Join the b2venture community at one of our portfolio companies. See all open positions below.

Interested in working directly for b2venture? Learn more.

Product-Enabled Sales Manager (Remote Europe)

Retinai

Retinai

Product, Sales & Business Development
London, UK
Posted on Wednesday, June 5, 2024

Description:

Ikerian AG (formerly RetinAI Medical) is a fast-growing medical device software company headquartered in Bern, Switzerland. Our mission is to enable the right decisions sooner in healthcare, through transformative AI & data management solutions for disease screening and monitoring. Join our diverse team of entrepreneurs, developers, researchers, and commercial experts who are collectively shaping the future of healthcare.

Job Description:

We are seeking a highly motivated and skilled Product-Enabled Sales Manager to enhance our sales team's performance by leveraging deep product knowledge. This strategic role involves creating a bridge between our innovative software platform and the unique needs of our clients in the pharmaceutical, clinical, and healthcare sectors. The ideal candidate will champion our commitment to precision medicine and healthcare innovation by equipping our sales force with the tools, training, and materials needed to succeed in a competitive marketplace.

Responsibilities:

  • Deep Product Understanding: Gain an in-depth knowledge of the software platform, with a focus on how it serves the unique needs of pharmaceutical companies and CROs for research and clinical studies as well as clinics and hospitals for decision support.
  • Sales Team Empowerment: Develop and implement a comprehensive sales enablement strategy that includes regular, in-depth training sessions on product features, benefits, and applications in real-world scenarios relevant to each segment with a focus on the BD team.
  • Customized Sales Materials: Create segment-specific sales materials that address the unique challenges and opportunities in the pharmaceutical and healthcare sectors, making it easier for the sales team to communicate the value proposition effectively.
  • Consultative Sales Process Development: Refine the consultative sales process to better engage prospects, leveraging deep product knowledge to address specific pain points and demonstrate tangible ROI.
  • Feedback Loop Management: Implement the process for collecting, analyzing, and acting on feedback from both the sales team and customers, ensuring this feedback directly informs product development and sales strategies.
  • Proposal Customization and Management: Oversee the proposal creation process, ensuring proposals are highly customized to meet the specific needs and concerns of each prospect, based on a deep understanding of the two distinct market segments.
  • Explore and integrate new technologies and processes to enhance sales workflows, including innovative tools for contract issuance and management.

Why This Role is Critical:

  • Addressing Sales Challenges: By enhancing the sales team's product understanding and providing them with tailored sales materials and training, you directly address the lengthy sales cycles and transform the consultative sales process into a competitive advantage.
  • Leveraging Product Market Fit: With your product's 75-85% market fit, this role can ensure that sales strategies are closely aligned with product capabilities and market needs, maximising your impact in both target segments.
  • Strengthening Feedback Loops: Regular, structured interaction between sales and product teams facilitates a stronger feedback loop, ensuring product development is closely aligned with market needs and sales experiences.