Overview
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* This is an exciting opportunity to lead the development, implementation and monitoring of our Specimen Management Strategy in the EMEA region.
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Key Responsibilities
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* Develop and implement strategies to drive commercial excellence and innovation within the organization.
* Lead cross-functional teams to devise and implement strategic plans that improve market presence, optimize customer engagement and increase revenue growth.
* Collaborate with stakeholders to identify and capitalize on emerging market opportunities and develop innovative business models that cater to evolving customer needs.
* Supervise industry trends and competitor activities, applying this information to refine business development approaches and strengthen the company's competitive edge.
* Set strategic priorities for the region in line with the VP/GM and the rest of the Global and Regional team.
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GTM Optimization/Commercial Organization Set Up Optimization
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* Lead the creation of both short and long-term strategies to address how the GTM strategy should evolve in SM EMEA.
* Ensure strong governance around BD SM segmentation, account prioritization and targeting strategies.
* Strengthens commercial teams' capabilities on competitive selling & solution selling.
* Monitors commercial teams' efficiency and partners with the CBL's to develop and implements strategies to improve it.
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Sales Force Effectiveness
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* Is accountable and works with the Sales Force Effectiveness leader on the adoption of the BD Way of Selling and works with regional BDX SFE network on make available a training strategy that supports commercial excellence.
* Monitors and reports progress, with focus on process Key Performance Indicators (critical metric). Works on corrective actions or continuous improvement programs with line managers at all levels of the commercial organization: first-line sales managers and country business leaders.
* Articulates and proposes sales process adaptations in support of business strategies crafting a Commercial Excellence attitude across the region.
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Pricing Excellence
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* Is accountable and works with the Business Operations and Pricing Excellence leader on a SM EMEA pricing strategy roadmap (with short-term and long-term objectives) and establishment of measurable pricing goals for each fiscal year.
* Acts as a change agent, partnering with collaborators across the business, to ensure efficient pricing strategies are understood and adopted.
* Works with the Business Operations and Pricing Excellence Leader to build value-based pricing strategies and price setting for product launches and other new offerings in cooperation with the relevant marketing, HEOR and country teams.
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About You
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* To succeed in this role, you need to be a hands-on individual who enjoys being part of a team that overcome challenges with a positive attitude, working collaboratively, embodying the concept of 'We' vs 'I'.
* Previous experience having successfully led sales teams, promoted changes in GTM model's and sales force efficiency, with a proven track record in sales and marketing functions with understanding of sales processes and standard methodologies.
* Experience working as part of a global sophisticated matrix organization is also key for your success, bringing an excellent understanding of customers' needs, marketplace dynamics, industry trends, and the competitive market, with excellent communication skills, being able to establish credibility and influence without authority to top-level partners both internally and externally.
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Additional Skills And Abilities You Should Bring Are
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* High level of proficiency in the core principles of Sales Force Effectiveness.
* Outstanding analytical and problem-solving orientation & proactive attitude to change processes as needed.
* Leads change through clear and structured plans for implementation.
* Ability to formulate clear recommendation based on insights crafted and sound business judgment, build alignment and ownership of through another LT member.
* Experience in working in CRM and implementing CRM technology.
* Project management experience, working in cross-functional initiatives, as a differentiation.
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You Will Have
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* Degree in Business, Finance, Marketing, Economics or related field of study or equivalent related work experience.
* Strategic business planning experience including pricing management, business governance experience and understanding of financial concepts relevant to business planning.
* Healthcare industry proven experience, ideally in Life Sciences or MedTech.
* Pricing management related experience.
* Consistent record in influencing Commercial teams to deliver growth through price and profitability management.
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Location and Travel
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* Work will be based in Eysins, Switzerland.
* 15-20% of the time allocated to travel across the region.
">">">Job Title: Director Strategy, Innovation and Commercial Operations SM EMEA"],