Description

The role of Regional Commercial Manager, East Africa for the Cardiometabolic BU in ARDx is one our most critical appointments – managing the corporate business and major accounts across the East Africa region for the Cardiometabolic BU make this a complex role requiring excellent leadership, planning, prioritisation and relationship building both internally and externally.  The ability to think, plan and work strategically and commercially are critical to ensure success in this role.  You will focus on the areas below but the right individual will also develop this role into other areas:

Private healthcare providers Outsourced service provision (i.e. Market Access Consultants) Distribution Partners National Bodies (Ministry of Health) Insurers Charitable Organizations

Responsibilities and Duties

The more detailed responsibilities associated with the role fall into a few distinct categories and are described at a high level below.

Performance

Delivery of sales vs target across CardiometabolicMaintain an infrastructure that is motivational and integrates with government focused colleagues, marketing, market access, clinicalEncourage new ideas within a framework of business planning and territory managementInformal support in the Development of future leaders and talentRecruit, negotiate and manage distributor relationships as allocated

Sales Management

Achieve target (s) of double-digit growth or double market growth rate and target profit marginStrategic Business PlanningSales Process ManagementForecasting and reportingStrategic engagements and relationships

Strategic contribution and collaboration

Serve as part of the SSA team in helping to determine SSA strategy, setting targets, budgeting and working collaboratively with other functions when appropriate. The most notable close collaboration will be with marketing, customer care, finance and distribution partners.Lead and initiate projects or work as part of a project team as required, demonstrate excellent business acumen and strive to meet and exceed agreed financial and strategic objectives.Maintain and communicate on a regular basis a view of the strategic landscape within your Region to country and regional leadership and Marketing Teams within ARDX

Personal Characteristics

Effective communicator, excellent interpersonal skills with the ability to achieve results through influencing others. Demonstrated ability to maintain positive people relationships and build strong links with all departmentsSelf-starter, possesses flexibility and ability to work under pressure in a fast-changing environment and ambiguous situationsPositive attitude, team player with a high level of initiative, energy and enthusiasmExcellent organisation, facilitator and presentation skillsResponsible-minded with a high persuasive power, excellent project management skills

Requirements

Preferred educational background: Degree or higher in Business, Biological Science or related field, MBA preferred.Exceptional leadershipProficient in dealing with both primary and secondary customers at all levelsFluent in building / constructing compelling business cases including return on investment analysisGood knowledge of managing numerous stakeholders in sales cycles that exceeds 9 months.Working knowledge and experience in medical equipment leasing and managed servicesSkilled and experienced negotiatorContracting experience adequate to work with legal counsel in drafting heads of terms and working through contract reviewsInformal coaching and leadership of stakeholdersCoordination and delegationAfrica and environmental knowledge and experience working with regional Ministries of Health

Experience:

At least 10years industry experience with ideally 5-10 years of sales leadership or B2B experienceFamiliarity with diagnostic industry practices and ideally has familiarity with market(s) relevant to product line.Thorough knowledge of EAST African healthcare industry, Healthcare Funders and private healthcare providersConsistent track record of achieving profitable growthDemonstrable track record in building, leading and developing teamsNegotiation success, securing contracts.Working knowledge of leases and managed servicesIdeally experience delivering change initiatives and facilitating change in a customer focused organisationAbility to think innovatively and not be constrained by current practicesExperience in CRM systemsAdvanced Excel and PowerPoint skills