Business Manager, Export Markets

Job Summary

Reporting to the Vice President, APAC Recon & TDS, this position has strategic responsibility for commercial activities activities for Zimmer Biomet, covering distributor territories in Export markets. The position will be responsible for directing strategic planning in the sales and marketing functions, ongoing management and evaluation of progress toward specified business goals. Additional key responsibilities include ensuring continuing sales growth and monthly/quarterly forecasts are achieved.

The vehicle for success is through leadership, development, and partnership with HR, Finance Medical Education, Material Planning, Distribution and Logistics (including outsourced vendor).

The incumbent must maintain a thorough understanding of the market conditions and key customer interactions, leveraging relationships or opportunities that will benefit the company in the short and long term.

KEY RESULTS AREAS

Strategic Planning (30%)

• Develop strategic direction, implement sales and marketing plans to meet and establish sales and market share targets; and contribute to business planning to develop an overall sales and marketing strategy to meet the Company’s short and long-term business objectives in EM.
• Prepare overall operating plans and Strategic Plan, reports and forecasts, in line with the needs of the markets.
• Anticipate changes in the EM, so that new approaches may be developed, and customer needs may be addressed.
• Prepare and lead Sales & Marketing reviews and meetings for EM.

Business Development, and Sales & Marketing Management (50%)

• Monitor, analyze and evaluate sales/market trends and sales results, consumer behavior and competitor’s activities to identify market opportunities in all markets in territory.
• Map out business potential, key surgeons, key territories and accounts, and potential customers; devise and adjust sales & marketing strategies and plans to develop accounts and capture market share to meet changing market and competitive conditions.
• Review all monthly sales and marketing reports to ensure all critical information is accurate and updated. Prepare and provide management reports on sales/marketing programs/activities.
• Overall responsibility of deployment of instruments and channel management including distributors and developing distribution strategies.
• Actively seek for tender opportunities and work with Finance and Marketing when special pricing is required.
• Manage promotional/ operational budget through appropriate allocation to the different investment areas.
• Ensure timely and effective communication with major customers including distributors.  Maintain rapport with all customers and advise them of product changes in a timely manner.
• Serves as a conduit between the field and other functions [e.g. sales management, marketing, Medical Education] to ensure the sales force has the tools necessary to achieve results.  Provide input to overall business and marketing plans;
• Liaise with other functional and operational area (particularly in material planning,   operations and regional marketing), outsourced vendors and distributors to ensure that sales and marketing strategies/activities are integrated with other parts of business and align with overall company’s short/long-term business objectives.

General Management (20%)

• Lead distributor teams to achieve annual sales targets for all countries.
• Take leadership position in establishing initiatives in key priority areas for the sales force and provide team with information and overall direction.
• Ensure Corporate and Regional Policies and Procedures are compiled including, but not limited to promotion, business ethics, sampling, expense reporting.
• Handle office matters and other administrative tasks [such as expense reports, travel requests, product recommendations, people development etc.] and ensure compliance with company policies.

This is not an exhaustive list of duties or functions and may not necessarily comprise all of the "essential function”.

Education/Experience Requirements

• Minimum 15+ years general management experience with a minimum of three (3) years Healthcare or allied industry sales management or distributor management experience.
• Proven people management leadership and project team participation.
• Good interpersonal, communication and organizational skills
• Good customer service skills
• Extensive experience in the competing and succeeding in the marketplace and with diverse specialty product portfolios.
• Experience in analysing sales data and interpreting trends, implications etc. Previous work experience in sales principles and applying them in a commercial business environment.
• Strong attention to details, good follow-through skills
  

Travel Requirements

• 80-90%