Business Development Manager, Gulf Region

Position SummaryResponsible 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.ResponsibilitiesPortfolio Management & Competitive Intelligence/AnalysisMaintain 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 ManagementUnderstand 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 SupportSet & 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 AnalysisMarket 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.Go to Market – Introduction & CommercializationReview 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.MarketingReview 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 ManagementInput of local regulatory requirements. Single point of contact for regulatory issues at territory level where needed.Business ResultsMeasured on revenue and margin of the product line. Qualifications/ExperienceKey/Critical CompetenciesVocational education as Radiographer or engineering or business management, or marketing degree or any other relevant degree with minimum of 8 years experienceSales 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%.