MDS Business Leader Africa

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Main responsibilities will include:

Strategic and Financial

• Localize MDS strategic plan for Africa and lead business development activities consistently with the MDS EMEA and Africa Leadership Team direction.
• As a member of the MDS EMEA and Africa Leadership Team, advise and contribute to the strategic and financial planning for EMEA and Africa: Strategic, Operational and Financial planning; Budgeting and Forecasting
• Maintain customer, market and competitive knowledge; analyze, identify and articulate adjacent new opportunities and future risks to the Leadership Team for information and/or further consideration.

Tactical & Operational

• Optimize country revenue growth and financial performance, maximize OIBT.
• Define and achieve tactical and financial goals for countries.
• Lead cross functional integration of all customers facing forces in the sub region and countries, direct, shared resources, and cross business (sales, marketing, medical, customer service, etc.), drive synergies, efficiency gains and efficacy across the sub-region.
• Establish the Business Operation Agenda and Planning; ensure coordinated execution from all required resources (country, region and EMEA region). Guarantee “real time” tactical adjustment in and across countries.
• Lead rapid adoption of and compliance with key business and management processes and tools i.e. CRM, ASR and Monthly reporting system. Recommend improvements.

Organizational Capability & HR

• Identify capability gaps, define, and implement organizational capability build up plan.
• Achieve Sales, Key Account Management and Commercial Marketing excellence.
• Build up talent pipeline and manage succession planning.
• Achieve and maintain best in class customer facing ratio and efficiency, lead CI and performance enhancement programs with leading indicators.

Duties / Accountabilities:

Commercial Implementation (P&L accountability)

• Ensures the development of annual and strategic operating budgets for Interventional in the Country
• Is responsible for the implementation of the annual business plan, the management of the monthly forecast and accountable for overall Interventional performance to sales and income budget.
• Monitors the financial performance of the business and acts upon changes proactively. Provides effective business and financial reporting to EMEA and Country Leaders.
• Adapts and aligns the EMEA BU business strategies to specific country situations and needs.
• Leads the implementation of sales plans, solution positioning/pricing and execution of product launch plans, working in close collaboration with EMEA business teams to ensure effective leverage of resources and capabilities.
• Propose transformational investment plans to accelerate sales and income growth.
• Flawless execution of approved investment plans
• Drive customer centricity by segmenting the market.
• Manages and tracks the dealers/agents/distributors that operate within the country (where applicable)

Distribution

• Responsible for the proper implementation of the distribution strategy
• Achieve accurate forecasting with EMEA Marketing (volume, phasing, and product mix) to ensure steady pipeline of product availability to meet customer demand.

Marketing

• Collaborates with the EMEA MDS Team to ensure the downstream implementation of Sales and Marketing strategies in the country.
• Ensures successful execution of innovative marketing strategies which deliver tangible differentiation and value creation for our products in the market.
• Collects, analyzes, and consolidates market insights and business trends to build country strategy, develops new opportunities based on local environment.
• Builds a network with other stakeholders in the market to identify and anticipate on market trends.
• Captures market needs and trends and recommends respective priorities and solution/product positioning.
• Adapts and aligns the marketing strategy to specific country situations and needs.
• Executes and monitors marketing plans to ensure successful execution of the marketing strategy.
• Works closely with the EMEA MDS Team to share feedback from the field to best manage product life cycle from product launches, product maintenance and phase-outs.
• Translates clinical value and/or clinical studies into economic value and marketing actions.
• Creates, communicates, and engages the organization in the vision and strategy creation for Interventional in the country.

People Management

• Provides leadership and coaches own country organization.
• Drives local teams to deliver results, skill improvements and ongoing change management.
• Develops and implements an organizational plan which defines the capabilities necessary to support the business in the medium to long-term.
• Ensures that the organization remains structurally flexible and competitive and capable of adapting to change.
• Focus on retaining, motivating & developing talent and career maps for all team members.
• Attracts high potential talent.
• Builds own succession plan and identifies and develops succession plans for critical role.
• Fosters a culture of inclusion and diversity.
• Builds salesforce capabilities through coaching on territory planning, product knowledge and selling skills.

Customer Relationship

• Develops appropriate understanding of local customer needs through ongoing interaction with key accounts and through industry leaders.
• Develops/keeps contacts with professional as well as with key opinion leaders.
• Maintains contacts with key decision makers in the purchasing groups.
• Manages contacts with governmental institutions.

Leadership Team

• As a member of the MDS Leadership Team in EMEA, will contribute to overall management of the MDS Business and ensure effective coordination with the businesses, functions, and other countries.
• As a member of the BD Country Leadership team, will contribute to the local BD management activities and ensures effective coordination with the local businesses and functions.

About you

• Has the capability, aptitude, and ability to develop into a VP/GM and/or a CGM role.
• Has a university degree, preferably with an MBA or equivalent business experience, fluent in English.
• Proven track record of driving strategic sales and managing plan vs forecast/budget across Africa in several countries.
• Understanding of Africa healthcare markets and competitive environment.
• Has a proven experience in driving P&L for a business unit, result driven with creative and innovative approach, showing good business acumen and a strong sense for the commercialization.
• Very comfortable in multi-cultural situations and has been successful in assignments beyond own native environment.
• Proven development of strategy, stakeholder engagement and delivery
• Has a clear however flexible leadership style with listening and empowerment of the team at the heart, with clear demonstrable evidence of delivery through others
• Particularly effective in coaching and developing people and embedding / sustaining performance excellence into the team.
• Is a networker who knows how to effectively operate into a complex matrix business environment and a consensus driven culture, as well as a true team player who actively participates to cross national projects and initiatives.
• Is willing to embrace and live BD corporate values.
• Highly self-aware and self-starter.
• Is a game changer.
• Proven track record of positive conflict resolution
• Experience in sales and marketing (not just one) in an international healthcare environment with P&L responsibility and significant people management skills.
• A proven track record of successful management and strategic leadership experience across broad functional areas.
• An experience in setting direction and providing effective solutions and initiatives to manage a growing business unit.
• An extensive knowledge of the healthcare market and practices, preferably in a high-technology segment with high level relationships with key academic and industry contacts
• Ability and willingness to undertake regular travel and international trips when required.

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