Sales Manager Poland, Hungary & Czech Republic

Job Band:  Job Band 7 (JB7) 
Hiring Manager:  Andrew Quinn 
Lead Recruiter:  Paulina Piotrowska 
Country:  Poland 

Our ability to grow, develop new capabilities and serve even more patients around the world depends on associates like you, who are passionate about our mission. Thank you for considering this new opportunity to further unlock your potential.

JOB SUMMARY

Lead and develop a high-performing Sales team across Poland, Hungary, and Czech Republic, driving growth through strategic leadership, coaching, and talent development while ensuring sales goals are met and exceeded.

ESSENTIAL DUTIES AND RESPONSIBILITIES
LEADERSHIP AND PEOPLE MANAGEMENT

• Provide strategic leadership to the Sales team by setting clear objectives, aligning goals with business strategy, and driving performance through regular follow-ups.
• Work closely with Sales Consultants and Account Managers to help them exceed quarterly and annual targets, while training new sales associates to build capability and readiness.
• Drive talent development through coaching, mentoring, and training programs to maximize team performance and career growth.
• Ensure all team members have the tools, resources, and support to deliver outstanding results.
• Manage team succession planning and career development initiatives.
• Foster a culture of accountability, collaboration, and continuous improvement.

TERRITORY MANAGEMENT

• Prioritize accounts to determine coverage, assess opportunity and develop new business.
• Coordinate and manage resources to provide necessary customer service.
• Prepare weekly and monthly plans, track and analyze progress and trends, and prepare annual territory sales plan.
• Coordinate local trade shows with Marketing Communications and EMEA commercial leads
• Manage budget and expenses, adhere to company policies and communicate effectively with EMEA corporate and field personnel.

SALES ACHIEVEMENT & PLANNING

• Generate necessary sales to meet or exceed sales goals and achieve appropriate sales prices. Track & analyze progress and meet appropriate contribution margins.
• Report on achieved results on a timely basis to management
• Have ongoing contacts & close relationships with customers and other professionals with whom the business is connected
• Handle multilevel negotiations
• Maintain account/customer profiles and account plans for key accounts. Keep up and renew contracts 
• Develop consultative role to manage customer-training needs, facilitate relationship building and provide necessary customer service (Track and analyze progress)
• Ensuring the SIOP forecasting data is entered into the system on timely and accurate manner for the all business areas

TENDER MANAGEMENT

• Ability to manage sales projects in customer tendering. Identify next tender, renewals and tender participation. Holds legal power to submit company quotations in public tenders.
• Lead sales organisation processes in tenders to achieve award and contract signature.
• Manage tenders with multi year (up to 5-7 years) contracts  and high volume contract.

PERSONAL & PROFESSIONAL MANAGEMENT

• Continuously increase and sharpen technical knowledge as well as continuously developing selling, negotiating and presentation skills 

MINIMUM QUALIFICATION REQUIREMENTS

Education

• Degree in Business or Life Sciences or equivalent

Experience

• A minimum of 8 years sales experience in Life Sciences industry, preferably in medical devices
• Proven track record in leading and managing sales teams.
• Experience in creating and implementing sales strategies.
• Understanding business products and therapy applications.
• Demonstrated advanced sales techniques and skills.

Skills

• In line with Terumo's Core Values:
  • Respect – Appreciative of others
  • Integrity – Guided by our mission
  • Care       – Empathic to patients
  • Quality   – Committed to excellence
  • Creativity – Striving for innovation
• Excellent knowledge of local languagues plus strong written & verbal English language skills
• Leadership, coaching and mentoring skills
• Ability to lead & motivate others cross-functionally
• Excellent interpersonal skills (interpersonal savvy), cross-cultural sensitivity & overall communication skills
• Strong negotiation skills
• Problem- solving
• Strong business & financial acumen
• Dealing with ambiguity
• Customer focus
• Analytical skills
• Ability to work in an independent & autonomous way
• Ability to handle stress
• Action- oriented/ Drive for results
• Good overall organizational/ priority setting skills

Profile:

• High level of integrity
• Evidence of continued learning
• High level of market knowledge, including customer & business issues, alliances, trends and competitive issues
• Ability to proactively identify customer business problems/opportunities and recommended solutions
• Flexible mentality
• Entrepreneurial spirit
• Independent & autonomous
• Self- motivating
• Perseverant

ADDITIONAL INFORMATION

• This position will be based in Poland/field based in the area
• Area of responsibility: Poland, Czech Republic and Hungary
• This position will report to the General manager
• Frequent travelling (up to 50%)