Who we are
You enjoy creating and innovating. You never stop striving for better. You take responsibility and you get results. You love being part of a team. Above all, you want your work to matter: Welcome to our world! At Sonova we create sense by bringing sound to life. Our innovative hearing care solutions help millions of people enjoy life’s unforgettable moments.
We offer exceptional career opportunities through market-leading brands from consumer to medical, products and services that keep pushing hearing care forward, and a culture where you can quickly belong and perform at your best.
If you want the freedom to explore, opportunities to grow, and make positive change on people lives through your work, this is the place for you.
Sales Director – Hospital Channel & PMO of Sales Excellence
You will be responsible for developing and executing sales strategies and go-to-market model to drive revenue growth, expand market share within the hospital segment. This role involves building and maintaining strong relationships with KOLs and key decision-makers in hospitals, identifying new business opportunities, and ensuring the achievement of sales targets and drive business growth. You will lead the sales excellence program as PMO.
You will base in Shanghai, report to Managing Director, Hearing Instruments.
More about the role:
Sales Strategy Development and Execution
- Develop and implement comprehensive sales strategies focused on expanding our presence in hospitals and healthcare institutions.
- Identify and pursue new business opportunities, build strong relationships with KOLs , key decision-makers, and negotiate contracts to achieve sales target and drive business growth.
- Explore to build innovative Go-to-market model, under multiple transaction/engagement type hospitals (e.g. Class 2 medical device requires good coordination between doctor referral within hospital and transaction at PoS right next to hospital),
- Closely work with AT team for lead generated out of academic/Clinical engagement/events
- Work close with Legal team to navigate & balance compliance requirement to engage China hospital
- Monitor sales performance metrics, drive progress and deliver results against goals, and provide regular reports to senior management.
Market Analysis and Business Development
- Conduct market research to understand the competitive landscape, customer needs, and emerging trends.
- Build and maintain a robust pipeline of potential clients, focusing on key hospitals and healthcare providers.
- Identify and pursue new business opportunities within the hospital channel.
Customer Relationship Management
- Develop strong partnerships with hospital procurement departments, ENT specialists, audiologists, and other relevant stakeholders.
- Serve as the primary point of contact for hospital accounts, ensuring high levels of customer satisfaction by addressing customer feedbacks and needs promptly and effectively.
- Organize product demonstrations, training sessions, and workshops for hospital stakeholders to showcase the benefits of our products.
Sales Team Management and Leadership
- Lead, mentor, and motivate a team of sales representatives focused on the hospital channel , providing guidance, training, and support to enhance their performance
- Set clear sales targets and performance metrics for the team, and monitor progress regularly, and provide regular feedback to drive continuous improvement.
- Build/cultivate team culture to be result-oriented, performance driven, and compliance-conscious
PMO of Sales Excellence:
- Develop and standardize the end-to-end sales process and customer visits (before/during/after) to improve efficiency and productivity.
- Identify and implement process improvements to shorten the sales cycle, improve win rates, and increase deal sizes.
- Collaborate with cross-functional team to elevate sales capability via training (both commercial and technical)
Compliance and Ethics
- Ensure high ethical standard and all sales activities comply with industry regulations, company policies, and ethical standards.
More about you:
- Minimum 15 years of sales experience (or combined with Marketing experience) in hospital channel, at least 3 years team management experience, familiarity with healthcare products.
- Proven track record of success in developing and managing hospital sales channels with achieving and exceeding sales targets.
- Strong understanding of the hospital channel, including key stakeholders and decision-making processes.
- Strong leadership skills with experience in managing and motivating a sales team.
- Strong strategic thinking, ability to analyze market data, and identify product propositions, develop strategic plans and go-to-market models, and drive results
- Excellent communication, negotiation, and interpersonal skills.
- Ability to work in fast-paced environment, comfortable to manage ambiguity
- Native in Mandarin and fluent in English
More about what we offer:
As one of the world’s leading hearing care providers headquartered in Switzerland, we’re committed to building an inclusive culture. We want to create an environment where you can balance a successful career with your commitments and interests outside of work, through our flexible hybrid working model. We offer a wide range of training opportunities for both your professional and personal development, and there are exceptional growth opportunities with individual development plans.
Sonova is an equal opportunity employer.
We team up. We grow talent. We collaborate with people of diverse backgrounds to win with the best team in the marketplace. We guarantee every person equal treatment in regard to employment and opportunity for employment, regardless of a candidate's ethnic or national origin, religion, sexual orientation or marital status, gender, genetic identity, age, disability or any other legally protected status.
