Commercial Director

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 Commercial Director (CD) functions as the business leader for the territory managing either channel 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 CD has primary responsibility to optimize business in the given territory with focus on profitable
revenue growth.

The essential requirements of the job include

Business Development & Management
- Establishes annual business plan and goals to meet objectives (sales and gross margin)
- Establishes sales standards, procedures, performance levels and documentation requirements for a given territory including monitoring performance
- Optimizes business in assigned region across Beckman Coulter product lines
- Provides guidance to sales staff to achieve goals in accordance with established policies
- Establishes and recommends changes to policy which affect the assigned territory
- Achieves assigned territory sales and profitability targets
- Increases profile of targeted product lines in the region
- Implements best practices with systems and processes (Quest)
- Communicates sales territory status and any issues to senior management along with resolution implementation
- Streamline sales by working with credit control to adapt credit limits of channel partners to actual and anticipated business level requirements
- Maintains close contact with our direct customers
- Establish and maintain effective communication networks with product and sales staff (either direct or channel partners)

Channel partners
- Manages relationships with channel partners in the assigned territory
- Ensures proper product and service training is provided to channel partners in order to increase their skills and autonomy
- Assists channel partners in maintaining or growing market share in all targeted market segments
- Sets distributor objectives and manages follow up actions of Distributor Scorecard Performance metrics
- Implements and monitors distributor audits
- Assists in the alignment initiatives of the company regarding distributor networks

**Role and Responsibilities**:
**Acts as Commercial Manager for the Territory**:
a. Leads in the design, presentation and implementation of tactical plans for the region.
b. Accountable for the operating plan of the regional countries.
i. Develops 3 year rolling sales / business plans for the countries/region.
ii. Develops yearly distributor targets and focus product lines.
iii. Leads development of regional and national tender and product pricing.
iv. Balances sales with product margin and the protection of the Balance Sheet
(AR).
v. Measures and reports distributor performance to plan; as part of the channel
partners’ management process.
vi. Drives distributor compliance to key quality, regulatory and compliance metrics and operational development.
vii. Recommends distributor additions / exits tied to performance and growth
potential.
c. Partners with BEC & DHR OpCo business management to align strategic plans for the region.
Legal (Code of Ethics)
- Follows Company guidelines and Do The Right Thing. Adheres to policies and procedures

Marketing
- Develops tactical planning activities in collaboration with marketing department
- Understands market of assigned region and identifies opportunities and threats
- Establishes close relationships with key opinions leaders of the assigned region
- Supports implementation of new product launches to maximize short, medium and long-term business goals

Financial
- Works with Emerging Markets, EMEAI Finance, Management & Marketing teams to develop tactical forecasts for the focused territory
- Monitors sales trends and analysis by product portfolio in close collaboration with Marketing and Finance
- Reviews and manages budget

Pricing
- Works with Pricing Management to establish clear pricing structure and price list for channel partners and manage profitability monitoring.

**Key Performance Areas**:

- Managing business operations activities.
- Management of new opportunities, including routine contact i.e. discern ser