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Business Unit Leader RMS Russia

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Sales
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18000NE8 Requisition #
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MAIN PURPOSE OF JOB

The Respiratory & Monitoring Solutions (RMS) Business Unit Leader has the pivotal role to establish the vision and set the strategy for the whole RMS organization in Russia. He / She is responsible for implementation and overseeing of regional strategic direction that is in line with the Medtronic business strategies and objectives.

The incumbent will be expected to deliver on revenue and EBIT targets that are defined for Russia, to build profitability, drive market development and penetration as well as revenue and market share growth. RMS Business Unit Leader will also manage the P&L for businesses of responsibility ensuring continued business innovation, allocate and utilize company resources in the most effective way. Other key responsibilities include identification and growing human talent and building a strong, performance driven team and to enhancing the company’s reputation in the market. RMS BU Leader will ensure access of company technologies to patients through an outstanding service to customers.

This role leads a team of Regional Sales Managers, BU multi-channel sales team, as well as the in-country BU Marketing & Market Development team.
The position reports to the RMS VP EMEA and MITG Director Russia and is part of the EMEA RMS leadership team.

MAIN JOB DUTIES/RESPONSIBILITIES

Change / Transformation Leadership

• Leads the transformation of RMS towards a VBHC capable organization by building trusted partnership relations with our largest customers (Integrated Hospital Solutions), increasing the focus on Disease State Management and establishing an innovative Multi Channel Sales Force
• Drives all change initiatives by being a role model and mobilizes teams as well as other stakeholders to commit to this strategic and cultural change to align with the organization’s vision.

Strategic Market Development

• In line with EMEA strategic guidelines defines the RMS Marketing & Market Development strategy to produce economic growth and expand business in alignment with country and overall RMS business objectives and strategic goals.
• Encourages the development of new market development initiatives and assessment of business opportunities (PAA), encourages the Market Development Manager to prepare financial feasibility studies and develop proposals for new business opportunities.
• Ensures close and effective cooperation with EMEA Disease State and European Product Marketing to implement global and EMEA initiatives.

Integrating People Leadership

• Builds a high performing and highly engaged RMS team in country by fostering employee involvement, enhancing teamwork and accountability.
• Provides opportunities for personal growth and advancement of reports.
• Designs and maximizes opportunities for talent development by making superior decisions as to how to deploy and develop them. Accelerates the development of others, differentiating opportunities and purposefully creating progressive experiences.
• Builds effective teams through hiring and development of direct reports, using performance management techniques including mentoring, rewards and recognition when appropriate, and discipline when necessary.
• Provides opportunity for success of all RMS employees by ensuring they receive necessary and appropriate training for their job function.
• Provides opportunities for personal growth and advancement of reports.
• Develops and maintains an effective communication process with other MITG Business Unit Directors to ensure organizational alignment within MITG.
• Coordinates with other SBU Managers to ensure alignment of sales with other business functions to facilitate achievement of overall company strategic objectives.
• Collaborates in integrating MITG & Medtronic Functions
• Promotes a trusting culture within the team and develops a broad set of collaborative relationships across the organization, connects well and empathically with other areas.
• Leverages matrix relationships to align others.

Business & Customer Management

• Establishes annually, quarterly and monthly RMS Sales and Marketing objectives in coordination with the overall company’s business plan and creates, in coordination with EMEA marketing and with the assistance of Regional Sales Managers and Product Managers an annual Sales and Marketing plan to meet these objectives.
• Leads the budgeting process, incl. sales forecasts, marketing investments and BU P&L responsibility.
• Manages and tracks the sales organization progress in achieving sales and business objectives target on a monthly, quarterly and annual basis.
• Manages the development and implementation of corrective actions necessary to achieve sales objectives.
• Manages and controls the RMS SBU OPEX budget on a quarterly and annual basis.
• Monitors RMS SBU teams acting in compliance with the FCPA and company requirements.
• Builds long term productive and mutually beneficial relationships with RMS key decision makers and key opinion leaders.
• Effectively engages and coordinates with sales leadership, and marketing functions to establish a coordinated customer approach through consistent communication.
• Continuously works to gain proficiency pertaining to the industry, the market, and the company’s evolving customer value offering.
• Ensures close and effective cooperation with EMEA Marketing to implement global and EMEA initiatives.

