Business Development Manager, Gulf Region

Summary

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Responsible for technical product sales support and establishing knowledge in developing, qualifying and closing profitable X-ray Solutions deals within the GULF geographical area, leveraging upon and in alignment with the MEAR (METIS & Russia cluster) imaging organization. The incumbent is responsible for pricing, margin, to support the launch of new products and the development, execution and tracking of promotions and sales in co-operation with vertical and marketing & management functions. He/she is also responsible for continuous development of solutions sales skills and capabilities of the channel partners and channel management organization.

Position Responsibilities:

Portfolio Management & Competitive Intelligence/Analysis
• Maintain and further improve excellent technical knowledge on all details of his/her X-ray Solutions product portfolio, related technologies, future roadmap and also a detailed understanding of competitor’s technologies and offers. This analytics must be used to develop localized sales trainings, sales tactics, promotions and feedback to verticals in order that this information can be used for future product development.
• Define, create and update price books for all solutions and spare parts agreements. Train channel partners and channel management to adherence.

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
• Set & execute sales strategies to reach assigned targets.
• 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.
• Identify, try to solve and escalate if needed customer product complaints.
• Develop & distribute to the team the best practices knowledge for using the X-ray 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.

Business Analysis
• Market quantification, validation and share definition.
• 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.
• Take part in cadence meetings to track orders and sales estimates.
• Take part in monthly & quarterly reporting of estimates for booking & revenue.
• Understand and drive forecast accuracy.
• Take part in creation and assignment of Annual Operating Plan and Annual Strategic Review.

Required Skills & Education:

Qualifications/Experience Key/Critical Competencies
• Vocational education as Radiographer or engineering or business management, or marketing degree or any other relevant degree with minimum of 8 years experience
• Sales or product management experience.
• Proficient in English and Arabic. French being a plus.
• Excellent understanding of workflow in hospitals, radiology departments and X-ray systems.
• Good technical knowledge in CR, DR and other Image Capture Products.
• 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 75%.

Carestream is an Equal Opportunity Employer Carestream is an equal opportunity organization. We recruit, employ, train, compensate, and promote without regard to race, religion, creed, color, national origin, age, gender, sexual orientation, gender identity, marital status, disability, veteran status, or any other basis protected by applicable federal, state or local law.