Dexcom
The Company
Dexcom Corporation (NASDAQ DXCM) is a pioneer and global leader in continuous glucose monitoring (CGM). Dexcom began as a small company with a big dream: to forever change how diabetes is managed. To unlock information and insights that drive better health outcomes. Here we are 25 years later, having pioneered an industry. And we're just getting started. We are broadening our vision beyond diabetes to empower people to take control of health. That means personalized, actionable insights aimed at solving important health challenges. To continue what we've started: improving human health.
We are driven by thousands of ambitious, passionate people worldwide who are willing to fight like warriors to earn the trust of our customers by listening, serving with integrity, thinking big, and being dependable. We've already changed millions of lives and we're ready to change millions more. Our future ambition is to become a leading consumer health technology company while continuing to develop solutions for serious health conditions. We'll get there by constantly reinventing unique biosensing-technology experiences. Though we've come a long way from our small company days, our dreams are bigger than ever. The opportunity to improve health on a global scale stands before us.
Meet The Team Form strategy, lead, manage, develop and recruit team to drive recommendations and use of Dexcom CGM products and services across all three countries. Partnering with Healthcare Professionals across Primary, Secondary Care, procurement and insurance companies as required. Taking a holistic view of the Dexcom CGM business opportunity and providing solutions to enable ongoing business growth. Drive Market Access and strategies to open up reimbursement across the territories and at national level (in country). Direct management of sales representatives in country. Lead a cross functional team of leaders within sales, inside sales, marketing, market access and data integration.
Expectations For The Role
Position Dexcom as the preferred partner of choice for customers in the Benelux
Achieve specific financial targets per quarter and in a 5‑year horizon
Continuously improving customer satisfaction ratings
Continuation of development of a high‑performing team
Where You Come In Develop strategy & Implement Sales & Market Access Plan
Define strategy and tactics for Benenlux Benelux region and deliver commercial objectives including P&L responsibility
Lead all functions dedicated to the position
Develop the national market access plan for each country not only individual territories but on a national basis
Work with local marketing teams to develop local marketing plans that will develop market
Conduct at appropriate frequency business review with each functional leader
Work with and direct each Diabetes Account Manager to ensure delivery of goals, objectives and SFE via weekly 1:1’s, monthly Work Withs and regular national meetings
Development of measurement systems (CRM), ensure their implementation and execution
Development of tactics and SMART objectives setting at national and territory level
Conduct quarterly business reviews with each representative direct report to monitor and assess individual performance against objectives and ensure progress against agreed development plans
Analyse customer and sales and data to formulate plans that to accelerate sales
Ensure that team operates within HCC, legal and corporate guidelines
Work in close partnership with line manager, executive leaders and shared functions and to maximise business opportunities
Marketing, inside sales, medical manager and Country Director (GM) (and EMEA resources) to maximise all business opportunities
Execution of Sales & Reimbursement Strategy
Driving Dexcom CGM sales via focused promotion in all relevant local channels
Coordinate and drive the development of agreements with hospitals, insurance companies & pharmacies including overseeing tender submissions and execute negotiations
Ensure accounts/units are set up to receive and pay for orders in a timely fashion
Development and Deployment of Selling Tools
Collaborate with marketing in the planning development and implementation and follow up of marketing campaigns
Ensure that team are provided with the necessary training to effectively implement tools
Work closely with Diabetes Account Managers to ensure that supporting tools are effectively deployed in the field
Provide feedback to ensure there is an adequate supply of products, demo products and marketing literature to implement with customers in an appropriate and ethical manner
Business Analytics
Review of relevant internal and external information sources to provide real business insight and understanding into ways and means of utilising this to provide business growth
Ensure broad utilization of business analytic tools
Offer strategic direction based on data
Territory Management Tools
Implement and train representatives on all elements of the CRM system
Reporting
Analyze sales and all aspects of CRM data to track performance and target areas of business opportunity at representative and regional level
Ensure that team meets all required reporting and administrative responsibilities in an accurate and timely manner in line with Operating Standards and with Standards and procedures
Ensure that budget is optimized against business driving activities and expenses
Talent Management & Professional Development
Training, coaching, development, appraisal & succession planning for all direct reports
Ensure each Diabetes Account Manager has a personal development plan which is acted upon and reviewed quarterly
