Stryker
Location
Gurgaon | India
Job description
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Main objective / purpose of the role:
The BU Director is responsible for the sales, downstream marketing functions, distribution management for all Stryker NV product line in India. The role will contribute to set up sales & marketing strategy in alignment with NV regional & global strategy. The major focus of the role is to contribute to set up sales strategy and to carry the full P&L responsibility of the execution of sales strategy and tactical plan in India. Develop, manage and coach the regional sales & marketing organization to meet or exceed the sales plan within the constraints of the planned operating expense budget. Responsible for the regional P&L. The incumbent ensures customer satisfaction and business growth through focused business sales excellence and people leadership and is responsible for ensuring that the P&L budget is achieved.
Critical success factors / key deliverables:
Drive sales execution through sales excellence programs and sales execution monitoring at the regional and individual territory and account levels.
Direct sales organization to achieve/overachieve sales & marketing objectives, set up individual sales managers/representative objectives
Monitor sales and marketing performance against objectives and inform management of results. Conducts organized monthly/quarterly review of results.
Responsible for Third-Party business management for all Neurovascular distributors in India. Partner closely with Indirect Channel Management (ICM) on distribution partners selection, performance/process management and ensure selected distribution partners achieve defined sales objectives in the right manner.
Assess talents and work closely with HR to continuously enhancing the productivity and effectiveness of the region with respect to people, development, retention, succession planning and employee engagement.
Assess skills and document individual development plans and works closely with HR and Training & Education group to monitor and ensure that employees are appropriately trained in clinical, product, procedure and sales/marketing skills to deliver/ over deliver sales and marketing objectives.
Work closely with and provide input to Global/Regional Marketing & Therapy Development Group on Marketing Strategies and new product positioning and pricing strategies.
Capture and leverage best Sales / Marketing practices where applicable, by working with other Regional sales leaders and regularly attending the Sales and Marketing meetings.
Participates in the establishment and development of short term and long range division goals and objectives in conjunction with senior staff.
Develop and manage Sales / Marketing groups operating expenses, utilizing appropriate systems to optimize the division investment in the sales organization and manage regional P&L according to plan.
Establish and support a work environment of continuous improvement that supports Stryker NV Quality Policy, Quality System and the appropriate regulations for the area supported.
Compliance
Ensures that all of our Neurovascular business, sales activities are legally and ethically compliant, without compromising our code of conduct, and the principles stated in Stryker Corporate Integrity Program.
Ensures that any and all potential code of conduct issues are immediately reported through the appropriate channels.
Knowledge / Skills / Attributes
Academic qualifications / degree & relevant prior experience:
Degree in Business, Medicine or related discipline. Post-graduate qualifications highly regarded.
At least 15 years management experience with proven track record in sales/marketing and functional leadership roles with management of diverse people/teams, P&L accountability, developing strategies and executing business plans.
Demonstratable financial, profit and loss, and inventory management skills.
Key strengths / personal attributes for the role:
Excellent communication skills
High ethical standards and integrity.
An excellent people developer and team builder.
Hands-on ability to implement swiftly and effectively by taking ownership and accepting responsibility
Strong influencing skills interfacing with key accounts and employees.
Leadership / People Management
Describe the role's people management / leadership responsibility (allocation of work, training, timelines, budget, recruitment):
This is a key leadership position within NV APAC and has direct decision-making authority for allocation of work/job scope, staff development, promotions, and recruitment within NV India.
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