Business Management Head-Varian China

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In the area of Marketing, the position leads a focused global function or a regional business function through balancing strategic and tactical considerations. Functional or business tactics need to be defined, while considering and anticipating the underlying strategic requirements, but also its´ limitations. Positions at this level define function- or business-specific strategies, policies and guidelines, globally or regionally valid for the assigned area.

Position Summary

Leadership of the Varian Radiation Oncology Solutions business for the China Region, including the ongoing business assessment, KPI execution and development, partnership development, comprehensive new product roll-out, and sales and commercial support functions for Varian’s Radiation Oncology Solutions business. This position is expected to drive our continuing growth in market share, customer satisfaction, and profitability in the ROS business in the China Region, while expanding new opportunities through organic or inorganic product/service development or new business model generation.

Key Responsibilities

Drive profitable growth of volume and sales revenue for the Varian ROS business. Identify and execute on product positioning and sales support programs. Ensures close collaboration between VAR China Region team and VAR ROS Strategy & Product Management, ROS Marketing & Sales Operations, RT Commercial teams, Product Development, Cancer Therapy, Digital Oncology, Medical Affairs, Government Affairs, Project Planning, Project Management, Installs, Training, Service, business support IT functions, and Finance. The position acts as a connecting element in a complex cross business area environment – steering people in different organization structures. Responsible for further growing the ROS business – driving further market share gains in China Region, maximizing attach rates of newly developed products into current install base while increasing market share. Responsible for assessing, evaluating, prioritizing, and executing on most impactful initiatives. Responsible for product positioning, sales education, and working with Varian education resources to maximize utilization of our products by customers. Responsible for new go-to-market strategies for the Varian – Siemens Healthineers’ combined portfolio. The role further oversees and develops and implements time critical business action plans for installed base turnover, competitive conversions, funnel adequacy & forecast accuracy.

This role will have a seat on the VAR China Region leadership team as well as in the VAR extended ROS leadership team and the incumbent will have very close interactions with the Headquarter organization to steer product portfolio and product development for the China Region. The role will also be involved in strategy development and optimizing of the combination between other SHS business areas and Varian.

Profitability Determine product pricing and service offerings required, manage discounting and margin run rates. Ensure business profitability meets or exceeds budget targets through collaboration with a national field sales organization and our global headquarter teams. Develops strategies in close collaboration with the global ROS Business Line for new business opportunities and models – with special focus on software, and services for the ROS business.

Business Growth Drive towards exceeding business plan in ROS through effective price/performance positioning of current products, identification of profitable unserved markets, complete understanding of competitive & government environmental factors and sales channel optimization.

Supports with strategies to expand our service revenue in ROS. Expected to develop strategies for KOL management, including prioritizing collaborations with academic, community-based and free-standing cancer clinics.

People development – Attract and retain the most talented individuals in the industry to strengthen the organization. Provide the leadership, training, and coaching to develop individuals and grow their careers. Assess technical/sales/professional developmental needs and coordinate development plans.

Processes - Assure that divisional team follows and executes along the established Customer Solutions processes and guidelines, especially in regard to compliance, FDA regulations and GMP. Optimization of employee business tools and databases to proactively manage orders and revenue pipeline. Expected to work within a RACI based decision model to ensure a smooth cross-functional process and decision management.

Knowledge & Experience

• Leadership experience in major Healthcare Cancer therapy, in both sales and product management. Additional imaging industry experience strongly preferred.

• Demonstrates advance understanding and application of management approaches for work direction, motivation, and performance management.

• Experienced in working in a cross-functional business environment including complex stakeholder management.

• Skilled in indirect people management through advanced influencing and collaboration competences.

• Demonstrates and applies advanced knowledge of strategic planning, cross-functional business practices, and operating procedures for a major functional area.

• Previous sales and operations management experience.

• Prior experience managing P&L center preferred.

Direction of Others

Manage direct reports being part of the Business Management organization.

Key Working Relationships Multiple business lines and functions, worldwide inter-organizational and external contacts.

Reporting Structure Reports to the Head of the China Region with a functional reporting into the Head of the ROS business line.

Additional Requirements

Strong analytical skills and understanding of strategic business goals. Experienced in working in a cross-functional business environment including complex stakeholder management.

Skilled in indirect people management through advanced influencing and collaboration competences. Proven track record in driving, developing and mentoring high performance teams.

Strong work ethic and commitment. Demonstrated ability to form relationships and collaborate with senior management in field sales, service, education, and product management organization.

Who we are: We are a team of more than 73,000 highly dedicated Healthineers in more than 70 countries. As a leader in medical technology, we constantly push the boundaries to create better outcomes and experiences for patients, no matter where they live or what health issues they are facing. Our portfolio is crucial for clinical decision-making and treatment pathways.

How we work: When you join Siemens Healthineers, you become one in a global team of scientists, clinicians, developers, researchers, professionals, and skilled specialists, who believe in each individual’s potential to contribute with diverse ideas. We are from different backgrounds, cultures, religions, political and/or sexual orientations, and work together, to fight the world’s most threatening diseases and enable access to care, united by one purpose: to pioneer breakthroughs in healthcare. For everyone. Everywhere. Sustainably.

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