Position Details
Position Title:
Vice President, Americas
Location:
Atlanta, GA required
Position #:
2955
Scope of Responsibility
The President, Americas, will report to the President & Chief Executive Officer, and will serve as an officer of the company. The President will lead the company’s commercial functions in the Americas, including sales, marketing, reimbursement and support operations. The Americas region currently comprises 60% of the company’s global revenues.
-Work in concert with the Corporate Executive team to establish objectives and develop business strategies needed to achieve leadership and become the dominant player in supplying the Company’s products in U.S., Canada, Latin & South America markets.
-Lead the development of the commercial strategy for the Americas region, including establishment of both long-term and short-term objectives that are measurable and achievable. Develop innovative strategies to drive sales growth to include expanding indications and penetration of the PillCam products.
-Establish credibility with the sales, marketing, and customer support organizations as well as the corporate senior management team.
-Develop and maintain deep relationships with key opinion leaders and customers through significant work in the field.
-Assess and quantify market and product opportunities, develop customer segmentation analyses, and develop the reimbursement strategy in support of the strategic plan.
-Manage operation for profitability and bottom-line results through execution of sales and operational tactics with an emphasis on rapid revenue growth strategies.
-Actively participate in the development of the company’s overall strategic plans, providing input and guidance on new market entry strategies and external business development.
-Collaborate as appropriate with the business development team to assess and acquire innovative products that enhance the product portfolio and drive profitable growth.
-Provide proactive feedback to the product development teams to ensure that new products are developed with the benefit of a direct understanding of unmet customer needs, thereby enhancing competitive advantage.
-Maintain appropriate operational and financial controls to ensure adherence to budgets and to regulatory requirements.
Qualifications
B.S. in business or life sciences. MBA is strongly preferred.
The ideal candidate will be a seasoned commercial leader with deep experience in the development and implementation of marketing and sales strategies for class III medical devices and diagnostics.
MANDATORY proven track record of success in key commercial roles of increasing responsibility, including sales, marketing, general management and business development.
MANDATORY experience in companies that develop and sell medical devices and/or diagnostics is required; experience in GI indications is preferred.
Experience in the development of comprehensive commercial strategies, including the development of reimbursement strategies and “voice of the customer” feedback processes. Strong knowledge and experience with Economic Model process, strategy & tactics.
MANDATORY experience at M & A as well as business & process integrations to ensure timely and effective business success with future acquisitions, mergers or joint ventures.
Demonstrated ability to develop and lead a Medical Field Sales Force in support of commercialized products and a strong track record of growing sales.
Experience in an International organization along with sensitivity to working with different cultures.
MANDATORY Track record of successfully leading of organizations of 130-200 employees directly.
MANDATORY P&L responsibility in growing businesses between $150-$200 million annually.
MANDATORY previous executive experience and responsibility for Corporate Accounts inclusive of Group Purchasing Organizations, Integrated Delivery Networks, Government (VA – ViSN’s, DoD, etc.) and Managed Care Plans in healthcare markets in medical device & diagnostics (capital equipment, reagents, connectivity/software, services).
Must have the ability to segment markets and customers and previous successful record of achievement in developing sales and marketing strategies to introduce new products and capitalize on opportunities.
Prior extensive experience in direct & collaborative distribution channels, planning, forecasting, monitoring market share and customer satisfaction and measurement against P&L goals. Should have an ability to establish systems to measure success of all programs and training directed to the sales organization.
Excellent leadership and communication skills and demonstrated ability to work effectively in a fast paced, dynamic matrix environment.
MANDATORY experience in, knowledge of and demonstrated performance excellence in direct and distributor sales and marketing.
Compensation
Target Base Salary: $300K
Bonus: 50% of base salary at plan (uncapped)
Auto Allowance: $650/mo. gross
Equity: Yes, Officer level RSU grants
Relocation Full but no home purchase option
Travel
40-60%
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