About the job

Job Purpose/Scope
The International Regional Business Director (IRBD) achieves sales goals through the recruitment, training, development and motivation of a world class sales channel within an assigned region. The IRBD creates and implements targeted sales strategies that align distributor sales goals with Acumed | Osteomed's strategic plan. He or she directs and oversees distributor activities to ensure clear understanding of the sales goals and selling practices. Drives the selling process and supports sales activity for major accounts and hospital groups. Provides monthly metrics on progress to goals. The IRBD manages equipment and materials within the assigned region in compliance with corporate policies and directives.

Duties/Responsibilities

• Develops, implements, and executes a regional sales development plan and growth strategies to drive sales, achieve revenue, gross margin and market share growth targets, and improve product fluency.
• Operates within a Business Unit and Shared Services organizational structure
• Creates and continually re-evaluates competitive positioning to ensure market competitiveness and optimal sales strategy.
• Establishes strategic relationships with key distributors to increase Acumed brand penetration.
• Establishes distributor goals and accountabilities, monitor progress and provide feedback on results.
• Devises and implements a sales plan and a yearly sales budget for the assigned region.
• Monitors sales activities, reports on results and sales activities on a weekly and monthly basis; provides monthly and quarterly rolling forecasts.
• Partners with Medical Education to plan and coordinate sales events that support the strategic plan.
• Partner with Product Management & Marketing/Communications to influence design, adoption and implementation of marketing programs that increase revenue and add value to the sales and customer support teams.
• Partners with Regulatory to ensure planned and timely registration of New Products in targeted markets.
• Partners with Marketing/Communications & Business Services to ensure the sales channel has adequate collateral materials.
• Coordinates training of sales channel team members on the Acumed International sales cycle processes and internal processes for product ordering and product registration.
• Partners with Medical Education & Sales Training to ensure sales channel is properly trained and equipped with all required sales tools and surgical systems/products.
• Supports new product launches and manages product mix for the region.
• Researches competitors, gathers information and analyzes market data.
• Partners with the Pricing team to research and establish market pricing for the region.
• Researches and analyzes new local, regional, and national markets to identify market share growth opportunities.
• Performs financial analyses in support of special, expansion and investment pricing proposals.
• Ensures distributor's activities and standard operating procedures regarding interaction with HCP (Health Care Professionals), product handling and complaints, expense reporting, sales activities and training meets all compliance and regulatory requirements.

Qualifications

• BA/BS in Business or related field required; Master's in Business Administration preferred
• Minimum of seven years of experience in sales channel management, including at least two years experience managing a team of direct reports, plus 3 or more years of experience as a sales representative; at least 3 years of International distributor management experience with medical products or medical devices highly preferred.
• Must be highly organized, detail oriented and analytical to devise and implement a strategic plan.
• Experience at working in a matrix type organizational structure is preferred
• Ability to prioritize company objectives to meet sales goals.
• Ability to prioritize projects to meet aggressive deadlines.
• Must have proven track record of outstanding team leadership abilities and development of teams.
• Deep knowledge of business development principles related to strategic planning and resource allocation.
• Demonstrated track record of success in growing and managing international sales channel.
• Extraordinary strategy, communication, and presentation skills.
• Deep understanding of international markets and business practices.
• Ability to work collaboratively and independently in a cross-functional and team oriented environment.
• Outstanding interpersonal and relationship management skills.
• Multi language skills a plus. High level of proficiency of both verbal and written English language is essential