Careers that Change Lives There are three primary product lines in Extra Corporeal Therapies (ECT), those being Cardiopulmonary, cannula, and blood management. Cardiopulmonary includes all custom sets, oxygenators, reservoirs, cardioplegia sets and components for sets sold as stand-alone items, bio coatings, centrifugal pumps, as well as hardware (Spectrum HLM & accessories, Bioconsole). Cannula includes all arterial, venous, cardioplegia, ECLS/ECMO, and ancillary cannula items including coated versions, and specialty/MICS cannula. Blood management includes cell saver (Autolog) hardware and disposables as well as ACT and HMS hardware and disposables for anticoagulation and patient specific heparin management, respectively.The cardiopulmonary line consists of packs, ECLS/ECMO, stand-alone devices, pumps, filters, reservoirs, oxygenators, coated circuits, and cardioplegia devices/systems in both adult and pediatric configurations. Under the direction of the Business Director, ECT, International and the ABGIN Regional Business Director CSH, the Regional Business Manager (RBM) is responsible for the execution of the Selling & Marketing strategy across the ABGIN region for the ECT business, including: defining the vision, prioritizing product and customer requirements, working closely with sales, marketing and ensuring that revenue and customer satisfaction goals are met. The RBM ensures the achievement of the Company’s overall strategy and goals. A Day in the Life Planning and execution of Regional Business Strategy
Delevop and lead marketing & selling strategies and tactics to ensure effective product placement to market opportunity, working closely with EMEA ECT team.
Analyse the market place, competitive landscape to identify short and mid-term business opportunities and closely track competitive moves.
Follow up closely sales performance and provide forecasts across all ECT products
Manage new product launches including launch planning, revenue targets, pricing and forecasting
Create, launch and communicate marketing plans working closely with the BU to develop training materials to maximize the revenue
Develop marketing toolkit in collaboration with EMEA/country Marketing organization to ensure internal buy in and structured/coordination marketing plan execution
Explore and propose new business models to develop products adoption and usage
Lead competitive product analysis and drive market research activities, providing business insights to develop strategic plan
Build business case for new products introduction, determining also the profitability and viability of new products or product enhancements
Operating Mechanisms
Be fully accountable for product line revenue, OPC, SGM and AOP targets and objectives for the ECT product line across the Region
Attend and provide contribution to QBR, QF reviews and Strategic Plans
Provide guidance on the product line to the other product line managers
Contribute to EMEA business development: new products evaluation, pipeline prioritization, opportunity mapping
Manage analytics and scorecard for key products in the ECT product line, including trends on market share, pricing, margins, and sales revenue;
Define pricing guidelines across product lines (including floors set via sales tools like Vendavo);
Localizing campaigns or repackaging of BU initiatives to better fit the needs within the Region;
Develop and maintain close collaboration with KOL’s and patients’ association
Build strong relationship and collaboration with Regional/Local Medtronic organizations to define customer requirements for any new product development projects in a timely manner
Education/Training
Work with the ECT T&E Managers to provide sufficient clinical support and sufficient product/therapy training of internal and external customers on the ECT product line
Support daily the sales force on product knowledge, addressing customers and sales reps’ concerns in specific accounts, serving as central coordinator
Internal and Administrative
Managing inventory management with Countries and Reps
Guarantee an excellent level of complaint management working closely with EMEA QA team.
Provide support to Country Sales and Marketing Team on tender response and specification definitions
Report market and competitive information and trends and metrics in a comprehensive, complete and timely manner
Report immediately and accurately all negative customer or product related events (e.g.: customer feedback, product and legal issues and risks)
Attend all required regional, national, international meetings
Must Have: Minimum Requirements
Degree in Nursing or Chemistry, Life-Science, Marketing, Business Administration or Biology or another relevant, advanced Degree
Business experience or demonstrations of project work combining both marketing and sales elements towards HCP’s Minimum 5 years of sales/marketing experience in the medical device industry
Ability to build business cases and assess Markets opportunity
Analytical skills
Possess excellent communication skills
Ability to operate in a matrix and multi-cultural environment
Proven evidence of Core Competencies as results orientation, integrity, continuous learning, performance management leadership, quality orientation, interpersonal effectiveness, innovation
Proven ability to influence and develop relationship with both internal and external customers including the field team, physicians and key decision makers
Proven strong commercial and business acumen skills (analytical/strategic) with the strategic vision to derive and maximize profitability
Fluency in English.
Nice to have
Business experience in a local organization, managing a business P&L
