Country Strategic Manager - Invitro Diagnostics at Beckman Coulter

Job Description
Wondering what’s within Beckman Coulter Diagnostics? Take a closer look.

At first glance, you’ll see that for more than 80 years we’ve been dedicated to advancing and optimizing the laboratory to move science and healthcare forward. Join a team where you can be heard, be supported, and always be yourself. We’re building a culture that celebrates backgrounds, experiences, and perspectives of all our associates. Look again and you’ll see we are invested in you, providing the opportunity to build a meaningful career, be creative, and try new things with the support you need to be successful.

Beckman Coulter Diagnostics is proud to work alongside a community of six fellow Diagnostics Companies at Danaher. Together, we’re working at the pace of change to improve patient lives with diagnostic tools that address the world’s biggest health challenges. 

The Strategic Manager for Beckman Coulter Diagnostics is responsible for:

• Strategic Account management
• Strategic Region management
• Strategic Product management
• Strategic Representation of the company at Society and Associations

The strategic management of projects which increase business and account base by working with the Managing Director, Managers, Business Managers, and other stakeholders as well as the internal sales team. He / She acts as the primary contact for assigned strategic projects. He/ She negotiates with clients on behalf of the assigned business units. The Strategic manager's main role is to retain top customers and nurture those key relationships over time. Ideally, they become a strategic partner and advisor to the client, discovering new opportunities to work together for mutual benefit.

This position is part of the Commercial Sales Team located in Samrand and will be hybrid. At Beckman Coulter, our vision is to relentlessly reimagine healthcare, one diagnosis at a time.

You will be a part of the Commercial Operations of the Business and report to the Group Sales Manager of South Africa, responsible for Sales Product Support for strategic product lines and

Providing pre and/or post-sales support, Developing and actioning per product line marketing initiatives, manage product life cycle (launch to obsolescence) and provides the link between marketing programs and sales initiatives, also Revenue (RR & HW) Forecasting, Budgeting & Tracking and lastly Sales Product Training. If you thrive in a multifunctional, Sales & Marketing, fast paced, supporting role and want to work to build a world-class Commercial Strategic Management organization—read on.

In this role, you will have the opportunity to:

• Establishes productive, professional relationships with key personnel in strategic customer accounts.
• Represent the company in associations and societies related to IVD
• Sales Funnel Management and forecasting.
• Develop and implement customer account plans designed to achieve order, revenue, and margin projection. Participate in or lead strategic projects to drive product development and business growth as required.
• Expand the customer base and sales by establishing regular contacts with customers and key reference site.
• Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.
• Achieve monthly, quarterly, and annual sales objectives, project based and KPI goals as defined by management.
• Participate in business-team meetings and special projects as defined by management and provide field input into the development of strategies and tactics.
• Participate in Senior Leadership Management meetings
• Coordinates the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and customers’ expectations.
• Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
• Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.
• Organize CME’s, Open days at account level, collaborating with Marketing Team.
• Establish relationships with relevant Bodies.

ORGANIZATIONAL ALIGNMENT

• Reports to the Group Sales Manager
• Enlists the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed.
• Closely coordinates company executive involvement with customer C-Suite management. (Area Managers with Group Sales Manager or Country Manager.)
• Works closely with Customer Service Representatives to ensure customer satisfaction and problem resolution.

Requirements:

• Interprets internal or external business issues and recommends best practices.
• Solves complex problems; takes a broad perspective to identify innovative solutions.
• Works independently, with guidance in only the most complex situations.
• May lead functional teams or projects.
• Identifies, develops, manages, and retains revenue-generating opportunities for the organization through the strategic and tactical sales and support of all product and service lines. Directly, or indirectly, manages the process from lead validation to product and services delivery, working with marketing, customer service, operations, and delivery providers to ensure the highest level of supply chain management is delivered to customers.
• must be comfortable addressing C-suite executives as well as coordinating operations managers and sales reps.
• Developing and sustaining solid relationships with key clients that bring in the most income for the company.
• Addressing and resolving key clients’ complaints.
• Acting as the main point of contact between key clients and internal teams.
• Supervising the account teams assigned to each key client.
• Communicating and collaborating with the advertising, design, marketing, sales, and logistics departments to ensure that key clients’ needs are met.
• Compiling reports on account progress, goals, and forecasts for account teams and stakeholders.
• Developing a thorough understanding of key clients' needs and requirements and preparing customized solutions.
• Negotiating contracts with key clients and meeting established deadlines for the fulfillment of each client's long-term goals.

The essential requirements of the job include:

• Direct Marketing
• Product Line Revenue
• Costings, Profitability & Pricing
• Product Expertise
• Product Life Cycle Management, including control of non-conforming products.
• Product Line Leadership – coordinates functions such as service, applications, planning, logistics, sales, and finance to holistically support product line.
• Customer Communications
• Competitor Insight

Accountability and Impact:

• Compliance
• Leads through DBS
• On-time Delivery
• Teamwork

Knowledge/Experience/Preferred Skills:

• Bachelor’s degree (BSc Medical Sciences, Clinical Pathology or equivalent) qualification with 9+ years’ experience.
• Business Management/Marketing diploma an added advantage.
• System Knowledge: Oracle, Business Objects, SFDC
• Microsoft Office Suite – MS Word, Power Point, Excel, Outlook
• 4 to 6 years’ experience in sales environment, ideally in IVD / Medical Devices industry