Manager, Commercial Business, Vascular Division

As Manager, Commercial Business, you will play a pivotal role in driving revenue growth, managing pricing principles and enhancing customer relationships within the country. You will be responsible for the Commercial Account Specialists and/or the Country Commercial Business Managers in your area of responsibility, ensuring they support the sales processes, implementing price management strategies, and fostering collaboration across departments to maximize business opportunities. Your role and team will engage with customers, analysing market data, and leading strategic initiatives to meet commercial objectives. Additionally, you will ensure compliance with company policies and procedures while maintaining a strong focus on customer satisfaction and profitability.

Responsibilities

• Manages the Commercial Account Specialists and/or Country Commercial Business Managers in your area of responsibilities.
• Supports the Country Business Manager, Regional Business Managers and Clinical Support Specialists in the sales processes to ensure revenues for that region are achieved.
• Creates, monitors and applies price management principles in the region in conjunction with commercial business analyst.
• Clearly demonstrates an in-depth knowledge of the contract and tendering environment to benefit and impact commercial business.
• Participates in meetings with customers to drive relations, customer perception and awareness of the price management principles.
• Initiates, develops, examines, and creates data in conjunction with commercial business analyst to enable opportunity targeting by the Country Business Manager, Regional Business Manager, Commercial Account Specialist, Country Commercial Business Manager and Clinical Support Specialist teams.
• Uses and educates the team on the commercial toolbox so that sound commercial judgements and actions are taken.
• Leads and delivers the commercial business plan objectives by using a high level of business acumen.
• Create strong relationships with key stakeholders to allow for the development of value-based opportunities.
• Supports customer interaction enhancing experience and sales opportunities.
• Maintains a general knowledge of applicable Cook products/procedures and competitor products.
• Ensures business planning and pricing is efficient, effective, profitable, and compliant with company guidance while meeting the needs of our customers.
• Leads comprehensive customer business reviews as needed, including defence of current business, identification of new opportunities, and communication of custom Cook solutions.
• Has high level knowledge about the ordering process and key contacts within customer accounts to improve this process as applicable.
• Demonstrates a strong ability and use of communication skills with internal and external stakeholders.
• Analyses, understands, and communicates causes of lost business and collaborates with business/sales teams on plans to recover.
• Understands customer structure, roles, and responsibilities to aid the collaborative approach.
• Leads and participates in commercial tasks to protect current business and creates new opportunities via this business route.
• Leads and manages the assessment of customer commitment to contracts and products to uncover opportunities to grow commitment or reassign pricing tier.
• Leads collaboration to utilise company resources across divisions as needed effectively and efficiently to identify, qualify, and prioritise opportunities to maximise growth and profitability.
• Strategises with relevant clinical sales teams and leads a comprehensive approach to new opportunities, stakeholder alignment, and value analysis engagement in assigned accounts.
• Maintains relationship with all colleagues to support business requirements.
• Demonstrates strong communication abilities with internal and external stakeholders.
• Encourages and coaches the Country Business Manager, Regional Business Managers, Commercial Account Specialists and/or Country Commercial Business Manager & Clinical Support Specialists to analyse data for possible revenue generation.
• Understands our company structure and the associated roles to support the collaborative approach.
• Manages and collaborates in commercial tasks to protect current business and create new opportunities.
• Meets or exceeds the administration requirements related to job role.
• Adheres to company policies, processes, and procedures consistent with company timelines.
• Understands their role and how it fits into the Cook structure to ensure customer and business objectives are met.
• Proves in their actions that they understand the importance of teamwork and how it aligns with the companies’ policies and expectations.
• Works closely with the Country Business Manager, Regional Business Managers, Commercial Business Analysts, Commercial Account Specialists and/or Country Commercial Business Managers and the Clinical Support Specialists to ensure commercial goals are achieved and aligned with business plan.

Qualifications

• Language Skills - Excellent written and verbal command of English and other relevant languages.
• Previous profit center management experience in the medical device industry preferred.
• Previous experience managing and leading field-based sales teams across Europe preferred.
• Formal business qualification preferred and/or a proven sales track record.
• High self-motivation and initiative.
• Decision making efficiency with an ability to focus on and progress key business goals.
• Leadership potential and an ability to motivate, engender loyalty and commitment in subordinates.
• Willingness to take appropriate risks for the execution of business strategy.
• Proven problem-solving skills.
• Excellent organisational skills.
• Must have current driving license.
• Availability and willingness to travel extensively, both within allocated Country and internationally as demand arises.