Business Development Manager – Adjacent Health Care DACH

O&M Halyard EMEA; Germany (OH); On-site; USD 102,716 - 148,367; Full time

Job summary

O&M Halyard EMEA seeks a senior business development leader to own the commercial strategy for the adjacent healthcare segment in the DACH region and beyond. You will build and manage distributor networks, align with portfolio solutions, and drive education and revenue growth with end-users and key accounts.

You will negotiate; lead quarterly reviews; train distributors; and travel up to 60% across Germany, Switzerland and Austria to achieve aggressive GP targets in a mid-size medical company

Qualifications

• Bachelor's degree in Business Management, Marketing, or Science.
• At least 10 years of successful B-to-B commercial sales experience.
• Prior/current Business Development / Distributor Management experience.
• Experience in the adjacent care segment, preferred in dental, primary care and/or aged care.
• Fluent in German and English.

Responsibilities

• To achieve the Sales revenue and Gross Profit targets set for the Adjacent HealthCare business.
• Develop a commercial strategy to grow new business within the Adjacent HealthCare segment in the assigned territory.
• Develop a network of key distributors and work with structured distributor management plans focused on the best profitable opportunities.
• Link new partnerships up with portfolio solutions and attractive value propositions to address new market opportunities and introduce new revenue streams.
• Drive the implementation of the specific business strategies and tactical plans by distributor to achieve the targets set.
• Set objectives for the specific distributors and assess their performance on a regular basis by leading quarterly business reviews to ensure ongoing alignment and performance to the plan.
• Negotiate pricing with distributors and ensure contracts are in place & renewed on a timely basis.
• Present and lobby for the Halyard product and service solutions with all relevant key decision makers within the distributor network as well as with targeted key accounts.
• Train distributors on the adequate usage of the Halyard products and co-travel with distributors to accelerate new business conversions.
• Drive service and education with customers to differentiate Halyard products and services from competition.
• Identify market development opportunities for the respective categories, working with the support teams to ensure these options are dimensioned to create value for the overall business.
• Travel within Germany, Switzerland and Austria up to 60% of the time.
• Observe and communicate competitor activity to the organisation and build a solid base of market intelligence regarding the adjacent care segment.

Skills

Customer orientation

Communication skills

Project management

Analytical thinking

Autonomy

Interpersonal skills

Presentation skills

Travel readiness

Education

Bachelor's degree in Business Management, Marketing, or Science

Tools

Salesforce.com

Excel

Word

PowerPoint

Outlook

Job description

Position Summary

This role will focus on developing new business in the adjacent healthcare market in Germany, Austria and Switzerland with regional as well as national distributor partners. The main responsibility is to manage the commercial strategy for the adjacent healthcare segment (including dental, primary care, aged care, veterinary, agricultural, pharmacy) as well as all sales activities necessary to provide full service, including education and product guidance to distributors and end-users in cooperation with marketing & the back‑office team to achieve the sales and GP objectives.

Essential Job Functions

• To achieve the Sales revenue and Gross Profit targets set for the Adjacent HealthCare business.
• Develop a commercial strategy to grow new business within the Adjacent HealthCare segment in the assigned territory.
• Develop a network of key distributors and work with structured distributor management plans focused on the best profitable opportunities.
• Link new partnerships up with portfolio solutions and attractive value propositions to address new market opportunities and introduce new revenue streams.
• Drive the implementation of the specific business strategies and tactical plans (including marketing, sales promotions, training and other reseller related support) by distributor to achieve the targets set.
• Set objectives for the specific distributors and assess their performance on a regular basis by leading quarterly business reviews to ensure ongoing alignment and performance to the plan.
• Negotiate pricing with distributors and ensure contracts are in place & renewed on a timely basis.
• Present and lobby for the Halyard product and service solutions with all relevant key decision makers within the distributor network as well as with targeted key accounts.
• Train distributors on the adequate usage of the Halyard products and co‑travel with distributors to accelerate new business conversions.
• Drive service and education with customers to differentiate Halyard products and services from competition.
• Identify market development opportunities for the respective categories, working with the support teams to ensure these options are dimensioned to create value for the overall business.
• Drive a high-performance culture by setting demanding and challenging personal and business objectives, while working with the O&M Halyard business and performance management systems to measure progress towards objectives.
• Observe and communicate competitor activity to the organisation and build a solid base of market intelligence regarding the adjacent care segment.
• Collaborate with Supply Chain for accurate demand planning and S&OP.

Education & Experience Required

• Bachelor's degree, degree in Business Management, Marketing, or Science.
• At least 10 years of successful business experience in a B-to-B commercial sales role.
• Prior/current Business Development / Distributor Management experience required.
• Experience in the adjacent care segment, preferred in dental, primary care and/or aged care.
• Fluent in German and English.

Knowledge Skills & Abilities

• Highly customer-oriented and results-driven with strong business acumen.
• Excellent communication skills and team‑player.
• Strong project management & organisational skills; ability to set priorities and manage multiple projects simultaneously and strong time management.
• Strong analytical capability, problem solving skills, negotiation skills and decision‑making ability.
• Hands‑on mentality and a desire to work in a mid‑size medical company with an entrepreneurial culture.
• Highly self‑motivated.
• Strong interpersonal skills with ability to interact with a diverse group of individuals.
• Problem solver with a good sense for managing objections and managing the interests of different stakeholders in the decision‑making process.
• High level of autonomy & self‑drive, attention to details, meeting the set deadlines and delivering correct and complete information.
• Strong presentation and training skills.
• Prepared to frequently travel within Germany, Switzerland and Austria up to 60% of the time.
• Excellent skills in Excel, Word, PowerPoint, and Outlook are required as well as CRM Salesforce.com.