Business Unit Leader - Medical OR Solutions

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