General Manager

About the job

Job Purpose

This role is responsible for the development and execution of a business plan, customized to meet Affiliate needs while aligning to Company, franchise, and brand strategies, which delivers compliant product sales growth and volume objectives, while effectively addressing the unique needs of the Affiliate marketplace.

Oversees selection of new staff and is responsible for motivating, coaching, developing, and retaining a diverse team of individuals who are technically able and who consistently execute the strategies of the business plan to deliver positive business results.

Business Strategy and Affiliate Management

Establishes and executes a fully-aligned Affiliate business plan that takes into account the unique competitive marketplace and business trends to deliver compliant product growth and volume objectives. Ensures efficient operation of the Affiliate while driving the institution of Best Practices and effective problem-solving strategies.

Leadership

• Lead the affiliate team and business partners in the strategic development, integration and execution of the Affiliate business plan to achieve organizational and Affiliate goals.
• Accountable for consistently execute the business plan and special sales/marketing initiatives to company and brand standards.

Communicate

• Establishes, communicates, and reinforces a clear vision for the team, aligned to the Company/franchise and brand business plans.
• Organizes and conducts regular meetings to communicate Affiliate strategies, as well as to motivate, energize, and train the team.
• Acts to ensure a full understanding of expectations and accountability by team members.
• Fosters open communication in the Affiliate among team members, with business partners and customers.
• Develops and delivers clear, well-organized oral and written communications that are readily understood by others.
• Projects a credible, poised leadership presence.
  

Implement

• Revises call plan to meet the needs of the Affiliates, identifies and refines the call direction on targeted accounts as conditions change

• Institutes local pilot projects with prior approval.
• Uses appropriate intrinsic and extrinsic incentive to drive Affiliate performance, while adjusting strategies at the Affiliate level to maximize business results.
  

Cross-functional

• Serves as a cross-functional leader and facilitator to gain commitment and support for Company and Affiliate business goals and to ensure full alignment of plans, while negotiating successfully to balance the use of resources, time and customer objectives.
• Holds team members and partners accountable for effective teamwork.
  

Budget management

• Oversees the Affiliate budget by allocating available funding, tracking expenses, and revising allocations as needed to best meet Affiliate opportunities and support Affiliate business initiatives.
• Measures the effectiveness of resource allocation across the Affiliate to continually enhance outcomes.
  

Business analytics

• Utilizes in-depth analysis of business data of appropriate data sources to evaluate local opportunities.
• Works effectively with the analytics group to assess and evaluate the competitive market landscape.
• Tracks progress of the Affiliate /Company to plan, identifies industry trends, competitive threats, and predicts market shifts.
• Shares findings regularly with the team and with Company leadership to enable plan refinement.

Lobbyist Internal

• Seeks support for special business initiatives through the Local or Area Leadership by providing the rationale for new strategies, based on business analytics and accurate projections.
• Seeks support from Key Opinion Leaders and Key Decision makers
  

Leverage on technology

• Uses technology, including On-Call resources, to obtain business information, to enable better planning and to enhance execution of plans in order to increase operational efficiency and coordinate efforts across the team and with business counterparts.

Compliance

• Holds team members accountable for maintaining compliance to HCC, industry and Company standards

• Creates a results-focused environment, in which trust and respect, ownership, and accountability in the are evident, company values.
  

Organization and Talent Development

Hires, develops, trains, and motivates team members to achieve business and personal developmental goals and objectives. Develops a diverse team, while capitalizing on the strengths each person possesses.

Invests time to remain personally connected to the team and to the organization at large.

Performance and development management Lead

• Effective use of talent management systems and development resources, including performance management, succession planning/talent reviews, compensation and reward programs, Management Development programs and other developmental activities, to achieve organizational goals for people development and improve business outcomes.
• Competency development
• Ensures that all team members are developed along the competency continuum to maximize performance in the current role, while preparing to develop skills, knowledge, and abilities for future positions.
• Performance management
• Takes action quickly to ensure that performance issues are effectively resolved and corrective action is instituted as needed to re-establish expected levels of performance.
• Keeps HR fully informed of status of performance issues. Ensures that documentation is maintained according to standards.
• Coaching
• Conducts field work sessions with direct reports to increase their ability to successfully coach their team members.
• Establishes goals for each session prior to the session, executes a continuous coaching plan, targets development strategies to meet individual needs, and provides actionable feedback during and after the visit.
• Documents progress of the team members, using the approved forms, including Safe Fleet commentary.
• Periodically schedules work sessions with sales team to monitor progress in the field.
• Provides distance coaching to enhance team performance and continually provides actionable feedback to reporting staff.
• Assumes accountability in preparing team for training and that field follow-up activities are fully implemented.
  

Recruiting and Selection

• Supports team in recruiting, selecting, and hiring an effective, qualified, and diverse sales force.
• Ensures all new hires achieve training standards.
• Maintains low turnover, builds a talent pipeline, and minimizes time to fill all vacancies.
  

Customer Management and Business Partnering

• Coordinates efforts with business partners across the Affiliates and across accounts to deliver customer excellence, coordinate selling activities, reduce redundancy, and achieve sales quota, market share, market share growth, and other key sales metrics.
• Identifies key Affiliate customers to target and influence, while coordinating efforts through Marketing and Medical Affairs, prior to establishing contact, to maximize sales effectiveness. Fully communicates targets and business plans while providing regular updates on progress to plan.
• Devises and executes a plan to build working relationships with key accounts’ decision-makers, opinion leaders, managed market decision-makers, and network providers to develop rapport and gain commitment for the Company’s products and business initiatives. Calls on key Affiliate customers to enhance development of KOLs and influence Affiliate conditions.
• Works collaboratively with team members, business counterparts, and peers to fully align plans, coordinate activities, enhance business results, maximize use of resources, and increase positive outcomes for the Affiliate and Company.
• Develops and keeps lines of communication open between management, business partners, and counterparts maximize collaborative efforts and to achieve and support opportunities that cross boundaries. Regularly provides assistance and information to others to coordinate sales efforts and ensure effective teamwork. Holds team members accountable to support cross-functional efforts.
• Identifies, shares, and institutes Best Practices to continually enhance efficiency and reduce cost or redundancy.
  

Organization Structure And Functions

• Total jobs reporting directly to the role: 12
• Total jobs in the organization under the role’s responsibility: +300
  

Education

Knowledge, Experience and Education:

• More than 8 years Business experience (i.e. Sales, Marketing, Management, Finance etc).With more than 5 years in overseeing and managing a team.
  

Other Qualifications/certifications

• Successful and consistent track record of top sales results.
• Demonstrated experience in leading a sales or marketing team and developing its people into future leaders
• Experience in healthcare environment
  

Desired Experience

• Sales/Commercial leadership experience
• Managed market/payer experience
• Business Development
• Business Planning (budgetary/finance) experience
• Health Economics experience (i.e. pay mix, reimbursement).
• Local manufacturing (TPM ) , Managing distributers.