Provide team with a solid foundation and knowledge of diabetes and both Dexcom and competitive products
Provide delivery and implementation to Regional team of Gaining Commitment selling skills in order to be able to effectively persuade customers to use and/or recommend Dexcom products and services
Drive selling skills assessment through sales managers every quarter through training events and track progress
Team Management & Coaching
Ensure the most effective best team is in place to deliver current and future business objectives
Recruit and retain full sales team utilizing both headcount and contract positions
Create culture which fosters teamwork, testing, sharing best practice and cooperation
Budget Management & Project Management
Responsibility & management of national cost centre
Efficient and effective placement across region of all resources, e.g. People and Budgets
Identify significant local opportunities develop projects plans to address these and execute in an innovative, cost effective and impactful manner
Policies & Procedures
Ensure awareness and compliance across Regional team to all Dexcom EMEA HR policies, Operating Standards & procedures (This includes HR procedures for hiring)
Compensation & Benefits
Utilise current reward and recognition schemes to motivate team
Implementation of current compensation arrangements to national team and consider new approaches
Ensure compliance with all health & safety standards for the functional area
Ensure compliance with all aspects of duty of care car policy and procedures including once quarterly vehicle checks
Communications
Timely and appropriate communication to line manager, Country Director, Regional team and any other associated projects or functions
Coordinate Regional Sales Team Meetings and contribute to development and delivery of Sales Management Meetings, National Sales Meeting and Conferences through the sales manager
What Makes You Successful
Proven track record of leading strategy, innovation and driving execution at all levels
Proven track record of sales experience and success within the health care sector
Proven track record from gaining market share over the competition
Exceptional communication & people management experience
Have network of strong customer relations and experience of Benelux market
People management and cross-functional leadership – First line Management or Team leader responsibility preferred
Experience in large multi-national health care company preferred
Knowledge of diabetes or healthcare sector preferred
What You’ll Get
A front row seat to life changing CGM technology
A full and comprehensive benefits program
Growth opportunities on a global scale
Access to career development through in‑house learning programs and/or qualified tuition reimbursement
An exciting and innovative, industry‑leading organization committed to our employees, customers, and the communities we serve
Travel Required
50-70%
Experience And Education Requirements
Typically requires a Bachelor’s degree with 15+ years of industry experience
9+ years of successful management experience in relevant industry
Imagine a workplace where your ideas are valued, your growth is supported, and your efforts directly contribute to our success. We believe in fostering a culture where everyone feels empowered, inspired, and excited to come to work each day. If you're looking for a role that offers more than just a job, where you can truly make a difference and have fun while doing it, then we can't wait to meet you! Join us and be a part of something extraordinary.
Referrals increase your chances of interviewing at Dexcom by 2x
#J-18808-Ljbffr
Dexcom Corporation (NASDAQ DXCM) is a pioneer and global leader in continuous glucose monitoring (CGM). Dexcom began as a small company with a big dream: to forever change how diabetes is managed. To unlock information and insights that drive better health outcomes. Here we are 25 years later, having pioneered an industry. And we're just getting started. We are broadening our vision beyond diabetes to empower people to take control of health. That means personalized, actionable insights aimed at solving important health challenges. To continue what we've started: improving human health.
We are driven by thousands of ambitious, passionate people worldwide who are willing to fight like warriors to earn the trust of our customers by listening, serving with integrity, thinking big, and being dependable. We've already changed millions of lives and we're ready to change millions more. Our future ambition is to become a leading consumer health technology company while continuing to develop solutions for serious health conditions. We'll get there by constantly reinventing unique biosensing-technology experiences. Though we've come a long way from our small company days, our dreams are bigger than ever. The opportunity to improve health on a global scale stands before us.
Meet The Team Form strategy, lead, manage, develop and recruit team to drive recommendations and use of Dexcom CGM products and services across all three countries. Partnering with Healthcare Professionals across Primary, Secondary Care, procurement and insurance companies as required. Taking a holistic view of the Dexcom CGM business opportunity and providing solutions to enable ongoing business growth. Drive Market Access and strategies to open up reimbursement across the territories and at national level (in country). Direct management of sales representatives in country. Lead a cross functional team of leaders within sales, inside sales, marketing, market access and data integration.
