Dealer/Distributor and Commercial Business Manager, Vascular Division

Dealer/Distributor and Commercial Business Manager, Vascular Division

As a Dealer/Distributor and Commercial Business Manager, you will play a pivotal role in enhancing dealer performance, managing pricing principles and contracting within the country. You will support the sales processes, implementing price management strategies, and fostering collaboration across departments to maximize business opportunities. Your role will engage with dealers, analyzing market data, and leading strategic initiatives to meet commercial objectives. Additionally, you will ensure compliance with company policies and procedures while maintaining a strong focus on dealer and customer satisfaction and profitability. 

The main responsibilities will encompass, but will not be limited to:

Manage the Business:

• Supports the Country Business Manager, Regional Business Managers & Clinical Support Specialist in the sales processes to ensure revenues for that region are achieved.
• Creates, monitors and applies price management principles in the region in-conjunction with commercial business analyst.
• Clearly demonstrates an in-depth knowledge of the dealer contract and tendering environment to benefit and impact commercial business.
• Participates in meetings with dealers to drive relations, dealer perception and awareness of the price management principles.
• Uses and educates the team on the commercial toolbox so that sound commercial judgements and actions are taken.
• Leads and delivers the commercial business plan objectives by using a high level of business acumen.
• Create strong relationships with key stakeholders to allow for the development of value-based opportunities.

Customer:

• Supports dealer interaction enhancing experience and sales opportunities. 
• Maintains a general knowledge of applicable Cook products/procedures and competitor products. 
• Ensures business planning and pricing is efficient, effective, profitable, and compliant with company guidance while meeting the needs of our customers. 
• Leads comprehensive dealer business reviews as needed, including defense of current business, identification of new opportunities, and communication of custom Cook solutions. 
• Has high level knowledge about the ordering process and key contacts within dealer accounts to improve this process as applicable. 
• Demonstrates a strong ability and use of communication skills with internal and external stakeholders. 
• Analyze, understand, and communicate causes of lost business and collaborate with business/sales teams on plans to recover. 
• Understands dealer structure, roles, and responsibilities to aid the collaborative approach. 
• Leads and participates in commercial tasks to protect current business and creates new opportunities via this business route. 
• Leads and manages the assessment of dealer commitment to contracts and products to uncover opportunities to grow commitment or reassign pricing tier. 

Collaboration:

• Leads collaboration to utilize company resources across divisions as needed effectively and efficiently to identify, qualify, and prioritize opportunities to maximize growth and profitability. 
• Strategize with relevant clinical sales teams and lead a comprehensive approach to new opportunities, stakeholder alignment, and value analysis engagement in assigned accounts. 
• Maintains relationship with all colleagues to support business requirements. 
• Demonstrates strong communication abilities with internal and external stakeholders.
• Understands our company structure and the associated roles to support the collaborative approach. 
• Manages and collaborates in commercial tasks to protect current business and creating new opportunities
• Analyze, understand, and communicate causes of lost business and collaborate with business/sales teams on plans to recover

Organizational:

• Meets or exceeds the administration requirements related to job role.
• Adheres to company policies, process, and procedures consistent with company timelines.
• Understand their role and how it fits into the Cook structure to ensure dealer and business objectives are met.
• Proves in their actions that they understand the importance of teamwork and how it aligns with the companies’ policies and expectations
• Working closely with the Country Business Manager, Regional Business Managers, Commercial Business Analysts, Commercial Account Specialists and the Clinical Support Specialists to ensure commercial goals are achieved and aligned with business plan.

• Language Skills - Excellent written and verbal command of English and other relevant languages
• BS/BA degree or equivalent is desirable, and 3-5 years relevant industry experience is preferred
• A proven track record of successful medical sales, sales management, marketing is preferred; Business to Business Selling, national accounts, or procurement group purchasing experience is desirable
• Ability to interact and communicate at all levels within an organisation
• Knowledge of Hospital Materials Management procurement, inventory and contracting processes is desirable
• Proven ability to both lead others and work in a team
• Analysis, administration and selling skills are all required
• Clinical awareness preferred
• Knowledge of the product line is an advantage
• Computer skills in Microsoft Excel, Word, PowerPoint, Access and Business Objects
• Availability and willingness to travel on company business
• Must have current driving license