Mgr Regional Life Cycle Sales Mgmt

at Canon USA & Affiliates in Springfield, Illinois, United States

Job Description

Mgr Regional Life Cycle Sales Mgmt – req1180

OVERVIEW

The position reports to Regional Modality Director – Full Line (RMDFL) sales. The Regional Life Cycle Sales Management Manager (RLCSMM) will serve as a regional based commercial leader responsible for revenue growth and customer satisfaction. Area of focus include but not limited to, HIT portfolio sales, Assurance portfolio sales, installed base equipment upgrade growth, service contract growth within new and existing customers and managing the Loyal customer experience process with the field sales teams. The RLCSMM will align strategically with the RMDFL, ZVPs and RVPs, to manage initiatives to increase revenue and maintain standards in the region for creating great customer experience throughout the installation process (order to revenue). The position will work with various divisions within CMSU including the BUs, various sales and service channels, finance and the SBG team to develop tools and programs to achieve revenue growth and increase customer loyalty and satisfaction.

RESPONSIBILITIES

+ Develop manage and grow partnerships with assigned medical imaging customers.

+ Achieve short- and long-term financial targets within the region.

+ Implement targeted upgrade programs developed by CMSU business units for existing customers.

+ Develop and maintain an accurate and verified installed base database across region and country for Canon equipment and assist with AEs, ZBMs and SAM for complete account installation of both Canon and competitive equipment.

+ Work with marketing and other RLCSMs to create installed base, customer loyalty and (evergreen) upgrade programs.

+ Work with BU and service team for EOL notifications and programs.

+ Increase the POP new service contract capture rate per assigned customers while working with the AEs, and RBMs on active deal opportunities.

+ Increase the service contract win back rate per assigned customers.

+ Manage the installed base per modality and increase Canon visibility within each installed site.

+ Drive processes as interface with the zones (funnel reviews, forecast, reporting, and escalations).

+ Understand and analyze market and competition dynamics to develop business strategy and opportunities for the sales teams.

+ Conduct installed base analytics to develop segmentation & targeting strategies.

+ Maximize CMSU portfolio (HIT portfolio sales, Assurance portfolio sales, Modality & HIT Upgrades, Transducers, Detectors, Coils, MVS, Finance) penetration into CMSU, Vital, QED and Virtual Imaging IB.

+ Medical imaging expertise (multi modalities)

+ Work as the White Glove Ambassador and one face of Canon during installations and turnover.

+ Engage with external customers and key stakeholders to gain insights into product performance.

+ Work together with the regional team to ensure accurate equipment, service, and turnkey construction proposals prior to providing to the customer.

+ Suggested Revised Essential Responsibilities:

+ Support the growth and management of partnerships within the region.

+ Manage the development and implementation of upgrade programs for the installed base.

+ Assist region and zones in growing the service capture rate on POPs with new orders. Develop and implement strategies for sales channels to increase service revenue.

+ Manage the Customer loyalty program process within the region to improve the overall customer experience after a sale. Establish benchmarks for improvement and track progress with each customer team. Assist sales teams in the development of complex proposals including but not limited to equipment quotes, service components, turnkey proposals and third party proposals

QUALIFICATIONS

+ Multi-modality (medical imaging ) expertise

+ Team work through cross functional collaboration

+ Ready to move into life cycle business (pharma experience (razor/razor blade) advantage)

+ Deal making experience

+ Collaborative personality

+ Leadership/growth potential

+ Candidate must reside in North Region in US

+ Preferred: Kansas, Iowa, Missouri, Illinois, Indiana, Michigan, NY, New Hampshire, Kentucky, Philadelphia or Maine

+ Min. $130,000 base plus incentive (annual equivalency)

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About us!

Canon Medical Systems USA, Inc., a world leader in diagnostic imaging, is in search of qualified candidates to fill our open positions. Canon Medical Systems offers a competitive salary and benefits package, we support a diverse workplace and are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, sexual orientation, gender identity, religion, national origin, protected veteran status, or on the basis of disability. We invite you to join and become part of our Canon family.