1 job(s) at Ortho Clinical Diagnostics
Mar 11, 2019
Ortho Clinical Diagnostics
This high caliber Business Manager role is critical to deliver the future growth within our largest cluster in EMEA namely the Middle East and Africa (MEA) Market Cluster ideally based in Morocco. This role leads across multi-functional boundaries(Marketing, TSM, Customer Services, Technical Solutions Centres , Supply Chain) to achieve top line revenue,profitability, operating expenses and market growth goals for assigned geography. The Business Manager must possess strong market, environment, distributor management and customer knowledge to develop and deliver annual business plan and plans for future growth. This position manages an indirect sales organization within the distributors network and aligns key functional partners to achieve business outcomes. The Business Manager also develops and maintains long term relationships with KOLs and leverages the network to drive business results. Responsibilities Distributor Management:
Ensures all markets are effectively covered. Identifies, assesses and appoints right distributor for business using ORTHO CLINICAL DIAGNOSTICS selection criteria.
Assesses the distributors’ sales and technical service teams
Ensures that legal contracts, TPI agreements are in place and HCC/HCBI and FCPA policies adhered to
Conducts annual compliance certification and training to Distributor teams
Continuously evaluates distributor performance and manages underperformance with appropriate actions
Understands the key motivators, needs and limitations of distributors and finds effective solutions to improve the working relationship and performance
Explores alternative sales models and strategies to find best fit solution for business
Utilizes entrepreneurial skills when assessing the region and strives in finding ways to build and grow the business
Sets ambitious but realistic objectives for the business based on innovative strategies; takes calculated risks based on thorough analysis and balanced judgement of outcomes
Sets robust leading performance indicators and monitors progress regularly, taking action as required
Effectively participates in high-level discussions and business planning that ensures ORTHO CLINICAL DIAGNOSTICS continually adjusts its approach to changing market conditions and opportunities in emerging markets
Secures accurate forecasts from distributor partners and is able to challenge distributors where appropriate
Applies effective financial forecasting models to build credible and achievable BP
Is up to date with changes in volume drivers and models the financial outcomes for more than one scenario and/or strategy, including consideration of resource requirement
Understands PL vs. Cash Flow impact. Manages AR position and ensures that the Company collects
Works with distributor to ensure the sustained profitability of deals/customer accounts
Works with Finance partners to assess financial health of distributor to minimize collect-ability risk.
Ensures that distributors are contract compliant
Lead the development of the Business Plan including short term and long term sales and profitability targets based upon the broader franchise EMEA goals and growth objectives.
Appraise and evaluate the results of the overall geography regularly and reports these results balancing short term needs with longer term strategic impact
Identify, direct and participate in future growth activities and strategies, including investigations, evaluations and negotiations in accordance with Franchise objectives
Market And Product Knowledge
Stay abreast of key market changes, trends, competitive intelligence, and anticipate changes in the external environment
Develop strong working relationships with key stakeholders of critical customers /NGOs, GPOs as well as KOLs to anticipate customers’ needs and insights.
Product, market and competitive intelligence - serves as resource for questions about products, services and solutions. Proactively forecasts market, industry, technology and competitive trends. Identifies and maintains a deep understanding of competitors offering. Maintains a constant focus on how regulatory requirements and compliance guidelines impact the business.
Profile University Degree required; MBA/Masters degree desirable. Experience of Diagnostics sales role(s). Ideally these would be in the fields of Clinical Diagnostics, Blood Transfusion, Immunoheamatology or Heamatology 5-7 years experience in sales is required within a culture of personal accountability. Proficient at analyzing commercial data and identify key trends or drivers of change. Solid understanding of trends in the diagnostic market and factors that influence the market place would be beneficial. Fluency in English and French is required. This role may require 30 - 50% travel (varies by region), for distributors, customers visits and internal company meetings.