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The Opportunity
QuidelOrtho unites the strengths of Quidel Corporation and Ortho Clinical Diagnostics, creating a world-leading in vitro diagnostics company with award-winning expertise in immunoassay and molecular testing, clinical chemistry and transfusion medicine. We are more than 6,000 strong and do business in over 130 countries, providing answers with fast, accurate and consistent testing where and when they are needed most – home to hospital, lab to clinic.
Our culture puts our team members first and prioritizes actions that support happiness, inspiration and engagement. We strive to build meaningful connections with each other as we believe that employee happiness and business success are linked. Join us in our mission to transform the power of diagnostics into a healthier future for all.
This role leads across multi-functional boundaries (Marketing, TSM, Customer Services, Technical Solutions Centers, Supply Chain) to achieve top line revenue, profitability, operating expenses and market growth goals for assigned geography. The Sales Manager must possess strong market, environment, distributor management and customer knowledge to develop and deliver annual business plan and plans for future growth. This position manages an indirect sales organization within the distributors network and aligns key functional partners to achieve business outcomes. The Sales Manager also develops and maintains long term relationships with KOLs and leverages the network to drive business results.
Duties & Responsibilities:
Distributor Management:
- Ensures market is effectively covered
- Assesses the distributors’ sales and technical service teams
- Ensures that legal contracts, TPI agreements are in place and HCC/HCBI and FCPA policies adhered to
- Conducts annual compliance certification and training to Distributor teams
- Continuously evaluates distributor performance and manages underperformance with appropriate actions
- Understands the key motivators, needs and limitations of distributors and finds effective solutions to improve the working relationship and performance
Business Management:
- Explores alternative sales models and strategies to find best fit solution for business
- Utilizes entrepreneurial skills when assessing the region and strives in finding ways to build and grow the business
- Sets ambitious but realistic objectives for the business based on innovative strategies; takes calculated risks based on thorough analysis and balanced judgement of outcomes
- Sets robust leading performance indicators and monitors progress regularly, taking action as required
- Effectively participates in high-level discussions and business planning that ensures ORTHO CLINICAL DIAGNOSTICS continually adjusts its approach to changing market conditions and opportunities in emerging markets
Financial Acumen:
- Secures accurate forecasts from distributor partners and is able to challenge distributors where appropriate
- Applies effective financial forecasting models to build credible and achievable BP
- Is up to date with changes in volume drivers and models the financial outcomes for more than one scenario and/or strategy, including consideration of resource requirement
- Understands PL vs. Cash Flow impact. Manages AR position and ensures that the Company collects
- Works with distributor to ensure the sustained profitability of deals/customer accounts
- Works with Finance partners to assess financial health of distributor to minimize collectability risk.
- Ensures that distributors are contract compliant
- Lead the development of the Business Plan including short term and long term sales and profitability targets based upon the broader franchise EMEA goals and growth objectives.
- Appraise and evaluate the results of the overall geography regularly and reports these results balancing short term needs with longer term strategic impact
- Identify, direct and participate in future growth activities and strategies, including investigations, evaluations and negotiations in accordance with Franchise objectives
Market and Product Knowledge:
- Stay abreast of key market changes, trends, competitive intelligence, and anticipate changes in the external environment
- Develop strong working relationships with key stakeholders of critical customers /NGOs, GPOs as well as KOLs to anticipate customers’ needs and insights.
- Product, market and competitive intelligence – serves as resource for questions about products, services and solutions. Proactively forecasts market, industry, technology and competitive trends. Identifies and maintains a deep understanding of competitors offering. Maintains a constant focus on how regulatory requirements and compliance guidelines impact the business.
People Management:
- Identifies and develops ‘Talent’ internally within the organization and externally within the distributors’ network
- Creates the structure and processes necessary to manage activities and projected growth
- Works closely with every member of the management team (Tech Solutions, Marketing, Finance, HR) to ensure geography strategic priorities and goals are over delivered.
The Individual:
- University Degree required; MBA/Masters degree desirable.
- 2-3 years’ experience of leading a sales team is required within a culture of personal accountability.
- International Experience desired.
- Experience of Laboratory Diagnostics is a must. Ideally these would be in the fields of Clinical Diagnostics, Blood Transfusion, Immunohematology or Hematology.
- Proficient at analyzing commercial data and identify key trends or drivers of change.
- Solid understanding of trends in the diagnostic market and factors that influence the market place would be beneficial.
- Fluency in English & Arabic is required.
- This role may require 70-80% travel, for distributors, customers visits and internal company meetings.
The role is based in Dubai.
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