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VP Sales, China
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Responsibilities: Contribute to long range planning with senior leadership to ensure revenue, market share growth and profitability. Create strategic market development plans for specific high potential and high growth segments and customers. Develop and implement pricing models and contracts that maximize profit margins in conjunction with our overall value proposition within a dynamic healthcare environment. Research, plan and implement new market programs and assist the field sales organization to overcome market barriers by adopting new and innovative approaches toward market leadership through collaboration, innovation and relationship building. Lead strategic initiatives and align with the Commercial leadership team on tactical execution to maximize opportunities within the market segment. Work with Clinical, Marketing and Sales to craft, test, and refine value proposition and collateral. Grow new buyers and deliver on revenue and margin targets. Use market research to create deep understanding of specialized market needs, identify key players (distributors, potential partners) and choose strategies that include clear positioning, appropriate pricing and our competitive advantage. Utilize and create systems and processes to accurately track and report contacts with customers, individual customer needs and interests. Oversees and coordinates activities of Sales team to achieve short- and long-range objectives for market share gains. Works in collaboration with finance, sales, and marketing executive to refine programs, plans, and strategies. Leverages dynamic interpersonal skills and emotional intelligence to balance the importance of strong relationship building, both internally and externally, with making difficult and sometimes contentious decisions aligned with business needs and patient safety. Responsible for developing and overseeing implementation of objectives, policies, and programs to ensure efficient and profitable sale of the product line. Interviews, selects, evaluates work performance, and when necessary, recommends discipline and discharge of subordinate personnel. Development and implementation of effective orientation and training programs for staff. Provides leadership, coaching, and motivation to Sales personnel. Establishing and maintaining top-level contacts with existing and potential customers, which includes establishing customer relationship. Maintains variety of contacts in the field and Company as needed to motivate, educate, inform, request, and appraise. Works closely with Commercial leadership team in devising and evaluating sales goals and results, and marketing plans and strategies. Remains cognizant of significant pricing trends and developments in field by monitoring competitor activities and products, trade magazines and associations, and feedback from customers. Requirements: 10+ years of experience in Medical Devices/Healthcare. Strong management skills with minimum of 5 years at Director level or higher. Demonstrated negotiation skills and success in complex contracting environments. Experience working with all levels of Value Based Decision Makers within medium to large health systems. Advanced knowledge of Regulatory and Compliance guidelines. Ability to build cross-functional partnerships and engage in and lead cross-functional teams and initiatives. Demonstrated appreciation for diversity and ability to coach, teach and develop others toward common goals and outcomes. Strong critical and strategic thinking skills with proven track record of delivering results. Strong analytical skills and experience with market modeling analysis. Ideally, candidate has existing industry relationships with key buying influences for ophthalmic device. |
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