International Regional Business Manager, MEA-ANZ-CAN

Acumed ,
Weyhill, Hampshire
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Job Description

About Us Acumed is a global leader of innovative orthopaedic and medical solutions developed to improve patient care. With over three decades of experience in the orthopaedic industry, our mission is to aid the afflicted through the ingenuity of our minds, the labor of our hands and the compassion of our hearts. The company is headquartered in Hillsboro, Oregon with a global sales and distribution network supported by offices worldwide. International Regional Business Manager (IRBM), MEA, ANZ, CAN The International Regional Business Manager (IRBM)'s primary function is to drive sales in the assigned region. He/she achieves the region's sales goals through the effective recruitment, training, and motivation of a top class sales channel within the assigned region. The IRBM implements specific sales strategies that align distributors' sales goals with Acumed's strategic plan. He or she directs, oversees and shares best practices with regional distributors to ensure the effective execution of their regional sales plans and achievement of sales objectives. He/she drives the selling process in a fully compliant manner, supports sales activity for major accounts, and provides monthly metrics on progress to goals. When applicable, IRBM also manages company equipment and materials within assigned region in compliance with corporate policies and directives. Assigned Regions Australia, Canada, New Zealand, Israel, South Africa, Middle East:Kuwait, UAE,Saudi Arabia, Bahrain, Qatar. Duties/Responsibilities * Develops, implements, and executes market-specific sales plans to sustainably grow company sales in the region, achieve area's revenue goals and expand market share, increasing product replenishment/utilization and fluency. * Creates and continually assesses competitive positioning to ensure market competitiveness and optimal sales strategy. * Establishes strategic relationships with key distributors to increase Acumed brand penetration and recognition, closely coordinating and aligning regional branding with Acumed's MarCom team. * Establishes distributor goals, metrics and responsibilities, regularly monitoring progress and providing feedback on results. * Devises and implements country-specific sales plans and a yearly sales budget for countries within the assigned region. * Monitors sales activities, reports on results and sales activities on a weekly and monthly basis; provides monthly and quarterly rolling forecasts. * Partners with Medical Education to plan and coordinate medical education and training events that support the strategic plan. Solution selling is emphasized, so that distributors' sales reps are properly trained on selling Acumed's entire product portfolio in a professional, evidence-based manner. * Partner with Product Management & Marketing/Communications to influence design, adoption and implementation of marketing programs that increase revenue and add value to the sales and customer support teams. * Partners with Marketing/Communications & Business Services to ensure the sales channel has adequate collateral materials. * Coordinates training of sales channel team members on the Acumed's processes for proper product ordering and product registration; which includes both ordering of replenishment product as well as investment/capacity expansion sets. * Partners with Medical Education & Sales Training to ensure sales channel is properly trained and equipped with all required sales tools, clinical papers and surgical systems/products. * Supports new product launches and manages product mix for the region. * Researches competitors, gathers information and analyzes market data. * Partners with the Pricing team to research and establish market pricing for the region, taking into account country reimbursement levels, public tenders, etc. * Researches and analyzes new local, regional, and national markets to identify market share growth opportunities. * Performs financial analyses in support of special, expansion and investment pricing proposals. * Partners with Finance and Credit Manager to facilitate collection of Account Receivables balances due to company. * Partners with Compliance officer to ensure distributor's activities and standard operating procedures are fully compliant, particularly regarding interaction with HCPs (Health Care Professionals), product handling and complaints, expense reporting, sales activities and training, so all activities meet all compliance and regulatory requirements. Qualifications * BA/BS in Business or related field required; Master's in Business Administration preferred * Minimum of five years of experience in sales channel management plus 3 or more years of experience as a sales representative; at least 2 years of International distributor experience with medical products or medical devices highly preferred. * Must be highly organized, detail oriented and analytical to devise and implement a strategic plan. * Ability to prioritize company objectives to meet sa

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