This position serves as an interface between the Laboratory Diagnostics Business Area (LD BA) and the Business Regions / Countries. The key focus of the role is to ensure the achievement of BA targets and the implementation and execution of sales strategies for success.
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1. Responsible for enhancement of regional sales performance in 2 designated Business Regions:
• Business Management:
o MTA and MBR support
o Monthly business reviews
o Understanding and supporting regional sales and profitability strategy and connection to funnel
o Providing guidance and assist to develop solutions on individual country /region issues e.g. low profitability in a country, pricing, missing out on mega deals, etc.
o Day to day sales issues (backorders, product registrations, etc)
• Forecast accuracy / Funnel Management
o Sales and operations forecasting (S&OP)
o Win/loss analysis and tracking
• Large and Complex deals support:
o Must Wins focus, implementation and execution
o Ensure global sales strategies are being implemented (pricing, automation strategy, individual product strategies, profitability)
o Tender / request for proposal (RFP) support
o VIP tours and customer visits
• Regional calls and communication, daily support
2. Responsible for providing competitive and market trend information as well as customer and field feedback from the Regions to all areas of the LD Global organization.
3. Development of Sales programs together with LD Finance and Global LD Marketing. The ownership of implementation and tracking of the sales programs in 2 designated Business Regions
4. Responsible for best practice sharing between the Regions, as well as with LD Global Marketing and all relevant areas of the LD Global organization.
Skills and experience required:
• Awareness and understanding of marketing and sales philosophy, business practices and trends within diagnostic and healthcare industries
• Commercial experience and in-depth understanding of key business and financial drivers
• Innovative management and strategic planning capabilities to effect change
• Strong interpersonal, communication, teamwork and facilitation skills are required
• Planning: an ability to think ahead, forecast, and plan both short and long-term goals and objectives
• Problem analysis and problem resolution at both a strategic and functional level.
• In-depth understanding of business processes especially interactions between functions.
• Preferably background in commercial operations on country or regional level
• Work experience/life experience with other cultures in order to effectively communicate, understand and get results
• Position requires high level of interpersonal skills because of the need to communicate effectively and develop close working relationships with all levels of management within LD organizations
• A minimum of a Bachelors degree in business or life sciences. An MBA degree is preferred
IVD experience is required
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