Area Business Manager

Job Overview & Purpose

The Area Business Manager is responsible for achieving the targeted sales revenue objectives through the successful implementation of the sales strategy and management of team activities, resources, and outreach. This role is responsible for driving business growth by maintaining strong customer and channel partner relations, mapping account potential, and providing education on Cochlear's product portfolio. The Area Business Manager is responsible for overseeing coaching and mentoring their sales team.

Accountabilities

Accountability 1: Development and Execution of Sales Strategy and Plan

• Responsible for managing the sales planning process to meet and exceed annual budgets and quarterly forecasts.
• Identify market opportunities and develop detailed sales strategies, account objectives, and KPIs to generate sales and achieve target revenue objectives.
• Responsible for activities within assigned accounts/territory to execute on the sales strategy to maintain and grow market share.
• Partner with cross-functional teams (Marketing, etc.) to achieve account/territory success through education, events, and awareness.
• Responsible for revenue and volume results aligned with the regional objectives.
• Responsible for ensuring that account sales team successfully meet all Company fiscal and revenue goals.

Accountability 2: Account Management

• Partner with customer facing teams (Sales, Clinical, Habilitation, Marketing, Customer Service, etc.) to develop and execute on account strategy, grow the market, spread awareness of hearing loss and its impact and increase market share.
• Responsible for building long term account and KOL relationships by providing appropriate education and support solutions.
• Responsible for ensuring that all contract agreements meet legal and regulatory compliance.
• Work with governments and help drive volume by securing tenders.

Accountability 3: Business Growth & Development

• Manage and drive business development and growth through educational and awareness and targeted sales activities.
• Identify and analyze industry trends to develop strategic sales plans to maintain competitive advantage and seek new growth opportunities.
• Hands on knowledge of Cochlear products and surgical techniques - to train surgeons and support in opening new centers in the region
• Deliver on Customer experience - Joint visits along with the sales manager to customer homes
• Ensure growth in the region in terms of new clinics and surgical centers, in line with the need of the customer spread.
• Drive awareness of hearing loss through activities and initiatives and hence help in growing the market

Accountability 4: Team Leadership

• Responsible for providing coaching and managing performance of individual team members. Provide team members with clear accountabilities and goals; responsible for holding team members accountable for performance outcomes.
• Direct, develop, and coach team members by monitoring their performance, relationships with KOLs, outcomes and expectations in their career development plans.
• Keep team members focused and motivated to achieve increased productivity and enhanced customer relationships.
• Responsible for identifying areas for improvement and training needs within the team aligned with Cochlear's policies and procedures.
• Responsible for timely data entry (Salesforce, CREM, Expenses, Monthly reports, Market share, SOP's) and budget forecasting.
• Partner with team members on the utilization of CRM tool to assist them with identifying opportunities.

Team Role

Manager of people:

• Demonstrate active involvement in the implementation and improvement of relevant quality procedures.
• Attract, develop and retain the best team to deliver Cochlear's current and future business objectives, for example, by:
• Ensuring clarity of expectations for individuals and team
• Providing regular feedback on performance
• Monitoring and working towards growth and success to build individual and team capability
• Demonstrate due diligence commitment to workplace health and safety through active involvement and implementation of Cochlear's WHS and Injury management procedures.

Minimum Key Incumbent Requirements

• Bachelor degree in Engineering/Science and Masters in Business Administration or a related science field

• 8+ years of outstanding sales management experience in healthcare or relevant field

• Proven 2+ years of managing people in a complex environment within a multinational company

• Excellent sales and influencing skills

• Outstanding communication skills - oral, written and presentation. Should be able to communicate well with internal and external stakeholders with a sense of urgency

• Good understanding of institutional, B2C and B2B sales processes along with sound commercial acumen

• Proven track record of building and nurturing stakeholder relationships - internal and external

• Experience in creating successful business plans and sales plan objectives

• Ability to travel as required by role (up to 60% of the time)

Ideal

· Team manager in a multi-national organization, within the Healthcare, Pharmaceutical or Medical Device field

Development Value of this role:

· The ability to manage people in a highly dynamic and customer centric work environment

· The opportunity to be part of the growth story of this business

· Work with numerous local and global stakeholders on company relevant projects (within and outside sales)