Regional Business Manager - ROSA

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At first glance, youll see that for more than 80 years weve been dedicated to advancing and optimizing the laboratory to move science and healthcare forward. Join a team where you can be heard, be supported, and always be yourself. Were building a culture that celebrates backgrounds, experiences, and perspectives of all our associates. Look again and youll see we are invested in you, providing the opportunity to build a meaningful career, be creative, and try new things with the support you need to be successful.

Beckman Coulter Diagnostics is proud to work alongside a community of six fellow Diagnostics Companies at Danaher. Together, were working at the pace of change to improve patient lives with diagnostic tools that address the worlds biggest health challenges.

The Regional Business Manager ROSA (Southern Africa) for Beckman Coulter Diagnostics is responsible for functions as the key business leader for the following African countries: Botswanan, Lesotho, Namibia, Swaziland, Malawi, Mauritius, Madagascar, Seychelles, Zimbabwe, Zambia, Angola, Democratic Republic of Congo (DRC) and Mozambique, managing either distribution partners, direct reports or both. The incumbent is responsible for the management and development of all business-related aspects in accordance with the companys goals. The RBM has primary responsibility to optimize business in the given territory with focus on profitable revenue growth.

This position is part of the Business Development and Commercial Leadership management located in the different African Countries and will be based in South Africa working fully remote. At Beckman Coulter, our vision is to relentlessly reimagine healthcare, one diagnosis at a time.

You will be a part of the Sales team and report to the Managing Director of Commercial Operations in South Africa responsible for Management of Distributors, Business Development and Sales, Marketing, Brand Development, Financial and Pricing partnering with Marketing. If you thrive in an amazing, multifunctional, leadership, fast paced, supporting role and want to work to build a world-class Regional Business Development organizationread on.

In this role, you will have the opportunity to:

Business Development & Commercial Leadership / Management

• Establishes annual and multi-year plans and goals to meet region objectives (Revenue, GP & ops income)
• Achieves assigned territory sales and profitability targets.
• Balances sales with product margin and the efficient asset management (Direct customers and distributors accounts receivable, inventory and OTL where appropriate)
• Defines priority market segments and product lines to increase market share in the targeted product lines in the territory
• Leads the regional team in the design and implementation of tactical sales plans.
• Establishes and sustains sales standards, ethics & compliance, procedures, performance metrics and documentation requirements in the assigned territory
• Provides guidance to sales staff to achieve goals in accordance with established policies
• Communicates sales territory status and any issues to senior management along with resolution implementation (countermeasures)
• Recommends and negotiates where needed with senior management changes to policies which may be limiting growth
• Defines and applies changes to sales tactics as KPI Sales metrics trends suggest Implements best practices with systems and processes
• Optimizes sales approaches by working with Finance to adapt credit limits of distributors to actual and anticipated business level requirements
• Establishes and maintains effective communication networks with product management and sales staff (either direct or distributor sales teams)
• Partners with Regional Director and other BEC & DHR OpCo business management to align strategic plans for the regio
• Distributors
• Manages the overall relationships with distributors in the assigned territory
• Actively collaborates in the alignment of the initiatives provided by Regional senior management
• Leads distributors in defining priority market segments that maintain and grow market share
• Sets distributor objectives, tracks and reports performance to plan
• Drives corrective action(s) implementation tied to Distributor Scorecard Performance gaps
• Ensures distributors retain effective technical support resources and that required service training is provided to ensure the required levels of effectiveness and sustained autonomy
• Oversees distributor(s) audits corrective action plans and actively sustains accountability for follow up actions
• Proposes distributor additions / exits tied to performance and market growth potential
• Develops and implements transition plans with distributors where needed
• Accountable for distributor performance with quality systems targets, regulatory and compliance metrics and their year over year operational development
• Oversees contract management with Channel Partners in collaboration with Legal, DRM and Compliance

Legal (Standards of Conduct)

• Fully complies with company guidelines, policies and compliance requirements
• Ensures and is accountable for full compliance of direct reports and distributor channels

Marketing / Brand Development

• Understands the assigned territory markets and completes SWOT analysis and develops effective countermeasures to address short- and long-term gaps
• Partners with Marketing to support the development of plans focused on brand development, product positioning, value messaging, competitive differentiation and promotional tactics
• Collaborates and supports implementation of product launches to maximize short, medium and long-term business goals
• Establishes positive relationships, sustains high levels of trust and credibility with key opinions leaders in the assigned territory

Financial

• Captures, analyzes and reports monthly win/loss details, sales funnel management and growth trends to senior management along with additional summary information as required
• Interacts with Finance, Management & Marketing teams to develop and publish weekly, monthly and yearly revenue forecasts for the focused territory (as applicable)
• Monitors sales trends and analysis by product portfolio in close collaboration with Marketing and Finance Reviews and manages sales budget and forecasts budget

Pricing

• Partners with Marketing to establish clear pricing structures and price lists for distributors and direct sales to ensure market penetration with sustained profitable growth
• Manages direct sales pricing boundaries and approves proposals as appropriate
• Manages profitability trends to ensure direct and distributor business results are aligned with the Regional Operating plan and leverages profitable growth

The essential requirements of the job include:

• Bachelors in Business administration or equivalent
• IVD (Medical Diagnostic) industry experience
• Excellent communication skills, verbal & written.
• Minimum of 5 years experience in a Medical Diagnostic Sales Environment, Channel Partner Management & Business Development
• Financial Sales Forecasting, pricing, and Budgeting.

At Beckman Coulter Diagnostics we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, hybrid working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a hybrid work arrangement in which you can work part of the time at the Company location identified above and part of the time remotely from your home. Additional information about this hybrid work arrangement will be provided by your interview team. Explore the flexibility and challenge that working for Beckman Coulter Diagnostics can provide.

This job is also eligible for bonus/incentive pay.

We offer comprehensive package of benefits including paid time off, medical and pension to eligible employees.

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Companys sole discretion, consistent with the law.

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