Sales Lead Incenter

**Tasks performed regularly which form the essential characteristics of the position.**

**Leadership and Direction**
- ** Communicate the actions needed to implement the function's strategy and business plan within the team**:

- ** explain the relationship to the broader organization's mission, vision and values; motivate people to commit to these and to doing extraordinary things to achieve local business goals.**

**Sales**
- ** Sell a range of products and services to significant regional key customers and/or manage a sales team for a given area.**

**Business Planning**
- ** Contribute to the development of annual business plans; contribute with developing business cases for key activities/projects and with estimating the financial and human resources required to deliver performance targets within the assigned therapy area/region**

**Sell Customer Propositions**
- ** Use personal expertise to identify the complex standard products and/or services offered by the organization that meet the customer's needs, together with quantities and product configurations.**:

- **Present these to the customer with a clear rationale and at standard commercial terms, referring to senior colleagues where necessary to ask for concessions (e.g., price reduction) that gain the customer's agreement**

**Sales Opportunities Creation**
- ** Develop a personal network within the sales territory and represent the organization at trade shows and other events to identify sales opportunities, promote the organization, and enhance its reputation.**

**Customer Relationship Development / Prospecting**
- ** Develop and implement a relationship management plan for potential customer accounts to identify and build relationships with relevant decision makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues.**

**Customer Relationship Management (CRM) Data**
- ** Oversee the implementation and maintenance of the customer relationship management system within the area of responsibility, identifying and communicating opportunities for system improvement that may enhance the management of customer relationships.**

**Performance Management**
- ** Manage and report on the performance of a substantial, diverse (regional) Sales team**:

- ** set appropriate performance objectives for direct reports or project / account team members and hold them accountable for achieving these**:

- ** take appropriate corrective action where necessary to ensure the achievement of team / personal objectives.**

**Organizational Capability Building**
- ** Use the organization's formal development framework to identify the sales team's individual development needs**:

- ** Plan and implement actions to build their capabilities**:

- ** Provide training or coaching to others throughout the organization in own area of expertise to enable others to improve performance and fulfill personal potential**

**Operational Compliance**
- ** Maintain and renew a deep knowledge and understanding of the organization's policies and procedures and of relevant regulatory codes and codes of conduct, and ensure own work adheres to required standards.**:

- **OR Identify, within the team, patterns of non-compliance with the organization's policies and procedures, and with relevant regulatory codes and codes of conduct, taking appropriate action to report and resolve these and escalating issues as appropriate.