Role Overview :
Leads business in region with P&L accountability for Orthopaedic (Recon, Trauma and SportsMed & AWM) product lines. Defines and implements local business strategies to maximize customer acceptance, market penetration, sales growth and profitability of the whole Smith & Nephew product portfolio.
Identifies current and future market trends and business opportunities. Executes the strategy through state-of-the-art Sales Force Effectiveness program.
Provides leadership to the team by coaching and reviewing performance on an ongoing basis.
Executes business strategies to grow the business, with compliance, and respecting OPEX & profitability objectives.
Manage distributors’ activities : ensure proper training, commercial strategy, sales forecast, performance follow-up, sales force effectiveness Tools
Manage distributors KPI's (DSO's, In-market Vs to Market sales, operational and logistical performance, terms and conditions)
Mapping out all relevant distributors / market.
Responsible in understanding the full value chain in every market in order to be able to assess pricing strategy.
Analyses sales, trends, competitors’ actions and customer needs
Develop relationships and productive teamwork in the Region :
Develop excellent relationships with Key Opinion Leaders, S&N distributors and non-clinical stakeholders
Spend above 60% of the time on the field.
Degree in life sciences, business management or equivalent qualification
Post-graduate qualification or equivalent in marketing or business management advantageous.
Strong commercial acumen in relevant therapeutic / franchises to SN
Marketing experience advantageous.
Proven leadership ability with experience of leading teams through change.
High talent individual with the ability and willingness to progress their career to more senior commercial roles
Regional Experience within MENA
Distributors Management Experience
People Management Experience
Analytical thinking : systematic gathering, organizing and synthesizing of relevant information.
Good clinical and product understanding, to convey information to different audiences (field organizations, customers).
Project Management Skills : ability to drive projects in an organized and timely manner, with necessary follow-up and interaction with other involved departments.
Performance and results driven : ability to identify and quickly respond to opportunities and difficulties.
Customer and Marketplace : desire and ability to anticipate and address the needs of customers (internal or external) through timely program / project implementation.
Communication / Presentation skills : ability to effectively explain, describe, and convey information in a variety of formal and informal presentation settings.
Teamwork / Collaboration : intention and ability to work effectively with others toward shared goals.
Travel Requirements : 50 75%