Distributor Manager THV - Emerging markets
Edwards Lifesciences
Athens, Greece
πριν από 1 μέρα

French language is mandatory for this role

Region : Maghreb countries

Managing relationship with distributors that re-sell Edwards products and services, monitoring and reporting on distributor’s performance.

Partnering with EEMEA cross-functional and business stakeholders to jointly develop a market development plan for assigned countries in alignment with corporate / EMEA marketing plan and commercial imperatives and translating Edwards strategy to distributors to develop and lead market growth programs and safely introduce new products.

Key Responsibilities :

Market Development

  • Develops new business opportunities with existing customers and identifies areas of improvement to meet sales targets while developing and leading the execution of both short- and long-term region plan
  • Develops and implements Therapy Development initiatives to drive market growth in the region, work in close cooperation with EEMEA marketing and ProfEd teams.
  • Drives the implementation of the corporate Therapy Development strategy and tactics on the country level with adaptations driven by the local environment, competition, and insights.
  • Drives the event strategy of the assigned region, aligned with local dynamics / needs and EEMEA event strategy
  • Drives the implementation of new product / site launches including professional and internal training, procedure support, proctoring coordination as well as marketing campaigns, ensuring strong execution and ongoing follow up
  • Collects and analyzes market data to drive growth and develop markets
  • Develops an understanding of current and future market trends
  • Develops and maintains contact with local KOLs and develop high quality relations with other health care professionals
  • Identifies new growth opportunities within the HCPs segments
  • Distributor Management

  • Establishes and maintains effective working relationship with distributors
  • Assigns sales territories and set and enforces sales goals with distributors
  • Ensures revenue targets of distributors are achieved within the responsible territories
  • Establishes and leads regular meetings and conference calls with distributors
  • Trains distributors to ensure continual improvement in capability, knowledge, customer service, performance, and profitability, ensures the distributors are equipped with the necessary sales skills and product knowledge to represent EW, by coaching individuals in the field and personally observing the performance of distributors.
  • Collaboration with internal stakeholders

  • Supports the commercial and finance leaders for quarterly business reviews and yearly AOP planning
  • Attends quarterly county reviews to best under-stand individual market and customer needs and suggest suitable programs and actions
  • Prepares monthly sales forecasts for the remaining year
  • Participates in monthly OPEX meetings with finance to secure understanding and planning of marketing spending
  • Builds and maintains strong working relationships with cross-functional partners within the EEMEA and THV organizations.
  • Additional skills

  • Deep technical knowledge of BU product portfolio and how it addresses customer needs
  • In-depth understanding of BU strategy, selling model, the competitive landscape and market environments
  • Strong analytical skills, detail oriented and data-driven thinking
  • Proven project management skills
  • Skilled at influencing without authority
  • Ability to manage competing priorities in a fast-paced environment
  • Ability to interact professionally with all organizational levels and proactively escalate issues to appropriate levels of management in the organization
  • Highly creative with ability to think outside of the box
  • Must be self-motivated, goal-oriented with high level of energy
  • Manages ambiguity and can work highly independent
  • Must be dependable and willing to work overtime as periodically required
  • Must have excellent interpersonal and communication as well as strong follow-up skills
  • Ability to work in a multicultural environment
  • Should be willing to travel more than 50% of time
  • Fluency in English and French , Turkish is a plus
  • Background within marketing / strategy consulting
  • Experience in market / therapy development
  • Experience in medical technology / pharmaceutical industries
  • Knowledge of cardiology
  • Αναφορά αυτής της εργασίας

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