Edwards Lifesciences Business Unit Director, TMTT in New South Wales, Australia
The incumbent will recruit, manage and develop the talented team of territory managers and clinical sales support to achieve financial goals, whilst also overseeing and collaborating with related commercial activities (e.g. health economics, regulatory and quality affairs) to establish and grow centres across the region and the management of the portfolio of product.The incumbent has full P&L responsibility.
The incumbent will work with the Director of Strategy and other commercial heads to plan for future product introductions.
Sales Management ( 20%):
Business Planning and Implementation – create annual sales and expense budget and subsequently formulate, implement, evaluate and refine business strategies in line with the sales and marketing plan.
Sales – meet and exceed the sales target and control expenses within given budget for cardiac surgery.
Forecasting – prepare rolling sales and expenses forecasts on monthly and quarterly basis.
Set and communicate sales targets for the TMTT team.
Profit and Loss responsibility for the portfolio across Australia and New Zealand.
Prepare forecasts on product inventory for existing and new products to assist supply chain in ensuring adequate stock is available to meet customer orders.
Prepare & complete all requirements for tenders and contracts, in consultation with the leadership team as is appropriate by appointed deadlines to ensure successful tender submission and outcome.
Check inventory levels & back order status of products to maintain optimal availability of stock and manage shortfalls in the best interest of the customer.
Manage inventory levels to minimise stock expiry or excess (including the optimisation of consignment inventory).
Heart For Hearts (H4H) campaign alignment with surgical structural hearts, Transcather heart valve
Marketing Development and Implementation (20%):
Prepare marketing strategies, tactics and business plans through market analysis to meet annual budgets/forecasts/growth targets for revenue and gross profit for annual and three to five years projections. Prepare action programs from these plans to ensure sales and marketing are able to gain product sales and enhance the service aspect of Edwards Lifesciences.
Identify new market opportunities, assess the market potential and, when the opportunity is approved, bring to market in a timely manner new products within the portfolio to meet sales and profit growth projections.
Strategically align the launch of portfolio products into targeted Centre Of Excellence (COE) accounts.
Utilise market data sets to report on opportunities and risks.
Product Promotion – organise workshops and seminars.
Implement and promote product & brand awareness campaigns.
Prepare & deliver (or make available) presentations for external customers on product features & benefits as support for field staff in their sales activities.
Collect and share with the relevant stakeholders information regarding products, procedure numbers, market dynamics and competitive activities within the cardiac surgery market.
Investigate and appropriately act on market opportunities to expand the penetration of TMTT portfolio within the ANZ market.
Develop and maintain a solid knowledge of competitor’s products and strategies including global development.
Ensure that all marketing activities comply with government regulations/Acts, legal demands and safety and ethical standards
External/Internal Relationships (10%):
Develop relationships with Key Opinion Leaders (KOLs) to promote Edwards’ leading position in the market and broaden and enhance the current list of KOL’s within the region.
As is relevant, in collaboration with Government Affairs, Communications, Clinical Affairs, Strategy and Marketing Coordinate presentation/publication of key findings at relevant forums/media. This includes the development of KOL for major meeting posters and podium presentation, along with various peer reviewed and non-peer reviewed publications from studies.
Effectively interact with Edwards global and regional departments including, Marketing Communication, Logistics, Regulatory Affairs/ Quality Assurances, Manufacturing and Customer Service etc.
Build relationships with major purchasing groups including, Private Hospital Groups, State and Area Health Districts.
Co-ordinate, prepare and attend national conferences to develop relationships with key customers and broaden their awareness of Edwards product range.
Solve “user related product problems” to ensure that the product is used optimally by the customer and achieves its proven usage.
Prepare monthly report on sales performances, market share, marketing programs, competitive activities and supply chain.
Communicate strategy programs and impact of these during sales meetings and operational meetings
Regulatory and Health Economics and Reimbursement (10%):
Work with Regulatory Affairs to facilitate the registration of new products and product changes in order to meet marketing deadlines.
