Job Description

Life Unlimited. At Smith+Nephew we design and manufacture technology that takes the limits off living. Reporting to the Managing Director, the BUD is responsible for the management and growth of the AWM business in Canada. The Business Unit Director defines, implements, and drives the strategic direction of the Wound Management business for Canada to gain maximum profitable sales and market share. Identifies and grows human talent and builds a strong, high performance team to enhance Smith & Nephew’s reputation. Ensures access of our technologies to patients through outstanding services to our customers.

What will you be doing?

Planning and Execution of Country Plans and Strategies

Defines the county revenue and expense strategy, in-line with Country P&L; evaluates actuals versus plan on a regular basis and intervenes in an efficient and timely manner in the case of deviations;
Ensures the highest level of service to our Customers;
Ensures that Smith & Nephew Therapies reach all who may benefit;
Develops/defines country Business Plan, sets challenging (Sales, expense, etc.) targets and objectives for sales management, Marketing, and other employees in the Country;
Accountable for maintaining marketing and account analysis models, accurate business forecasting taking into consideration in-depth market analysis, including market size, pricing, competitive market landscape and other information from all sources and develops strategies to improve sales, decrease cost levels, and increase market share for all product lines;
Develops product/pricing segmentation strategies to win market share across the portfolio;
Ensures the implementation of therapy promotional/sales programs in conjunction with marketing communication, education, clinical and training, practice enhancement, and reimbursement;
Allocates and utilizes Smith & Nephew resources in the most effective way, according to the strategy, opportunities and risks, coverage, workload of employees etc. in the country;
Builds strong and lasting relationships with key decision makers and those influential in the purchasing process to enhance the Smith & Nephew brand and image;
Coordinates and liaises with other Business Directors and/or other Smith & Nephew businesses regarding actions/activities within the Country;
Sets Country/district/territory guidelines to leverage resources and coordinates shared resources and services delivered within the district network;
Provides business and field input in country-specific initiatives and actively participates in, and supports the implementation of initiatives and strategic programs;
Develop, prepare and implement strategic marketing plans including regional initiatives in coordination with Distributor/Dealer network for assigned products and techniques with detailed action steps for each given objective;
Assist with development and execution of Medical Education program as part of the overall Sales & Marketing Plans to support the education of HCPs;
Establish relationships with KELs to maintain strong understanding of product performance, market trends and potential opportunities;
Identify and execute Sales training plans for assigned products through ongoing events and communications in-line with key strategic goals and objectives;
Review annually and recommend strategic pricing to maximize sales and profit;
Implement and drive tender management strategies across organization through expert input and strategy development for all AWM RFP’s, Quotations, Contracts and Enquiries to ensure successful acquisition of new business opportunities and ongoing maintenance of existing customer relationships;
Monitor and adjust on an ongoing basis internal resources such as Warehouse Inventory Levels, Dealer Stocking activities, Loaner Inventories and other capital resources to ensure optimum return on investment in maintained and corporate financials and achieved;
Participate in annual Strat Plan and Budget processes to help define and validate sales budgets;
Provide a monthly analysis on performance versus budget for portfolio and recommendations for actions and timelines to achieve sales budget;

People Management

Uses Smith & Nephew’s HR tools to identify, attract and grow human talent in order to build a strong performance driven team, creates and atmosphere of cooperation within the team;
Sets and communicates targets and objectives for each team member in consultation with the Managing Director;
Monitors progression of results on an individual and team level, evaluates individual and team results versus targets, assesses team members versus the Sales Force Competencies and provides constructive feedback, intervenes whenever appropriate to ensure expectations/targets/competency levels are met, manages conflict in an adequate and constructive way;
Schedules and chairs regional meetings to provide team members with business information, changes to business plans, Smith & Nephew policies, new products and services, and organizational changes etc.;
Trains and educates incumbents on Smith & Nephew mission, products, tools and process;

Internal and Administrative

Reports all market, account, and competitive information and trends in a complete and timely fashion to the corporation;
Immediately and accurately reports all negative customer or product related events, e.g. customer feedback or other (legal) issues and risks, etc.;
Plans and prepares sales and expense forecasts by territory, product and therapy;
Carries out all administrative duties and all necessary reports in a timely and diligent manner;
Attends all required regional and national meetings;

What will you need to be successful?

University Degree in Life-Science, Biology or Business Administration, MBA Preferred
Excellent working knowledge of financial terms and understanding of financial tools
Proven track record of building and leading High Performance Sales and Marketing Teams in the Medical Technology business
Proven People Management skills, recruitment and development of key talent
Extensive experience implementing and using CRM tools, account management methodologies and processes
Proven ability to effectively operate and communicate in a matrix environment and working effectively with physician and administrative stakeholders and across organizational boundaries;
Ability to work independently, while achieving personal and geographic objectives;
Highly motivated, “can do” attitude with strong influence management skills;
Proven record of good judgement, demonstrated integrity and respect of peers and subordinates;
Committed to a safe and healthy work environment with a proactive and cooperative attitude;
Up to 30% Travel

You Unlimited.

Inclusion, Diversity and Equity - We are committed to welcoming, celebrating and thriving on Diversity! Learn more about Employee Inclusion Groups on our website (
https://www.smith-nephew.com/
)
Work/Life Balance: Flexible Personal/Vacation Time Off, Paid Holidays, Flex Holidays, Paid Community Service Day
Flexibility: Hybrid Work Model (For most professional roles)
Training: Hands-On, Team-Customized, Mentorship
Extra Perks: Discounts on fitness clubs, travel and more!

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