北京招聘

职位描述：
Position Overview / Purpose:
This role is responsible for building the sales effectiveness of the Greater China internal sales force as well as distributors sales force by ensuring Value Selling methodology is understood, adopted and embedded across the Greater China region.

The role is to improve the competitiveness of sales team and work together with the Clinical and Marketing team to ensure effective product training, key messages are well coordinated.

It is also expected the role works closely with relevent managers to implement learning, coaching and evaluation plan for both internal and external sales staff.
Accountabilities:

Accountability 1: Value Selling
 
? Act as champion for Value Selling methodology
? Partner with Relevant managers to identify skill gaps and priorities and ensure they build skills in Value Selling methodology
? Facilitate or deliver value selling training programs in on-boarding training or other training programs.
? Focus on Value Selling on converting HCP direction and design, prepare relevant support material and sales tools for field force

Accountability 2: Improve internal team competitiveness through targeted training programmes
? Partner with internal sales Manager to access and evaluate each sales strength and weaknesses and identify gaps between current behaviours and desired behaviours.
? Work with relevant managers to develop a training plan to meet the business goals.
? Partner with relevant managers to implement mentoring and coaching process aim to gain more market share by team behaviour changing.
? Implement the training programme and evaluate progress
? Engage the clinical team to ensure alignment of Value Selling skills with clinical activities and projects and drive alignment with sales team.

Accountability 3: improve distributors’ team competitiveness through targeted training programmes.
? Partner with internal sales Manager to access and evaluate distributors’ sales team member’s strength and weaknesses and identify gaps between current behaviours and desired behaviours.
? Work with regional sales managers to develop local training plan which is implemented and aligned with marketing messaging and positioning.
? Implement the local training programme and evaluate progress and performance.

Accountability 4: Cross functional collaboration
? Partner with the regional team to build the Value Selling capability
? Partner with the local marketing and clinical team to develop training materials and ensure the field teams are able to effectively communicate sales and competitive messages
? Share market intelligence insights and data across the team to ensure appropriate action is taken to position Cochlear as the treatment of choice for patients
? Partner with Marketing and Clinical team to develop and implemented role play scenarios to combat competitive pressures

Accountability 5: Reporting
? Provide periodic training progress reports and measure commitment from internal and distributors sales staff
? Regularly analysis, evaluate , interpret and report on sales force performance ensuring performance is in line with Business

Accountability 6: Online training curriculum
? Partner with HR and marketing and clinical team to design and implement online training curriculum
? Regularly provide training reports and analysis the training performance to internal and external team

Key Incumbent requirements:

Minimum:
Qualifications, background experience, knowledge, organizational knowledge, knowledge of other business activities, skills etc.
? 3-5 year working experience in sales position in healthcare industry
? 1-2 sales training working experience
? A degree in business or medical related discipline
? Fluent in Mandarin and ideally English
? Good facilitation skill, presentation skill and team work

Ideal:
? Sales management experience
? Strong coaching skill
? Experience in delivering Value Selling or integrity selling skill

Cochlear Limited is the leading global expert in implantable hearing solutions. For more than 30 years Cochlear has helped over 450,000 people connect to the world of sound. With a global team of over 2,800 passionate experts, Cochlear is an organisation you can be proud to work for. Our people say making a difference in the lives of others is the number one reason they enjoy working at Cochlear.

With a range of solutions for different types of hearing loss, Cochlear maintains the industry’s largest investment in R&D. To improve our products and services we currently work in collaboration with over 100 research partners based in 20 countries.

Cochlear’s mission of “Hear now. And always” embodies our commitment to providing life-time support. To build a sustainable global business, we are continually strengthening our internal capability and infrastructure, through the development of our people, processes and systems. As we continue to launch new products and services, our employees experience growth, change and opportunity right across the business.

Joining the Cochlear team would see you collaborating with dedicated colleagues who share Cochlear’s core values of customer satisfaction, mutual respect, continuous improvement and innovation, performance and professionalism. Whatever career you chose at Cochlear, you will find the work interesting, challenging and rewarding.

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