VP/GM US Sales & Commercial Excellence
Company: ExecuNet
Location: Warwick
Posted on: January 12, 2021
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Job Description:
JOB SUMMARY Reporting to the WW President of COMPANY
Interventional Surgery, the VP/GM of US Sales and Commercial
Excellence leads the Surgery Sales, Marketing Communications and
Sales Enablement organization, and is responsible for 400+
associates and $1.0B in revenue. This role is responsible for
defining, driving and executing on the sales strategy in the US
Region to achieve revenue and OIBT business objectives. As a member
of the Surgery Leadership team, this individual will also play a
key role in shaping the business unit's strategy and culture.
DESCRIPTION Key performance metrics for this executive include
sustainable revenue and margin growth, new product launch success
and category share gain. This leader is expected to ensure flawless
execution of sales strategy to build a growing, sustainable, and
profitable business. To that end, the VP/GM will lead and develop a
coordinated, efficient, and high performing sales organization that
builds strong customer loyalty to the Surgery business. KEY
RESPONSIBILITIES Commercial and Financial Leadership* Develop and
implement plans and strategies to drive revenue and profit growth,
ensuring the attainment of the Surgery Business' overall goals.*
Lead the budgeting process, including quarterly and annual expense
forecasting.Commercial Excellence* Provide strategic
recommendations for improving the productivity and effectiveness of
sales force.* Design, implement, and manage sales forecasting,
planning, and budgeting processes.* Establish high levels of
quality, accuracy, and process consistency to be institutionalized
in the sales organization.* Ensure planning, forecasting, and
budgeting efforts are appropriately integrated with other planning
processes employed within the organization.* Design and implement
an optimal Go to Market model based on market dynamics and business
strategy, including sales roles, coverage models, and/or team
configurations in order to maximize productivity.* Lead change
management process to build organizational understanding of
proposed changes, establish support from key leadership
stakeholders, and effectively implement new deployment and job
models.* Design sales incentive compensation programs that provide
market-competitive pay, reinforce sales organization strategy,
align with business and sales organization objectives and motivate
team to drive results.* Define optimal performance measurements and
performance management programs required to ensure success as
defined by increased revenue growth, increased market share, and
strong margins.* Align reporting, training, and incentive programs
with performance management priorities.Customer and Market* Ensure
that customer feedback and relevant information is gathered in real
time.* Compile and effectively communicate information / data
related to customer and prospect interactions to help the
organization become more customer-centric.* Monitor customer,
market and competitor activity, providing feedback and strategic
recommendations to business, company and relevant functional
leadership teams.* Play a key role in negotiating terms and
conditions of multi-million dollar, multi-year contracts with
C-Suite level executives of large hospital systems and non-acute
care providers.Organizational Agility and Leadership* Proactive
partnership with the Worldwide Platform and other functional
leaders in executing the BU's growth strategies* Coach, mentor, and
raise the team's ability to deliver and exceed expectations while
creating opportunities for succession talent.Talent Management &
Org Development* Leads talent agenda by building the capabilities
required to deliver on the business strategy in both the short and
long term.* Champions Inclusion & Diversity and promotes the
acquisition and development of diverse talent from both internal
and external sources.* Leads the Talent Review process to identify,
coach, mentor, and provide challenging development opportunities
for COMPANY's future leaders. Exports talent to the broader COMPANY
organization.* Creates and sustains a culture of high performance
and manages low performance aggressively, while being aligned to
company values and culture.* Leads cultural change necessary to
align with The COMPANY Way, to deliver on COMPANY2025 and MDS
vision and strategy.Compliance* Ensure field compliance with all
Sarbanes Oxley (SOX) requirements; ensure compliance with all
local, state, federal and COMPANY regulations/policies/
procedures.* Ensure compliance with all local COMPANY quality
policies / procedures / practices through consistent application of
sound Quality Assurance principles.Required Experience* 10+ years'
experience in medical device sales and marketing with 4+ years in
Management* Experience working in a matrix environment,
demonstrated ability to effectively manage across the matrix in the
context of a large global company.* Leadership of post-merger
integration activities.* BS in Science or BA in Business /
Marketing or related discipline. MBA in marketing/finance or
commensurate work experience highly preferred.
Keywords: ExecuNet, Warwick , VP/GM US Sales & Commercial Excellence, Other , Warwick, Rhode Island
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