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Business Development Manager, Interventional Urology H/F - CDI (92)

Location: 

Le Plessis-Robinson, FR

Job Family:  Sales
Country/Region:  France
 

The European Business Development Manager is a key role supporting Country commercial organizations of Interventional Urology (IU) involved in Laser sales, which requires Capital Equipment knowledge, technical/clinical expertise, Marketing experience and proven leadership as well as hard selling skills.

 

This role will be accountable to drive laser sales : from opportunity identification to contract management and negotiation. He/she will be leading our network of laser specialists. This person will be working in a matrix model where influencing without authority will be critical. This position reports directly to the IU European Commercial Excellence Director.

 

Responsibilities

 

Within this role, you will own, develop and execute the Interventional Urology Laser commercial business plan with a dotted line from country Laser Specialists, you will have to work in consultation and collaboration with key country & Europe stakeholders. You will have P&L responsibility for the laser business.

 

This role is customer facing, and you will work closely with the IU Sales Team to drive sales opportunities, as well as seeking new business opportunities through close working with the Business Analyst and Country/Regional Managers/Directors.

 

There will also be a requirement to support and lead on the tendering process where required, and to work in close partnership with many other cross-functional teams, including Marketing, Clinical, Global Supply Chain, Finance, Pricing and Legal.

 

This role will suit someone who is ambitious, wants to get fully immersed into their business areas, is able to take responsibility for their part in growing the IU business, and is able to work in a matrix model between countries and Europe.

 

  • Manages/Coaches business opportunities & Value Proposition roll-out
  • Leads the Laser Specialists team to maintain a highly motivated and effective field sales operation including leading Laser Specialists learning and development programmes.
  • Accountable to negotiate with clinic and / or hospital groups (either through the laser specialists or in person), and with key accounts managers when required
  • Optimizes our Go-to-market model – Applies tools and innovative solutions to countries to drive sales and optimize costs. Examples: use of health economics data, create a value proposition for Coloplast, non-product related services. .
  • Ensures the competitive intelligence and and develops relationships with KOLs
  • Optimizes existing processes through appropriate use of technology and policies related to sales support activities; implements new processes as they become relevant.
  • Ensures full usage of existing sales tools and suggests enhancements where appropriate. Drives the adoption and usage of Salesforce.com as an integral Sales Enablement tool.
  • Ensures all tenders meet the commercial and pricing strategy for each market, as well do market and customer segmentation, and resource allocation.
  • Manages Pricing/Contractual strategy.
  • Sales and territory plan output analyses (in collaboration with Business Analyst): define, develop and run insightful reports & dashboards for Laser Specialists plan implementation; develop Laser Specialists incentive scheme proposals.
  • Supports with optimising call planning, market segmentation and targeting and business opportunity management in collaboration with country Regional Sales Managers.
  • Continually strives to streamline sales operations, increase employee satisfaction and grow our business in line with IU Agenda.
  • In connection with the sales and marketing teams, is responsible for setting up strategic account planning & operational action plans for the targeted key accounts
  • Develops a training plan to improve the business approach of regional directors and salespeople

 

Profil :

 

  • Experience of Capital Equipment management is required, along with a strong understanding of the Medical Device market landscape
  • Excellent selling, negotiation and networking skills, with the ability to undertake robust forecasting
  • Demonstrable Hard selling skills Experience - Advanced influencing and negotiation skills
  • Strong analytical skills and high levels of curiosity, with the ability to turn data into insight
  • Proven ability to manage complexity & thrives in uncertain/ambiguous circumstances
  • Ability to connect and effectively collaborate across a diverse group of business stakeholders in a highly matrixed environment
  • Ability to influence all levels of management and train, teach, lead/coach others.

 

  • Strong entrepreneurship and work ethic with a positive, can-do attitude.
  • Ability to multi-task and work in a challenging fast paced environment.
  • Bi- or multi-lingual skills are essential: fluency in speaking and writing English is mandatory.
  • High standard of oral and written communication, including well developed presentation skills
  • Strong passion and track record for innovation with a will to make things happen, and deliver on expectations.
  • Adherence to Coloplast values, mission and vision

 

 

Pursuing an ambitious growth agenda, Coloplast develops and markets products and services that make life easier for people with intimate healthcare needs. Employing about 14.000 people and with products available in more than 143 countries, we are one of the world´s leading medical device companies. We are constantly growing our business and always looking for new ways to move forward – we explore, learn and look for new ways of doing things.

 

Coloplast is committed to being an inclusive organization, where people bring their differences to work each day, fulfil their potential and have a strong sense of belonging because – and not despite – of their differences. We therefore encourage all qualified candidates to apply regardless of gender, age, race, nationality, ethnicity, sexual orientation, religious belief or physical ability.

 

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