Participate in product quarantine & recall and Co-ordinate with regulatory Affairs, materials group, Q.A., and Customer Service to ensure replacement stock availability.
Implement the pricing strategy which meets or exceeds profit margin targets. Adhere to the price deviation procedure to ensure effective price control
Assist / facilitate tendering processes and Pricing Strategies.
Manage special pricing and ensure the ongoing pricing review process maintains gross profit expectations, existing customers and encourages new business.
Review the existing product portfolio and withdraw from sales, having consulted Edwards management, those products or services that are no longer strategically viable thereby reducing inventory levels, IT resources and management time.
Hires, develops and retains talent in the Edwards sales organization while leading and representing a BU across a region of moderate strategic impact.
Management of all aspects of sales force for individual business unit.
Develop Performance Management Assessments on all reports and take an active role in developing all reporting staff’s career.
Co-ordinate with Edwards management the development of product training programs for field staff to ensure that their product and market knowledge is current and enables the field staff to meet the knowledge expectations of their customers
Marginal Job Functions(15%):
Understand and ensure compliance with government regulations, legal documents and safety and ethical standards e.g. EEO; MTAA/MTANZ Code of Practice and Occupational Health and Safety.
Comply with Edwards Quality Systems, policies and procedures.
Report incidents, which endanger the environment or people.These reports should be made to the appropriate Company authority, such as the EHS Manager, Division EHS Manager (DM), Facility or Division Management, or Corporate EHS.
Education and Experience:
Relevant undergraduate degree (Masters level and above desirable)
MTAA/MTANZ Code of Practice training and demonstrated practical knowledge of the theory
Certificated in MTAA/MTANZ Operating Theatre Protocols
Continual self-development and of others
Has been at Edwards for at least 5 years or has a minimum of 7 years of medical devices industry experience dealing with cardiac interventionist.
Must have demonstrated a solid level of launching new products across ANZ in the cardiac interventionist space.
Proficient in applying technical, professional, administrative and commercial disciplines and an understanding of organisational functioning, commercial and financial practices and a professional body of knowledge.
Ability to lead and actively influence and convince others in the pursuit or achievement of a specific set of objectives.
Solid understanding and experience in dealing with pricing.
Consistently maintaining &/or growing market share in key accounts
Actively plans sale calls and objectives ensuring sale calls are linked to strategic goals
Discovers the customer needs by asking probing questions and actively listening
Develops value-added sales strategies which align the customer goals.
Runs sale reports regularly and accurately analysis’s the data to predict customer needs and foresees account problems.
Uses clinical data and literature in selling solution/s to customer
strong territory management and account planning skills
Strategically uses samples and marketing materials
Has strong negotiation skills
Gains customer commitment on next steps of the sales process and regularly closes the sale.
Forecasting is accurate
Successfully presents conceptual, clinical and financial proposals linked to customer goals.
Organise and successfully run a symposia/educational session/trials and identify and/or follow-up on leads.
Identifies, establishes and engages current and future KLOs appropriately.
Drives market development.
Adhere to all EHS rules and requirements and take adequate control measures in preventing injuries to themselves and others as well as to the protection of environment and prevention of pollution under their span of influence/control
Edwards Lifesciences is the global leader in patient-focused medical innovations for structural heart disease, as well as critical care and surgical monitoring. Driven by a passion to help patients, the company collaborates with the world's leading clinicians and researchers to address unmet healthcare needs, working to improve patient outcomes and enhance lives. Headquartered in Irvine, California, Edwards Lifesciences has extensive operations in North America, Europe, Japan, Latin America and Asia and currently employs over 13,000 individuals worldwide.
For us, helping patients is not a slogan - it's our life's work. From developing devices that replace or repair a diseased heart valve to creating new technologies that monitor vital signs in the critical care setting, we focus on helping patients regain and improve the quality of their life.