Senior Sales & Business Development Manager (Rapid Diagnostics) - Region East

Primary Objective of Position

• Achieving the revenue objectives of his/her region, with full responsibility about the region PNL.
• Managing relationships with customers, commercially steering the business, develop new markets across EE countries which are non EU members, Russia, CIS, Belarus & Turkey.
• These break down into distinct focus groups: Private healthcare providers, insurers and outsourced service provision, public hospitals, MOH, HC officials, KOLs. Distributor(s),pharmacies, pharmacy wholesalers, FUNDERS offices &NGOs.

This position will be accountable for sales management & business development in ARDx IDEM leveraging the products portfolio in order to maximize revenues and profitable growth for the business in country of responsibility:

• Develop the vision for sales in terms of direction, growth and overall targets.
• Ensure that all standing Regulatory and Quality, and Ethical Procedures are followed as per company policies.
• Ensure achievement of PNL revenue, margins by end of every year in alignment with the annual targets.

What You'll do:

• Develop the region for a business of 10 Millions with in 2  years from start.
• Pave the way for new launches like self tests, and other professional testing, via securing the proper launch preparedness with Key customers and distributors, funders, governmental affairs.
• Encourage new ideas within a framework of business planning and territory management.
• Recruit, negotiate and manage distributor relationships as allocated.
• Manage HGOs or funders within his/her countries of responsibilities including C-Suite decision makers.
• Manage the partnership with different pharma companies for expanding the test and treat projects where applicable.
• Lead the cross-function team within the country including medical and market access and marketing to identify a clear roadmap for project priorities and achievement of the needed outcome.
• Lead and develop his/her team toward achieving the numbers and penetration required in the different markets.
• Build, maintain and expand strong partnerships with target accounts.
• Foster business development via consultative selling approach to KOLs.
• Coordinate promotion of new and existing products, with all relevant marketing activities.
• Manage a team of initially 4 sales specialists/key account managers across the region.
• Develop their skills and capabilities via continuous coaching, feedback, assess performance.
• Manage self in determining which strategic engagements with regulators, purchasing bodies, luminaries and so on, need to be developed and maintained.
• Lead cross functional country planning and execution.
• Serve as part of the leadership and management team in helping to determine the strategy, setting targets, budgeting, and working collaboratively with other functions when appropriate. The most notable close collaboration will be with marketing and customer care.
• Maintain and communicate on a regular basis a view of the strategic landscape to Regional General Manager EEMENA and Marketing Team.

Required qualifications & background:

• Min. Bachelor’s degree (preferably from Healthcare science faculty).
• MBA or business diploma, will be an advantage.
• At least 10 years healthcare industry experience within the region with a strong experience in Russia market in the arena of laboratory diagnostics – POC is a plus – experience in other countries is a plus.
• Minimum 5 years sales management position with direct reporters.
• Familiarity with diagnostic industry practices and ideally has familiarity with market(s) relevant to product line.
• Fluent in building / constructing compelling business cases.
• Good knowledge of managing numerous stakeholders in sales cycles that exceeds 9 months.
• Working knowledge and experience in medical equipment leasing and managed services.
• Fluent in building / constructing compelling business cases.
• Skilled and experienced negotiator.
• Driving License.

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