CDI/CDD

The position reports to the NDT Global General Manager and is responsible to drive sales, marketing and support of NDT digital products across EAMER.  The position can be based in France, or Germany, or UK, or Italy.

• Create a go-to-market strategy and implementation plan for the region
• Responsible for the technical sales of NDT digital products.
• Assist in developing customer value propositions for our NDT digital products, for example: product features and benefits, marketing strategies, price positioning and channel development initiatives, etc.
• Interact with qualified channel partners to develop the market and promote our NDT digital products.
• Work with our country teams to implement sales, marketing and channel development activities.
• Ensure the efficient delivery of after-sales service and support.
• Work with end-users and distributors across Europe.
• Contact key customers / dealers every quarter to maintain relationship and promote sales.
• Contact customers / dealers to inform them about new product launches, promote new campaigns or to proactively collect VOC (Voice Of the Customer).
• Visit prospective customers to understand their potential interest and opportunity for conversion from current providers to Carestream.
• Demonstrate products on-site in the customer’s environment to ensure products can meet / exceed the customer’s needs.
• Work with customer to understand the specific items to be tested, clearly understand what the anomalies or quality standards the customer is investigating; develop a testing technique to address the customer’s challenge.  Demonstrate the technique and get the image to satisfy the customer’s testing requirement.
• Identify key decision makers for both public and private customer accounts
• Document customer interaction and account activity in SFDC or equivalent
• Once sold, ensure proper installation and deliver product training
• Partner with Sales Operations to review and enforce customer prices/contractual obligations.
• Partner with Finance and Sales Operations to evaluate case for price or contract term changes.
• Develop unique Carestream value propositions for customers.
• Gain understanding of customer install base, consumption, prices, and IT capability
• Validate or update customers’ value propositions and potential for new offers/contract renewals; present contract renewals to customers.
• Understand at a detailed level competitive value propositions (Products, features, benefits, price, availability and supply chain)
• Develop a business plan and sales strategy for the market that will exceed company sales goals and profitability.
• Drive the Carestream NDT business to achieve and surpass sales and business goals and objectives, direct and through local channel partners.
• Cultivate and maintain effective business relationships with executive decision makers in large accounts.
• Control expenses to meet budget guidelines. Initiates and coordinates development of action plans to penetrate new markets.
• Provides timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin.
• Maintains accurate records of all pricing, sales, and activity reports.
• Adheres to all company policies, procedures and business ethics codes.
• Facilitate feedback regarding client needs, operational needs, business opportunities and marketing/sales programs.
• Work closely with Product & Services Marketing
• Provide accurate and timely forecasts using the appropriate sales tools and processes and maintain all relevant information about customers, prospects, campaigns, and leads.
• Work with Sales Operations & Sales Leadership to ensure business is transacted accurately and within pricing guidelines to the highest ethical standards.
• Work with customers to ensure timely payments against invoices.

         EXPERIENCE

• Proven sales experience.
• Familiar with Non Destructive Testing (NDT) market.
• Knowledge of the DR (DDA) & CR market and technology is essential.
• A CR and/or DR sales background would be an advantage.
• Familiar with business selling strategies, as well as their associated metrics.
• A powerful strategist who can quickly adapt to Carestream’s business model and thoughtfully implement the strategy.
• Business and financial acumen, as well as an analytically disciplined mind and execution style.
• Experience working in a technology enterprise.
• Channel Management experience
• Communications – excellent oral, written, and presentation skills.
• Influential Leadership – ability to influence executive level contacts; strong negotiation skills.
• Analytical Thinking and Problem Solving – ability to do win/loss root cause analysis; interpret consumption and/or buying data patterns for special cause deviations; integrate lean thinking into sales processes to drive internal efficiencies and customers’ ease of doing business with Carestream.
• Technical Skills – Ability to solve customer’s most difficult imaging problems utilizing digital (CR & DR) radiography technology.
• Business Acumen - ability to learn and leverage Sales CRM tools to meet business targets; financial acumen – ability to balance price, volume, share to drive continued growth in sales and earnings.
• Team player - a person who plays or works well as a member of a team or group.
• Customer Focused - The orientation towards serving its clients' needs. Putting customers' satisfaction first.
• Operational Fit - ability to ensure all aspects of the customer relationship is fulfilled to the desire of the customer – proposal generation, product delivery, billing, invoicing, services & support
•  Span of Control / Flexibility - ability to set priorities and manage a large geographical area; ability to adapt to changing business models.
• Driving Performance & Results - proven track record of managing/cultivating existing accounts while prospecting and identifying new customers
• Setting Strategy & Creating an Operating System – demonstrated ability to develop a business plan and sales strategy for the market that ensures attainment of company sales goals and profitability.

REQUIRED COMPETENCIES: 

• Sales and marketing excellence.
• To be able to communicate intelligently with highly skilled NDT digital/IT customers.
• A special interest/knowledge of digital radiography.
• Capability to take initiative & make a decision.
• Results orientated.
• Ability to think strategically.
• Exceptional project management skills and the ability to coordinate and oversee a number of projects concurrently across multiple functional company departments.
• Excellent communication and interpersonal skills; ability to build relationships at multiple levels to work cross organizationally toward solutions; excellent leadership and consensus building skills.
• Languages would be an advantage.
• Good verbal and written English language skills.

CONTACT :

mariecatherine.thauvin@carestream.com
Office: 00 33 6 80 47 72 74 | CNET: 203-85 51