Head of Sales

1 week ago

Riyadh, Ar Riyāḑ, Saudi Arabia Danaher Corporation Full time

Bachelor of Business Administration (Management)

Nationality: Any Nationality

Vacancy: 1 Vacancy

Your Role:
As the Head of Sales for Beckman Coulter Diagnostics in the Central and Eastern Provinces, you will lead the charge in driving growth, expanding our market presence, and delivering exceptional results in these key territories. You will lead a talented team, collaborate with cross-functional stakeholders, and leverage the Danaher Business System (DBS) to achieve and exceed business objectives.

Key Responsibilities:

  1. Sales & Profitability Management:
    Lead and manage sales and profitability for Beckman Coulter Diagnostics in the Central and Eastern Provinces, ensuring alignment with the Saudi STRAT plan.
  2. Drive growth and achieve business plan targets by identifying and capitalizing on market opportunities.
  3. Set, review, and monitor sales objectives for your team, ensuring a healthy and updated sales funnel.
  4. Manage the A&P budget in collaboration with the Country Director and Marketing Head.
  5. Identify growth opportunities in products, market segments, and customer bases, and develop strategic plans to capitalize on them.
  6. Collaborate with the Application Team Leader to drive menu expansion and new product introductions (NPI).
  7. Work closely with the Strategic Partnerships Manager to enhance value propositions and drive business at MOH clusters.
  8. Partner with the Business Development Manager (BDM) to adopt and implement the Key Account Management (KAM) approach in strategic accounts.
  9. Ensure timely tender participation and drive both tender and direct purchase orders in collaboration with the Tender Department.
  10. Lead the Microbiology (MB) and Iris businesses across Saudi Arabia, driving market penetration and share growth.
  11. Coordinate pricing strategies with the Country Director to ensure competitiveness across market segments.

Resources Management:

  1. Optimize hardware placement in potential accounts to ensure high ROI.
  2. Assist in recruiting, selecting, and onboarding Clinical Application and Product Specialists.
  3. Lead, coach, and motivate the sales team to achieve excellence.
  4. Conduct performance appraisals and participate in talent assessments, ensuring robust succession planning in coordination with HR and the Country Director.
  5. Drive team engagement and alignment with company goals across functional teams.

Communication & Relationship Management:

  1. Support the launch of new products and ensure effective dissemination of marketing messages.
  2. Represent Beckman Coulter at local and international industry events and tradeshows.
  3. Build strong relationships with Key Opinion Leaders (KOLs), Lab Directors, and procurement bodies in the Central and Eastern Provinces.
  4. Implement tactical marketing plans as defined by the Marketing Manager.
  5. Manage the hybrid sales model, emphasizing direct sales while overseeing channel partners in the territory.
  6. Collaborate with Third-Party (TP) companies and Contractors to close gaps and broaden the product menu.
  7. Participate in KAM and Growth Room reviews, leveraging DBS tools to solve problems and sustain results.
  8. Gather market intelligence and keep stakeholders informed about competitive activities.
  9. Collaborate with other Danaher OpCos to drive synergies and shared success.

What We're Looking For:

Education and Experience:

  1. Bachelor's degree in Life Sciences, Medical Lab, or a related field.
  2. Minimum of 5 years of experience in a managerial role, including at least 3 years managing managers.
  3. Proven track record as a results-driven sales professional in the diagnostics/laboratory industry.
  4. In-depth knowledge of diagnostic business models (e.g., GPPRR, OTL).
  5. Experience working with distributors and third-party partners is mandatory.
  6. Fluency in English and Arabic.
  7. Strong understanding of the Saudi market, particularly the Central and Eastern Provinces.

Behavioral Competencies:

  1. Ability to build and maintain excellent relationships with stakeholders, including end-users, purchasing agents, and distributors.
  2. Highly agile and flexible, with a willingness to travel extensively.
  3. Strong leadership skills with a focus on people development and succession planning.
  4. Commitment to compliance and integrity, serving as a role model for company values.

Company Industry:

  • Pharma
  • Biotech
  • Clinical Research

Department / Functional Area:

  • Business Development
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