Being part of the EMEA LT, this position is accountable for the FPS/CR/Retrofit business success and development in EMEA. The position is managing, facilitating and supporting the sub-regions in defining and executing the annual business plan for FPS/CR/Retrofits. The position will develop business plans and business programs to grow the business together with the sub-regions. The position will be the liaison between the sub-regions and HQ functions (e.g.: Qara, Application, Product Management, Marketing, R&D) and will actively facilitate global interaction and best practice sharing.
Key Responsibilities:
Drive the budget process for FPS/CR/Retrofit product sales to agree/align with the sub-regions on the targets for the next year: together with the Head of region, deploy the bottom-up process as an input for the budget, challenge and consolidate the input from the sub-regions and present the budget proposal to HQ for the FPS/CR/Retrofit business. Deploy the final budget within EMEA;
Collaborate with all colleagues in EMEA and HQ to deliver the top and bottom-line budget for FPS/CR/Retrofits for EMEA;
Propose changes in G2M strategies (direct/indirect) where needed and develop the business case to enable decision making for such a change of G2M strategy. Support and monitor the implementation of approved changes;
Collect tender feedback and maintain a proper understanding of market prices across EMEA for the FPS/CR/Retrofit products. Manage prices for the direct and indirect business in SOFON/SAP in alignment with the budget, to deliver top-line and GM targets. Align the pricing strategy for new equipment and SMA with the Service Manager EMEA;
Participates in monthly business review meetings with the sub-regions to monitor the progress and results. Evaluates the funnel health for the FPS/CR/Retrofit business and ensure that there is sufficient traction to meet the targets. Together with sub-regions, develop and implement corrective actions (promotions, actions, campaigns) where needed, with the support of MARCOM. Together with the Head of region, develop the FPS/CR/Retrofit OI forecast and participate in the monthly MPR meeting with HQ to explain the progress and business results;
Based on a thorough understanding of the dynamics in the EMEA region, pro-actively develop and implement initiatives and plans to further develop and grow the FPS/CR/Retrofit business across EMEA;
Together with the sales teams develop and execute deal strategies, based on a thorough understanding of customer needs, and review and approve pricing, in alignment with the budget;
Value oriented management of the marketing budget with a ROI focus for FPS/CR/Retrofits. Contribute to defining the MARCOM budget at Global level and for EMEA, and track execution by the MARCOM team. Collaborates with MARCOM to ensures proper representation of Agfa at tradeshows across EMEA;
Manage the demo stock across EMEA – ensure right quantity and versions of systems and ensure the periodic refresh of demo systems, considering NWC effects;
Represent AGFA towards important customers and prospects in case of business opportunities and escalations;
Ensure the right product knowledge with the (direct and indirect) sales organization. Develop and organize sales training (classroom/online) for the sales teams;
Provides upstream input to the global team for the FPS/CR/Retrofit roadmap, to ensure that the portfolio meets the market requirements. On behalf of EMEA, provide the input for MRL/TRL validation and business cases.
Profile
Bachelor or Master’s degree in Business Administration, Biomedical or any Technical Engineering related field;
10+ years of sales and/or sales management experience in a B2B setting, preferably in the MedTech industry and experience with tender business;
Sales experience on value added selling of product and services;
Knowledge of Medical Imaging/Healthcare/Hospitals is a strong benefit;