 

 


 

 

JOB QUALIFICATIONS & EXPERIENCE

• BS/BA degree in marketing, economics, or biomedical engineering.
• MBA and / or additional Healthcare related (science or engineering) post-graduate degree a plus.
• 10+ years professional experience in a business function (Sales, Marketing, Business / Market Development).
• 7+ years professional experience in Healthcare / Medical Devides / Pharma in a mature European market.
• 5+ years of leadership experience, ideally with heterogenous sales and marketing teams.
• Solid experience in a large corporate environment with a significant matrix culture.
• Experienced in managing the fast paced growth environment as well a mature/ commoditized business segments.
• Fluency in English and Russian.
• Strong written and verbal communication and presentation skills.

REQUIRED FUNCTIONAL KNOWLEDGE & SKILLS

• Determines solutions to issues that meet the needs of the BU team in achieving sales goals and objectives.
• Discerns the strategic client’s needs and points of satisfaction with the existing situation.
• Determines solutions that meet the client’s business challenges which also benefit the company’s financial performance with the account.
• Strong grasp of companys business strategy and future growth plans.
• Able to quantify financial impact of decisions and identifies key factors when making recommendations.
• Constructs strong profit, Gross Margin, ROI, and cost/benefit analyses.
• Able to effectively manage the BU budget to provide business growth and demonstrate fiscal responsibility.
• Deep understanding of local market dynamics, trends and pressures of industry.
• Identifies in advance major changes in National marketplace pertaining to distribution, pricing, promotion, regulation, regionalization etc.
• Intimate insight into companys value offerings and how they meet the market and customer needs.
• Leverages industry knowledge to create a sales advantage.
• Recognizes and understands political landscape within the company and among Business Units.

PERSONAL COMPETENCIES

• SHAPE: Enables Strategic Direction: Demonstrates a long term perspective on how to move the business ahead of the competition. Ensures that plans align with the organization’s business strategies, translating business strategy into action plans. Uses compelling communication to inspire others, adjusting content and style to best fit the audience.
• ENGAGE: Collaborates across the matrix: Promotes a trusting culture within the team, extends their influence as a result of their personal credibility. Develops a broad set of collaborative relationships across the organization, connects well and empathically with other areas. Leverages matrix relationships to align others, significantly enhances their impact on goals with stakeholders.
• ENGAGE: Recruits and manages talent: Constructs roles and responsibilities to significantly accelerate team performance, maximizes opportunities for talent development. Identifies and connects with toptalent across the organization, makes superior decisions as to how to deploy and develop them. Accelerates the development of others, differentiating opportunities and purposefully creating progressive experiences.
• INNOVATE: Promotes change: Demonstrates the willingness to purposefully disrupt processes, focused on realizing the benefits for their team. Mobilizes others across the organization willing to invest the necessary time and effort to ensure momentum. Accelerates change by expertly managing the key drivers required, displaying discipline to adhere to the path and take difficutl actions.
• ACHIEVE: Sets challenging expectations: Moves themselves and the team forward at a swift pace, outpacing benchmarks. Energizes themselves and others to exceed challenging goals, pushing results further than expected. Creates a highly engaged culture, multiplying the outcomes that can be achieved together.
• ACHIEVE: Influences accountability: Implements a way of working such that routines are driven and aligned across the broader team. Builds an environment where personal accountability and ownership is expected by all. Achieves results that exceed expectations, frequently outperforming others and their plan.

Travel Required:
Willingness to travel 50 - 70% of time.

About Medtronic

Together, we can change healthcare worldwide. At Medtronic, we push the limits of what technology, therapies and services can do to help alleviate pain, restore health and extend life. We challenge ourselves and each other to make tomorrow better than yesterday. It is what makes this an exciting and rewarding place to be. 

We want to accelerate and advance our ability to create meaningful innovations - but we will only succeed with the right people on our team. Let’s work together to address universal healthcare needs and improve patients’ lives. Help us shape the future. 

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The mission to improve access to healthcare globally is something we are all very proud to work hard toward achieving. Great people, fun atmosphere, big city salaries. The CEO is fantastic - he is a very clear communicator of the mission and is truly dedicating his life to achieving it.
Smart and committed coworkers. Mission driven. Good benefits. Good long term career opportunities. Company is large enough that you can always find interesting projects to work on.
Knowing that everyday your work helps to save lives makes it great place to work. Training on lean practices, quality and other. Excellent peers.

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