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Europe Tender Manager, Interventional Urology H/F - CDI (92)

Location: 

Le Plessis-Robinson, FR

Job Family:  Sales
Country/Region:  France
European Tender Manager, Interventional Urology 

Pursuing an ambitious growth agenda, Coloplast is one of the world´s leading medical device companies.  Within our Interventional Urology division, we develop, produce and market a large range of surgical devices that make life easier for people suffering from urological and gynecological disorders. 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. Curiosity works here.

 

European Tender Manager, Interventional Urology

 

Coloplast has an exciting opportunity for a European Tender Manager to join our Interventional Urology (IU) team.

 

The European Tender Manager is a key role supporting the European commercial organization of Interventional Urology (IU), which requires tender expertise in the medical device industry, Key Account Management experience with public Hospitals/GPOs and proven leadership skills. This position reports directly to the IU European Commercial Excellence Director.

 

Major Areas of Accountability

 

Performance Management

  • Analyse market data to establish European & National strategic public GPO account sales plans and translate them into commercial objectives both for GPO and individual hospitals.
  • Manage price strategy in collaboration with the European pricing manager, Key Account Managers (KAM) and Country Managers.
  • Actively initiate top-level negotiations and key account relationships with key contacts GPO/KOL/Medical Board Members and Purchasing Departments, with a focus on Big 5 European Markets (France, Germany, UK, Italy, Spain)
  • Define a European strategy for the "public" GPO/hospital segment, anticipate future markets, manage the tendering process, coordinate and monitor their deployment with the field teams, analyse the results, etc.
  • Co-develop, sell and deploy value-added solutions internally, as well as with clients/prospects
  • Ensure all tenders meet the commercial and pricing strategy for each market, as well do market and customer segmentation, and resource allocation.

 

Informs and supports sales team to warrant implementation and execution of GPO contracts

  • Ensure a good understanding of the GPO and KOL strategy and a high degree of motivation of the teams
  • Co-develop and participate in the training of sales team to improve the performance of the areas of responsibility
  • Inform the sales team about sales targets and turnover development within the GPO segment and related hospitals in collaboration with the Sales Management

 

Management of local/global/transversal relationships

  • Close collaboration with the Country managers, the National/European pricing team and Comex Europe to ensure the implementation of the pricing and Comex strategy.
  • Close collaboration with Marketing to support new projects and (inter)national conferences/workshops.
  • Support Set-Up of CRM and related Comex programmes

 

Commercial Excellence

  • Define and build the value proposition
  • Manage business (and future) business opportunities
  • Responsible for the creation, development and implementation of the Interventional Urology strategic business plan
  • Anticipate market trends and make recommendations on strategy to support change
  • Work on changing the commercial approach to become a partner of key accounts
  • Ability to interact with non-clinical stakeholders (buyers)
  • Contribute to local business decisions and marketing that positively impact revenue growth
  • Ensure a good understanding of the COMEX strategy and a high level of motivation of the sales teams and co-develop a training plan to improve the sales approach of regional managers and sales people in collaboration with the country manager.
  • Ability to innovate and to break out of the "classic schemes" in terms of offers, relationship management and development of new approaches

 

Essential Qualifications:

 

  • Master’s Degree in Business
  • Successful experience (min. 3 years) in the sale of medical devices (consumables and, ideally, equipment) and associated services in the hospital sector
  • Demonstrable Key Account Management Experience with public Hospitals.
  • Strong knowledge of public tender regulations
  • Excellent understanding of the functioning of public hospitals, referral centres, clinics and private groups (purchasing processes/procedures and related documents, GPO, buying groups, etc.) Excellent selling, negotiation, influencing and networking skills
  • Ability to travel throughout Europe

 

 

Knowledge, Skills & Abilities

 

  • High level of oral and written communication (English), including well-developed presentation skills
  • Strong business acumen
  • Strong passion for and experience with innovation, with a drive to get things done and meet expectations
  • Commitment to Coloplast's values, mission, vision and guidelines of compliance
  • Strong analytical skills and curiosity, with the ability to turn data into insights (Business and forecast planning)
  • 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 lead meetings and to "get people on board”
  • Excellent ability to develop innovative approaches and create impactful presentations
  • Positive and constructive mindset
  • Very good resistance to the pressure inherent in the position
  • Excellent command of IT tools (Excel, Powerpoint, etc.)

 

Permanent position to be filled asap.

Position located in France – Le Plessis-Robinson (Paris area)

 

If interested, please apply today!

 

Pursuing an ambitious growth agenda, Coloplast develops and markets products and services that make life easier for people with intimate healthcare needs. Employing about 12.000 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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