Regional Commercial Manager - East Africa

JOB DESCRIPTION:

Description

The role of Regional Commercial Manager, East Africa for the Cardiometabolic BU in ARDx is one our most critical appointments – managing the corporate business and major accounts across the East Africa region for the Cardiometabolic BU make this a complex role requiring excellent leadership, planning, prioritisation and relationship building both internally and externally.  The ability to think, plan and work strategically and commercially are critical to ensure success in this role.  You will focus on the areas below but the right individual will also develop this role into other areas:

Private healthcare providers Outsourced service provision (i.e. Market Access Consultants) Distribution Partners National Bodies (Ministry of Health) Insurers Charitable Organizations

Responsibilities and Duties

The more detailed responsibilities associated with the role fall into a few distinct categories and are described at a high level below.

Performance

• Delivery of sales vs target across Cardiometabolic
• Maintain an infrastructure that is motivational and integrates with government focused colleagues, marketing, market access, clinical
• Encourage new ideas within a framework of business planning and territory management
• Informal support in the Development of future leaders and talent
• Recruit, negotiate and manage distributor relationships as allocated

Sales Management

• Achieve target (s) of double-digit growth or double market growth rate and target profit margin
• Strategic Business Planning

• Sales Process Management
• Forecasting and reporting
• Strategic engagements and relationships

Strategic contribution and collaboration

• Serve as part of the SSA team in helping to determine SSA strategy, setting targets, budgeting and working collaboratively with other functions when appropriate. The most notable close collaboration will be with marketing, customer care, finance and distribution partners.
• Lead and initiate projects or work as part of a project team as required, demonstrate excellent business acumen and strive to meet and exceed agreed financial and strategic objectives.
• Maintain and communicate on a regular basis a view of the strategic landscape within your Region to country and regional leadership and Marketing Teams within ARDX

Personal Characteristics

• Effective communicator, excellent interpersonal skills with the ability to achieve results through influencing others. Demonstrated ability to maintain positive people relationships and build strong links with all departments
• Self-starter, possesses flexibility and ability to work under pressure in a fast-changing environment and ambiguous situations
• Positive attitude, team player with a high level of initiative, energy and enthusiasm
• Excellent organisation, facilitator and presentation skills
• Responsible-minded with a high persuasive power, excellent project management skills

Requirements

• Preferred educational background: Degree or higher in Business, Biological Science or related field, MBA preferred.
• Exceptional leadership
• Proficient in dealing with both primary and secondary customers at all levels
• Fluent in building / constructing compelling business cases including return on investment analysis
• Good knowledge of managing numerous stakeholders in sales cycles that exceeds 9 months.
• Working knowledge and experience in medical equipment leasing and managed services
• Skilled and experienced negotiator
• Contracting experience adequate to work with legal counsel in drafting heads of terms and working through contract reviews
• Informal coaching and leadership of stakeholders
• Coordination and delegation
• Africa and environmental knowledge and experience working with regional Ministries of Health

Experience:

• At least 10years industry experience with ideally 5-10 years of sales leadership or B2B experience
• Familiarity with diagnostic industry practices and ideally has familiarity with market(s) relevant to product line.
• Thorough knowledge of EAST African healthcare industry, Healthcare Funders and private healthcare providers
• Consistent track record of achieving profitable growth
• Demonstrable track record in building, leading and developing teams
• Negotiation success, securing contracts.
• Working knowledge of leases and managed services
• Ideally experience delivering change initiatives and facilitating change in a customer focused organisation
• Ability to think innovatively and not be constrained by current practices
• Experience in CRM systems
• Advanced Excel and PowerPoint skills

The base pay for this position is

N/A

In specific locations, the pay range may vary from the range posted.

JOB FAMILY:Sales Force

DIVISION:CMI ARDx Cardiometabolic and Informatics

LOCATION:Kenya : Remote

ADDITIONAL LOCATIONS:

WORK SHIFT:Standard

TRAVEL:Yes, 75 % of the Time

MEDICAL SURVEILLANCE:No

SIGNIFICANT WORK ACTIVITIES:Not Applicable