to communicate Company vision and strategy to customers and channel partners. Influence and move people to action, challenge the status quo, engage others for the benefit of the territory, foster open discussions and contributions, tackle difficult issues, project coordination with cross-functional teams.

Talent Management and Development: Develop himself on skills and competencies needed and ability to coach and influence others for performance improvement, embrace a learning approach.

Industry and Company Knowledge:  understanding of healthcare and imaging trends, conversant with customer management in consultative manner, high degree of networking and relationship building within the assigned territory, skilled at applying Company solutions for customer benefit (specifically in the medical imaging market).

Communication and Interpersonal Skills:  skilled in speaking/presenting, questioning, listening, writing, negotiating, influencing, conflict and problem resolution, relationship, collaboration and partnering.

Analytical and Operational Orientation:  ability to analyze data and use information to make/proposed results-driven decisions, skilled in interpreting funnel and performance correlations, forecasting analysis, use of Company tools for selling (CRM, quoting, bid preparation).

Creativity and Innovation:  passion and ability to solve problems with new ideas, strategic thinking, propose new approaches.

Desired Skills:

• Expertise in medical imaging and related workflow
• Personal imaging or healthcare provider network in the assigned territory a plus