American Dental Company - Equipment & Consumables
Грузия
Промышленное оборудование, техника, станки и комплектующие... Показать еще
Regional Manager, CIS Caucasus (Georgia, Armenia, Azerbaijan)
• Developed and executed the annual commercial strategies separately for each business unit in Caucasus region considering the in-depth understanding of customers’ needs, industries of Dental/Medical Equipment & Consumables and their requirements, resource availability and planning standards.
• Defined the short-term and long-term sales goals. Participated in the formation of budget and controlled expenditure items. Implemented the marketing plan and promotion strategy of product portfolio by carrying out the promo actions, pre-launch and launch activities in order to increase the market penetration, met the sales and share results. Accurate updated of sales forecast and reported the expected orders.
• Developed the profitable distribution channels. Monitored the performance of contractual obligations for achieving the annual KPI plans. Close interaction with distributors’ teams, improved the efficiency of sales’ teams through joint visits, on-site coaching and regular product trainings. Organized the process of products turnover, order acceptance, supported the shipments. Followed up on payments and accounts receivable on the entrusted territory. Stock management by brands. Monitored the overdue products and the prices. Prepared the recommendations related to the optimization of the range and schemes of discounts. Led the joint project sales on complex equipment (the whole range of the company products) of health facilities, controlled and maintained of all intermediate stages of the project.
• Developed and continuously improved the long-term partnership with key decision makers, leading experts, regional KOLs, new customers, identified the business needs and ensured timely resolution the customers’ inquiries tactfully and professional manner for further implementation the business projects.
• Focused on conducting the educational events for customers - organized the marketing activities such as seminars, workshops, thematic conferences with KOLs to promote products.
• Participated in various international and regional dental exhibitions, congresses, conferences. Met with potential clients, provided the technical and clinical consulting, and competitive advantages of products. Preparation and mailing of commercial offers and specifications, presentations.
• Ensured the cross-functional work with strategy and planning between all departments (Marketing, Sales, Purchase, Logistics) within the company to drive innovation and translate challenges into effective business actions.
• Permanently analyzed the key competitors’ performance and market place for determining the development perspectives of the new project.
• Obtained and managed updated information about registration regulatory changes at regional level. Participated in registration of dental products.
• Prepared all necessary sales-related planning and reporting documents in Russian and English for creating an organizational archive for future efforts (daily managements, action plans, monthly/quarterly/annual strategic plan, SWOT analyses, CRM, etc.).