Regional Business Manager
ICU Medical
Total des années d'expérience :24 years, 4 Mois
Provide a wide range of oversight and leadership across key regional sales activities, overseeing a high-performing team of professionals to drive business growth and client retention. Spearheaded lead generation to align interests with services and products, conducting repeat business. Remain abreast of competitor markets and trends to drive the achievement of KPI targets and goals, and objectives.
Recruited by the CEO to spearhead GCC market expansion including managing P&L, sales teams and partners alongside regional
go to market plans.
Achievements:
Established Dubai based start-up and legal entities in the UAE & Bahrain, and appointed sub dealer in Kuwai, Qatar & Oman
markets
Launched brands and various products directly and indirectly
Prepared detailed launch plans focusing on Key Opinion Leaders, involving tailor made workshops and individual product
presentations to hospital doctors, as well as pilot test projects in targeted accounts.
Won tenders in Qatar, Kuwait, Bahrain & Oman
Reconverted accounts lost to competitors when Gore, one of our suppliers, had previously pulled out of the market
Successfully converted tests into orders for new brand to the UAE
South Europe
Approached to return to the company in order to design and implement a business turnaround strategy to restore it as going
concern or make it a saleable asset. Held full P&L responsibility, prepared Italian Market budget & annual business plans, managed
key accounts & Group HQ directly and led the Sales & Marketing Teams. Left to take up the above role a month before the
company was sold.
Achievements:
Turned around a negative P&L by identifying and implementing a cost cutting plan that streamlined and reorganised the Sales
& Marketing teams; renegotiated PR agency terms; came up with a cost saving After Sales Service strategy and; brought online
marketing in-house bringing about substantial bottom line savings
Hit revised sales target and cost savings
Analysed the market and proposed new product categories and developed a strategy to relaunch the OS brand
Headhunted to maximise European medical devices sales through third parties, contracts, pricing and operations by creating
pricing, governance and compliance systems, processes and policies.
Achievements:
Grew sales by more than 20% YOY for three years in a row with an even higher profit increase
Restructured and established Channel strategy
Developed and rolled out the global strategy within the EMEA region across four business units
Established standardised partnership agreements, compliant contracts alongside annual pricing reviews and changes
Integrated the smaller side of the business, Partner Sales, into the operation flow that was structured to support the direct
business
Enabled the creation of a partner portal where they could access the same marketing materials, best practices, product
pipeline, event calendar, Compliance Guidelines (Eucomed/Mecomed, FCPA & UK Bribery Act) as well as online training to
employees
Recruited by former colleague to launch a new company & brands throughout the EMEA region through distributor sales as well
as direct sales in the Italian market.
Achievements:
Helped open the Italian Sales Office
Organised brand launches together with Media & PR Agencies
Developed and executed POS Marketing material for local needs
Created the ATL & BTL communication strategy for a new category launch
#1 Market in EMEA for Sales Turnover & Profit
Achievements:
Launched brands across Europe, opening access to new countries
Created an EMEA sales network
Canterbury Business School