Business Manager Cardio Vascular Group ( Strategic Accounts)
Medtronic
Athens, Attica, Greece
πριν από 6 μέρες

MAIN PURPOSE OF JOB

The CVG BusinessManager has the pivotal role to provideleadership and overall strategic direction and execution to the CVG commercial teamsin the country.

He / She is responsible for the achievement of sales and EBITtargets for each of the three CVG businesses (CRHF, Vascular Therapies,Structural Heart) and closely manage the P&L and optimise free cash flow(FCF) for the country.

The incumbent will orchestrate CVG activities in the country and willparticularly also strengthen the collaboration with IHS and take specificresponsibilities for CVG Strategic Accounts.

The CVGBusiness Manager will drive the rollout of transformation projects andGo-To-Market in the country.

The incumbent will be responsiblefor the management & staff development : talent acquisition / selection,feedback and coaching, performance management, rewards and recognition anddevelopment planning.

The position reports solidly to the VP CVGABGI-Nordics and dotted to the Medtronic Country Director.

MAIN JOBDUTIES / RESPONSIBILITIES

  • Achieve the business goals including revenue, DDM, EBIT, FCF, inventory,sales forecasting, days sales outstanding and business growth for each of the CVGbusinesses.
  • Full P&L management including resource allocation, monitoring thevariation and providing accurate forecasts to ensure successful execution ofAOP targets.
  • Take direct responsibility and ownership for management of CVG strategicaccounts in their region based on CVG customer segmentation methodology and infull alignment with CVG regional SAM strategies, methodologies, tools andreporting.
  • Lead Transformation and Go To Market activities
  • Focus on team management, development and succession planning.
  • Manage key relationships with all stakeholders, both internally andexternally.
  • Provide strategy and direction for ongoing business development andgrowth of the business for the region and maintain long-range sales andmarketing plans.
  • Drive operational efficiency with the business in close collaborationwith Customer Services, Supply, Finance, Pricing.
  • Ensure effective and efficient territory coverage is realized. Regularlysegment the sales territories to identify potential areas for growth, inconjunction with regional BU leaders.
  • Monitor sales revenue targets and growth on a monthly basis, promptlydiscussing your analysis findings with sales team and agreeing on actions tomaintain growth, turnaround negative growth or seek new opportunities.
  • Provide regular sales coaching in the field and by phone (e.g.pre- / post-call planning / review; feedback re : written sales reports;
  • etc.),ensuring professional selling skills are utilized effectively, and be an advocatefor Sales Force Effectiveness and promoter of CVG commercial traininginitiatives.

    Determine sales staff learning and development requirements,coordinating the implementation of such training accordingly.

  • Performance manage each member of your team, providing clear goals anddirection as well as career development advice and support (via IDP) togetherwith the regional Business leaders.
  • Develop individuals in the team to continuously improve and to take onadditional responsibility
  • Share the best practices with and across CVG, ensuring successes areleveraged and failures are minimized.
  • Monitor competitive activity in the field and develop strategies andtactics to deal effectively.
  • Participate in relevant industry meetings and conferences as agreed withyour line manager.
  • Ensure a thorough understanding of and adherence to any corporate orgovernment compliance issue.
  • Work within and actively promote Medtronic’s core mission, corporatestrategies, policies, procedures and Code of Conduct.
  • Designs and maximizes opportunities for talentdevelopment by making superior decisions as to how to deploy and develop them.
  • Accelerates the development of others, differentiating opportunities andpurposefully creating progressive experiences.

  • Builds effective teams through hiring and development of direct reports,using performance management techniques including mentoring, rewards andrecognition when appropriate, and discipline when necessary.
  • Provides opportunity for success of all CVG employees by ensuring theyreceive necessary and appropriate training for their job function and to havechange ready.
  • Provides opportunities for personal growth and advancement of reports.
  • Develops and maintains an effective communication process with other CVGBusiness Unit Directors to ensure organizational alignment within CVG matrixorganization.
  • Coordinate with other SBU Managers to ensure alignment of sales withother business functions to facilitate achievement of overall company strategicobjectives.
  • Collaborate and integrating CVG & Medtronic Functions in country.
  • Promotes a trusting and progressive culturewithin the team and develops a broad set of collaborative relationships acrossthe organization, connects well and empathically with other areas.
  • Leverages matrix relationships to align others.

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    JOB QUALIFICATIONS & EXPERIENCE

  • MSc or BS / BA degree in marketing, economics, lifesciences, biomedicalengineering.
  • 7+ years professional commercial experiencein Healthcare / Medical Devides / Pharma ideally in a mature European market
  • 5+ years of leadership experience, ideally with heterogenous sales andmarketing teams
  • Experience in Key accunt or Strategic account management
  • Solidexperience in a large corporate environment with a significant matrix culture.
  • Experienced in managing fast paced growth environment as well a mature / commoditized business segments
  • Fluency in English and local language.
  • Strong written and verbal communication and presentation skills
  • PERSONAL COMPETENCIES

  • SHAPE : Enables Strategic Direction : Demonstrates a long term perspective on how to move the business ahead of thecompetition.
  • Ensures that plans align with the organization’s businessstrategies, translating business strategy into action plans. Uses compelling communicationto inspire others, adjusting content and style to best fit the audience.

  • ENGAGE : Collaborates across the matrix : Promotes a trusting culture within the team, extends their influence as aresult of their personal credibility.
  • Develops a broad set of collaborativerelationships across the organization, connects well and empathically withother areas.

    Leverages matrix relationships to align others, significantlyenhances their impact on goals with stakeholders.

  • ENGAGE : Recruits and manages talent : Constructsroles and responsibilities to significantly accelerate team performance,maximizes opportunities for talent development.
  • Identifies and connects withtop talent across the organization, makes superior decisions as to how todeploy and develop them.

    Accelerates the development of others, differentiatingopportunities and purposefully creating progressive experiences.

  • INNOVATE : Embraces and promotes transformationalchange : Demonstrates the willingness to purposefully disrupt processes, focusedon realizing the benefits for their team.
  • Mobilizes others across theorganization willing to invest the necessary time and effort to ensuremomentum. Accelerates change by expertly managing the key drivers required,displaying discipline to adhere to the path and take difficult actions.

  • ACHIEVE : Sets challenging expectations : Movesthemselves and the team forward at a swift pace, outpacing benchmarks.Energizes themselves and others to exceed challenging goals, pushing resultsfurther than expected.
  • Creates a highly engaged culture, multiplying theoutcomes that can be achieved together.

  • ACHIEVE : Influences accountability : Implementsa way of working such that routines are driven and aligned across the broaderteam.
  • Builds an environment where personal accountability and ownership isexpected by all. Achieves results that exceed expectations, frequentlyoutperforming others and their plan.

    Travel Required :

    Willingness to travel 10-20%outside the country and 30-40 % within Greece

    About Medtronic

    Together, we can change healthcare worldwide. At Medtronic,we push the limits of what technology, therapies and services can do to helpalleviate pain, restore health and extend life.

    We challenge ourselvesand each other to make tomorrow better than yesterday. It is what makes this anexciting and rewarding place to be.

    We want to accelerate and advance our ability to createmeaningful innovations - but we will only succeed with the right people on ourteam.

    Let’s work together to address universal healthcare needs and improvepatients’ lives. Help us shape the future.

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