Expectations For The Role
Position Dexcom as the preferred partner of choice for customers in the Benelux
Achieve specific financial targets per quarter and in a 5‑year horizon
Continuously improving customer satisfaction ratings
Continuation of development of a high‑performing team
Where You Come In Develop strategy & Implement Sales & Market Access Plan
Define strategy and tactics for Benenlux Benelux region and deliver commercial objectives including P&L responsibility
Lead all functions dedicated to the position
Develop the national market access plan for each country not only individual territories but on a national basis
Work with local marketing teams to develop local marketing plans that will develop market
Conduct at appropriate frequency business review with each functional leader
Work with and direct each Diabetes Account Manager to ensure delivery of goals, objectives and SFE via weekly 1:1’s, monthly Work Withs and regular national meetings
Development of measurement systems (CRM), ensure their implementation and execution
Development of tactics and SMART objectives setting at national and territory level
Conduct quarterly business reviews with each representative direct report to monitor and assess individual performance against objectives and ensure progress against agreed development plans
Analyse customer and sales and data to formulate plans that to accelerate sales
Ensure that team operates within HCC, legal and corporate guidelines
Work in close partnership with line manager, executive leaders and shared functions and to maximise business opportunities
Marketing, inside sales, medical manager and Country Director (GM) (and EMEA resources) to maximise all business opportunities
Execution of Sales & Reimbursement Strategy
Driving Dexcom CGM sales via focused promotion in all relevant local channels
Coordinate and drive the development of agreements with hospitals, insurance companies & pharmacies including overseeing tender submissions and execute negotiations
Ensure accounts/units are set up to receive and pay for orders in a timely fashion
Development and Deployment of Selling Tools
Collaborate with marketing in the planning development and implementation and follow up of marketing campaigns
Ensure that team are provided with the necessary training to effectively implement tools
Work closely with Diabetes Account Managers to ensure that supporting tools are effectively deployed in the field
Provide feedback to ensure there is an adequate supply of products, demo products and marketing literature to implement with customers in an appropriate and ethical manner
Business Analytics
Review of relevant internal and external information sources to provide real business insight and understanding into ways and means of utilising this to provide business growth
Ensure broad utilization of business analytic tools
Offer strategic direction based on data
Territory Management Tools
Implement and train representatives on all elements of the CRM system
Reporting
Analyze sales and all aspects of CRM data to track performance and target areas of business opportunity at representative and regional level
Ensure that team meets all required reporting and administrative responsibilities in an accurate and timely manner in line with Operating Standards and with Standards and procedures
Ensure that budget is optimized against business driving activities and expenses
Talent Management & Professional Development
Training, coaching, development, appraisal & succession planning for all direct reports
Ensure each Diabetes Account Manager has a personal development plan which is acted upon and reviewed quarterly
Provide team with a solid foundation and knowledge of diabetes and both Dexcom and competitive products
Provide delivery and implementation to Regional team of Gaining Commitment selling skills in order to be able to effectively persuade customers to use and/or recommend Dexcom products and services
Drive selling skills assessment through sales managers every quarter through training events and track progress
Team Management & Coaching
Ensure the most effective best team is in place to deliver current and future business objectives
Recruit and retain full sales team utilizing both headcount and contract positions
Create culture which fosters teamwork, testing, sharing best practice and cooperation
Budget Management & Project Management
Responsibility & management of national cost centre
Efficient and effective placement across region of all resources, e.g. People and Budgets
Identify significant local opportunities develop projects plans to address these and execute in an innovative, cost effective and impactful manner
Policies & Procedures
Ensure awareness and compliance across Regional team to all Dexcom EMEA HR policies, Operating Standards & procedures (This includes HR procedures for hiring)
Compensation & Benefits
Utilise current reward and recognition schemes to motivate team
Implementation of current compensation arrangements to national team and consider new approaches
Ensure compliance with all health & safety standards for the functional area
Ensure compliance with all aspects of duty of care car policy and procedures including once quarterly vehicle checks
Communications
Timely and appropriate communication to line manager, Country Director, Regional team and any other associated projects or functions
Coordinate Regional Sales Team Meetings and contribute to development and delivery of Sales Management Meetings, National Sales Meeting and Conferences through the sales manager
What Makes You Successful
Proven track record of leading strategy, innovation and driving execution at all levels
Proven track record of sales experience and success within the health care sector
Proven track record from gaining market share over the competition
Exceptional communication & people management experience
Have network of strong customer relations and experience of Benelux market
People management and cross-functional leadership – First line Management or Team leader responsibility preferred
Experience in large multi-national health care company preferred
Knowledge of diabetes or healthcare sector preferred
What You’ll Get
A front row seat to life changing CGM technology
A full and comprehensive benefits program
Growth opportunities on a global scale
Access to career development through in‑house learning programs and/or qualified tuition reimbursement
An exciting and innovative, industry‑leading organization committed to our employees, customers, and the communities we serve
Travel Required
50-70%
Experience And Education Requirements
Typically requires a Bachelor’s degree with 15+ years of industry experience
9+ years of successful management experience in relevant industry
Imagine a workplace where your ideas are valued, your growth is supported, and your efforts directly contribute to our success. We believe in fostering a culture where everyone feels empowered, inspired, and excited to come to work each day. If you're looking for a role that offers more than just a job, where you can truly make a difference and have fun while doing it, then we can't wait to meet you! Join us and be a part of something extraordinary.
Referrals increase your chances of interviewing at Dexcom by 2x
#J-18808-Ljbffr