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- Accountability for the achievement of annual orthopaedic targets for Revenue and Operating Profit
- Drive market share growth by leveraging strategic marketing and sales-driven programs, new and focus product strategy, and customer-focused educational initiatives
- Provide strategic leadership through developing and executing comprehensive sales and marketing strategies aligned with the company's overall objectives for the business
- Actively participate in Regional and National RFP response processes and drive pre and post RFP activity to ensure a high win rate and strong profit outcomes on all RFPs
- Responsible for the development of key customer relationships within Canada including clinical KOL's, healthcare and hospital leadership
- Collaborate with various functional teams to manage the orthopaedic business:With Business Unit Director, General Surgery to ensure commercial best practice alignment across the Canadian organizationWith Finance team and Country GM to manage annual quota setting process for each sales representative and AgentWith Finance, responsibility for the management of agent agreements, commission and bonus programs, direct sales bonus programs and marketing team employee incentive programs (EIP)With other members of the Leadership team in proposing new initiatives and approaches to sustainably grow the business in CanadaCollaborate and establish necessary communication channels with members of the global and international leadership team at CONMED as a key member of the Canadian commercial leadership team
- Identify and capitalize on market trends, customer needs, and competitive opportunities to expand the Orthopaedic business to gain market share
- Responsible for National pricing strategy, including managing incremental pricing increases across key segments where the opportunity allows
- Influence strategy and approve all non contracted pricing proposals being sent to customers
- Own the monthly forecasting process including pipeline management and capital inventory requirements.
- As a member of the Canadian Leadership Team:Ensure proper representation of your sales and marketing needs and those of the broader organization, make every effort to provide an unbiased view of any issue, concern or challenge facedAct as a mentor by providing advice, imparting learnings, and acting in good faith to further advance the professional culture of CONMED Canada
- Recruit, select, develop, retain, and coach top-tier sales and marketing talent
- Lead and coach the sales and marketing teams in setting clear goals, objectives, and driving performance to achieve revenue targets
- Instill and encourage a culture of team collaboration
- Lead and drive action planning on annual Q12 engagement survey results for sales and marketing teams
- Lead mid-year and annual performance reviews and take part in CONMED's annual talent review process
- Performance management where necessary
- Provide guidance in relation to navigating the hospital and OR environment
- Educate with respect to the procurement landscape in the region.
- Educate on the consolidation in the region and at national level (i.e., SSOs, CISSS/CIUSSS, GPOs).
- Facilitate any handover of key accounts or decision makers.
- Attend several industry, organizational and strategic events for the Orthopaedic business (i.e. Global Sales meeting, Canadian Arthroscopy Meeting, COA Annual meeting) and other important strategic events for the Orthopaedic business in Canada
- 7+ years minimum orthopaedic medical devices industry sales and/or marketing experience
- 5+ years people management experience
- Proven track record in consistently achieving and exceeding sales targets year over year
- Strong Financial and Business acumen, including P&L working knowledge
- Demonstrated ability to maintain professional internal and external relationships that reflect CONMED's core values
- Experience in managing and motivating a sales team
- Brings key relationships in the regions' hospitals, procurement groups, and surgical end users
- Previous experience with strong selling skills in hospital and clinical environments
- Highly motivated and driven to succeed and operates with high level of urgency
- High proficiency in MS Office suite of products, including Excel and PowerPoint
- High Proficiency in Virtual Platforms including Webex, Zoom, MS Teams
- Strong English communication, written and verbal
- Strong French communication, written and verbal is an asset (Quebec Only)
- Polished and professional, with a friendly and positive attitude
- Willingness to travel nationally to support sales teams and events where required
Business Unit Director, Orthopaedics - Mississauga, Canada - ConMed
Description
Job Title: Business Unit Director, Orthopaedics
Reports To: General Manager, Canada
As a member of the CONMED Canada Leadership Team, the primary responsibility of the Business Unit Director, Orthopaedics, will be to lead, develop and oversee the orthopaedic sales and marketing strategies nationally, to achieve business growth and market leadership.
Key Responsibilities:
Build and support a team of top performers focused on sustained growth:
Requirements: