JOB DESCRIPTION SUMMARY

The role is field based with high travel within the GSA region and can be based anywhere in Germany, Switzerland or Austria close to an airport.
The Business Manager is responsible for leading the Specimen Management sales and potentially also the marketing organisation in GSA. He/she will ensure that the geography has the people, infrastructure and financial resources to deliver excellent customer service and high quality results to customers. The Business Manager will develop and retain key customer relationships, successfully compete for new business, and build reputation in the market. He/she will establish and reinforce a company culture defined by commitment to customers, quality, performance, results, collaboration and accountability. This position will report to the Business Director Specimen Management Central & Eastern Europe and work closely with the BU European Marketing team. The position holder is a member of the GSA Leadership Team. In alignment with BD values and leadership standards, the leader will develop a strategic vision and helps his teams to translate them into tactical & operational plans.

ABOUT THE ROLE

• Develop and execute tactical implementation plans to achieve budgeted goals.
• Strive to improve the region’s efficiency in terms of Revenues, Profit (Costs), and Processes.
• Continuously review and adapt the business priorities in relation to market needs, customer requirements, regulatory requirements, competition, and own business objectives. Build strong internal and external relationships to support the business objectives. Connect with industry associations, government officials, and healthcare authorities to understand the trends that will impact sales and build close working relationships with EMEA Marketing team, BD and European work colleagues.
• Lead change as necessary to anticipate market trends.
• Manage the P&L, operating income targets as well as sales targets, accounts receivables and operate within the financial parameters of the Company.
• Operate within the industry’s ethical standards and the stringent compliance regulations of the corporation.
• Drive sales force effectiveness, ensuring the adoption of available business technologies, tools and initiatives
• Ability to establish sales and expense targets – short and long term plans, develop strategy and tactics and execute to drive market penetration and share improvement. Demonstrated ability to develop plans that clearly link sales, expenses and business strategies and tactics.
• Monitor team performance and proactively address issues that hinder the consistent delivery of top-line sales goals and targeted profit contribution.
• Undergraduate degree or comparable education degree is required. An MBA or other relevant advanced degree is highly desirable.
• Extensive Sales and Marketing Management experience (including line management) within the health care industry, preferably within medical devices sector. Sales experience should include the Management of direct sales representatives as well as the managers for those representatives, combined with a known to work record in setting strategies in a complex environment and P&L

MAIN RESPONSIBILITIES WILL INCLUDE:

• Experience in working with geographically complementary teams (Germany, Switzerland, Austria)
• Knowledge of healthcare, including expertise in diseases, treatments and medical procedures
• Skills in financial analysis, forecasting and budget management
• Proven success record of leading bigger change initiatives in the past demonstrating strong people and change leadership skills
• Sound knowledge of the general market and regulatory environment.
• Sound knowledge of the dealer network, including import companies/policies.
• Sound knowledge of the tender and government bid processes.
• Strong operational management ability including demonstrated experience in leadership and organizational development.
• Excellent German and English communication skills, both written and verbal
• Entrepreneurial and a visionary, biased towards action and drawn towards the unexpected and innovative ways of thinking and getting things done.
• An energetic, resourceful, involved executive who operates effectively with minimum direction and who pursues his/her objectives relentlessly.
• Genuine, forthright and honest, with an impeccable reputation for integrity. Able to inspire trust and confidence throughout all levels of the organization.
• Proven ability to influence and drive change through exceptional communication & Leadership skills.
• Demonstrated tendency to challenge the status quo, drive constant improvement in processes, and an ability to achieve organizational goals & objectives
• Ability to work autonomously and a desire for responsibility and accountability.
• Team worker orientation and result driven
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• Willingness to trave

• Strong focus on customer service and an orientation to the needs of the Field Sales force
• Strong leadership skills with clear focus on servant leadership.
• An understanding of and commitment to the principles of good corporate governance driven by highest level commitment to values of integrity and ethical behaviour.
• Exceptional interpersonal skills: Inspiration & courage, clear and problem solving, inclusiveness and External Focus are required.