Principal Responsibilities
- Taking ownership and accountability for the management of the business unit.
- Full P&L responsibility for the business unit in Ireland - ownership of the revenue, GM, EBITDA and OP results.
- Responsibility for Budgeting, Forecasting, Sales & Team Performance, & Target setting for the BU.
- Responsible for the development and execution of the medical business strategy and operational plans to meet the short, medium and long term goals of the company.
- Responsible for the division's supplier relationships & key Personnel, to optimise performance & identify key areas for strategic growth - including management of supplier business reviews, liaising on training & marketing requirements.
- Responsible for driving business development & expansion into new market segments by targeting and securing new suppliers for the company to represent in the Irish marketplace.
- Responsible for financial investments in stock, assessing and monitoring the return on investments.
- Builds mutually profitable relationships with key customer c-suite influencers in Clinical & Procurement.
- Developing the role to become the 'face' of the business unit, with a strong frontline visibility in the Market with both Customers & Staff.
- Maintaining a strong presence in Accounts & Speciality Meetings.
- Work with the Operations teams to ensure efficient and optimal processes with suppliers and customers.
- Delivers inspiring leadership to the medical business unit and through effective coaching/supportive management develops optimum team engagement levels.
- Models the Company's values & behaviours and builds a high-performance culture within the Sales Team.
- Champions our Team purpose to deliver exceptional outcomes for our customers and our suppliers.
- Develops a complete and thorough understanding of the relevant portfolios, product value propositions, customer sectors and market dynamics sufficient to enable effective identification of new business opportunities.
- Ensures optimal Team effectiveness and monitors performance of all commercial activities using key metrics.
- Responsible for accurate, timely sales forecasting & reporting for the medical business unit to enable accurate financial and demand planning.
- Ensures proactive, regular, complete, and thorough reporting to the Head of Sales.
Key Result Areas
- Business Unit P&L performance (Revenue, GM, OP, EBITDA - measured monthly vs Budget & RF).
- Team engagement (measured annually through survey & quarterly through informal assessment).
- Gross Margin by portfolio (measured quarterly).
- Development of Tier 2 & Tier 3 suppliers - new supplier acquisition & onboarding- (measure annually).
- National Business Development Performance metrics (measured quarterly).
- Reporting responsibilities in sales forecasting & demand planning accuracy (measured monthly).
- Customer engagement & Market Presence performance (measured by % of time allocated to frontline activities)
Location Requirements
- Significant Island of Ireland travel time in the field, supporting the sales team and engaging with customers through direct sales activities.
- Some EMEA travel as and when required for supplier engagement and conferences.
- Attend meetings in head office at Northern Cross Dublin, Ireland and elsewhere as required.
Experience & Background
- Possesses inspiring leadership skills with experience of leading high performing teams with a focus on results achievement through effective coaching, development and values driven leadership.
- Proven track record of sales management success in the Irish Medical sector e.g. areas such as Theatre, ICU and Technology & Medical consumables market segments, with established relationships with clinical and procurement customers in those segments.
- Previous Financial background or experience would be an advantage.
- Proven track record in developing and implementing successful sales & marketing strategies in the Irish Medical Device market.
- Previous experience of the medical distribution sector an advantage.
- Previous experience in supplier relationship management an advantage.
Personal Attributes
- Excellent communication skills
- Strong Presentation skills.
- Strong written and spoken communication skills that enable clear, concise but complete
- information sharing.
- Ability to present information in a structured manner anticipating what will be required.
- Excellent communicator at all levels within a corporate environment and possesses the necessary gravitas and credibility associated with a senior role.
- Financially astute, and very numerate & comfortable in producing, interpreting, and presenting data driven reports.
- Technologically competent - can use standard applications Excel etc. to obtain, process and produce insightful information.
- Very strong commercial acumen demonstrated by a proven track record of commercial & business development success.
- Proactive mindset.
Knowledge including qualifications
- Significant demonstrable knowledge in the field of Sales & Marketing within the Irish Medical Device market.
- Industry knowledge & minimum 5 years' experience in the medical device industry.
- Educated to Degree level desirable.
- Strong Financial literacy skills.
- Leadership ability & organisational skills.
- A 'Driver' personality with the ability to direct the business, control the activities and deliver growth.
- Holds merits of being resolute, assertive, and decisive.
- Solution-driven & competitive mindset