Job Description:
Responsible for leading the regional organization to realize the business objectives of Diagnostic Imaging (DI) and drive the total region ‘upstream’ business creation and ‘downstream’ business execution.
Key Responsibilities
Business Management
Based on the global / regional business environment and trends (market, customer and competition for equipment and services), define the Annual Operating Plan (AOP) and marketing plan. Also provide input to cluster for product positioning.
People management of the Diagnostic Imaging team, including selection, development, goal setting and performance management. Ensure overall high level of talent and engagement levels.
Drive business development in the region with a 1 till 2 year horizon in general and 3 months planning horizon in specific (e.g. RoFo, funnel management, status, corrective action plan).
Monitor and analyze project funnel in conjunction with District Managers.
Execute the pricing framework, defining price realization targets per country within the region.
Responsible for regional product mix Diagnostic Imaging (QxP).
Responsible for creation and execution of corrective action plans.
Consolidate information about market trends, competitor’s sales practices and potential projects for Diagnostic Imaging in the region.
Downstream Marketing
Execute marketing plan for Diagnostic Imaging, translating the marketing strategy into tangible deliverables for the District Sales force, focusing on the regional implementation.
Optimize sales, market share and integral margin of Diagnostic Imaging, actively managing the regional portfolio to take account of changing environments.
Ensure “one” message across districts.
Conduct win / loss analyses to examine reasons for success / failure.
Drive growth by identification of business opportunities and allocate resources and business tools accordingly.
Drive channel strategy on a regional level in close cooperation with Regional Indirect Channel Manager (or Channel Manager in District) and Channel Capability Manager on cluster level (if applicable).
Support new products launches.
Upstream Marketing
Monitor regional market prices, provides input on competitive price developments and product price positioning based on win / loss analyses. Escalate positioning / pricing issues to cluster.
Provide feedback on product requirements, competition (e.g. portfolio, sales tools, tactics) and required programs to cluster.
Provide sales tools requirements to cluster.
Provide outlook on market size, growth and share (CMM) for region.
Customer Relations
Manage business relationships with Key Decision Makers of strategic Diagnostic Imaging accounts and Key Opinion Leaders, in addition to customers representing the different market segments
People Management
People management, including selection, development, goal setting and performance management. Ensure overall high level of talent and engagement levels.
Quality and Regulatory
Take all necessary actions, including the deployment of team objectives, to ensure full compliance with all Business and Q&R policies and procedures.
Conduct reviews with the Q&R organization and lead the implementation of improvement actions to ensure that the relevant part of the quality system meets internal requirements and the standards stipulated by applicable external bodies.
We are looking for
Bachelor’s Degree or equivalent.
Experience in sales and / or product management in a B2C / B2B environment.
Proven leadership and excellent communication skills.
Ability to motivate individuals and demonstrate organizational influence.
Experience with leading a cross functional team within an international matrix organization.
Knowledge of complex market /channel structures.
Understanding of Healthcare market is highly preferred.
Fluent in English, verbal and written in addition to local language.
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