Regional Business Manager - Rosa

Regional Business Manager - Rosa
Company:

Beckman Coulter Diagnostics



Job Function:

Management

Details of the offer

Wondering what's within Beckman Coulter Diagnostics? Take a closer look.
At first glance, you'll see that for more than 80 years we've been dedicated to advancing and optimizing the laboratory to move science and healthcare forward. Join a team where you can be heard, be supported, and always be yourself. We're building a culture that celebrates backgrounds, experiences, and perspectives of all our associates. Look again and you'll see we are invested in you, providing the opportunity to build a meaningful career, be creative, and try new things with the support you need to be successful.
Beckman Coulter Diagnostics is proud to work alongside a community of six fellow Diagnostics Companies at Danaher. Together, we're working at the pace of change to improve patient lives with diagnostic tools that address the world's biggest health challenges.
The Regional Business Manager – ROSA (Southern Africa) for Beckman Coulter Diagnostics is responsible for functions as the key business leader for the following African countries: Botswana, Lesotho, Namibia, Swaziland, Malawi, Mauritius, Madagascar, Seychelles, Zimbabwe, Zambia, Angola, Democratic Republic of Congo (DRC) and Mozambique, managing either distribution partners, direct reports or both. The incumbent is responsible for the management and development of all business-related aspects in accordance with the company's goals. The RBM has primary responsibility to optimize business in the given territory with focus on profitable revenue growth.
This position is part of the Business Development and Commercial Leadership management located in the different African Countries and will be based in South Africa working fully remote. At Beckman Coulter, our vision is to relentlessly reimagine healthcare, one diagnosis at a time.
You will be a part of the Sales team and report to the Managing Director of Commercial Operations in South Africa responsible for Management of Distributors, Business Development and Sales, Marketing, Brand Development, Financial and Pricing partnering with Marketing. If you thrive in an amazing, multifunctional, leadership, fast paced, supporting role and want to work to build a world-class Regional Business Development organization—read on.
In this role, you will have the opportunity to:
Business Development & Commercial Leadership / Management

Establish annual and multi-year plans and goals to meet region objectives (Revenue, GP & ops income)
Achieve assigned territory sales and profitability targets.
Balance sales with product margin and efficient asset management (Direct customers and distributors accounts receivable, inventory and OTL where appropriate)
Define priority market segments and product lines to increase market share in the targeted product lines in the territory
Lead the regional team in the design and implementation of tactical sales plans.
Establish and sustain sales standards, ethics & compliance, procedures, performance metrics and documentation requirements in the assigned territory
Provide guidance to sales staff to achieve goals in accordance with established policies
Communicate sales territory status and any issues to senior management along with resolution implementation (countermeasures)
Recommend and negotiate where needed with senior management changes to policies which may be limiting growth
Define and apply changes to sales tactics as KPI Sales metrics trends suggest
Implement best practices with systems and processes
Optimize sales approaches by working with Finance to adapt credit limits of distributors to actual and anticipated business level requirements
Establish and maintain effective communication networks with product management and sales staff (either direct or distributor sales teams)
Partner with Regional Director and other BEC & DHR OpCo business management to align strategic plans for the region

Distributors

Manage overall relationships with distributors in the assigned territory
Actively collaborate in the alignment of the initiatives provided by Regional senior management
Lead distributors in defining priority market segments that maintain and grow market share
Set distributor objectives, track and report performance to plan
Drive corrective action(s) implementation tied to Distributor Scorecard Performance gaps
Ensure distributors retain effective technical support resources and that required service training is provided to ensure the required levels of effectiveness and sustained autonomy
Oversee distributor(s) audits' corrective action plans and actively sustain accountability for follow up actions
Propose distributor additions / exits tied to performance and market growth potential
Develop and implement transition plans with distributors where needed
Accountable for distributor performance with quality systems targets, regulatory and compliance metrics and their year over year operational development
Oversee contract management with Channel Partners in collaboration with Legal, DRM and Compliance

Legal (Standards of Conduct)

Fully comply with company guidelines, policies and compliance requirements
Ensure and be accountable for full compliance of direct reports and distributor channels

Marketing / Brand Development

Understand the assigned territory markets and complete SWOT analysis and develop effective countermeasures to address short- and long-term gaps
Partner with Marketing to support the development of plans focused on brand development, product positioning, value messaging, competitive differentiation and promotional tactics
Collaborate and support implementation of product launches to maximize short, medium and long-term business goals
Establish positive relationships, sustain high levels of trust and credibility with key opinion leaders in the assigned territory

Financial

Capture, analyze and report monthly win/loss details, sales funnel management and growth trends to senior management along with additional summary information as required
Interact with Finance, Management & Marketing teams to develop and publish weekly, monthly and yearly revenue forecasts for the focused territory (as applicable)
Monitor sales trends and analysis by product portfolio in close collaboration with Marketing and Finance
Review and manage sales budget and forecasts

Pricing

Partner with Marketing to establish clear pricing structures and price lists for distributors and direct sales to ensure market penetration with sustained profitable growth
Manage direct sales pricing boundaries and approve proposals as appropriate
Manage profitability trends to ensure direct and distributor business results are aligned with the Regional Operating plan and leverage profitable growth

The essential requirements of the job include:

Bachelor's in Business Administration or equivalent
IVD (Medical Diagnostic) industry experience
Excellent communication skills, verbal & written.
Minimum of 5 years' experience in a Medical Diagnostic Sales Environment, Channel Partner Management & Business Development
Financial Sales Forecasting, pricing, and Budgeting.

At Beckman Coulter Diagnostics we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, hybrid working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a hybrid work arrangement in which you can work part of the time at the Company location identified above and part of the time remotely from your home. Additional information about this hybrid work arrangement will be provided by your interview team. Explore the flexibility and challenge that working for Beckman Coulter Diagnostics can provide.
This job is also eligible for bonus/incentive pay.
We offer a comprehensive package of benefits including paid time off, medical and pension to eligible employees.
Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company's sole discretion, consistent with the law.
At Danaher we bring together science, technology and operational capabilities to accelerate the real-life impact of tomorrow's science and technology. We partner with customers across the globe to help them solve their most complex challenges, architecting solutions that bring the power of science to life. Our global teams are pioneering what's next across Life Sciences, Diagnostics, Biotechnology and beyond. For more information, visit www.danaher.com.
At Danaher, we value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.

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Job Function:

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Regional Business Manager - Rosa
Company:

Beckman Coulter Diagnostics



Job Function:

Management

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