Accountabilities

Accountability 1:   Sales Management

• Responsible for the overall management of the sales force and sales administration functions in Mexico, Central America and the Caribbean.
• Develops and implements strategic plans to accomplish sales goals.
• Directs sales forecasting activities and sets performance goals accordingly.
• Establishes strong customer relationships with all key people in the accounts (surgeons, audiologists, or department, purchasing, etc).
• Meets with key clients, assisting members of Sales teams with establishing/maintaining relationships, assisting with any negotiations, etc.
• Using information gathered through various sources, provides input to President of Latin America, Senior Management and Marketing Management on marketing and sales communications needs.
• Reviews market analyses to determine customer needs, price schedules, discount rates and other means of optimizing product sales.
• Monitors pricing control to achieve maintenance or growth of average selling price, and hence positive margin leverage. 
• Analyses sales statistics and direct efficient use of the sales and Distribution teams.
• Represents the company at trade shows, professional forums, etc
• Monitors and evaluates competitors’ activities, providing strategic direction in response to this information.
• Through subordinate managers ensures successful implementation of annual strategic plans to support accounts.

• Support sales managers in the formulation of their business and financial plans and fully understands key business issues including headcount and capital expenditure
• Supports sales managers and local function heads on their sales and cost queries

Accountability 2:   Distributor Management

• Directs and indirect management of Cochlears’ various distributors, agents, and representatives to align with the Company’s values, strategies and growth plans. 
• Ensures the company’s interests and presence are appropriately represented in their own region
• Reviews and presents pricing (large accounts and distributors/agents) and unit purchase proposals to appropriate contacts, in accordance with company policy authority levels.

Accountability 3:   Cross Functional

• Analyses and manages department’s expenditures in accordance with budget requirements.
• Works closely with Operations, logistics, marketing, administrative, customer service, finance and clinical departments to coordinate and manage the Mexican direct operation
• Assists in debt collection
• Provides input to sales budgeting and forecasting.

Accountability 4:   Business Development

• Proactively supports restructure and business development activities.

• Identification of business opportunities and formulate a strategies and tactics.

• Supports commercial decision making through developing evaluation of proposed sales projects

Key Incumbent requirements:

Minimum:

• 5+ years people business and people management experience
• P&L management experience
• 5+ years of previous sales and marketing experience
• Medical device history with experience working in an international medical-technical company
• Experience managing distributors, agents, and representatives in foreign markets
• Proven track record as a successful business executive
• Strong customer relationship skills
• Experience in forecasting and business analysis
• Excellent communication, interpersonal and presentation skills
• Extensive knowledge of other business activities, skills etc
• Bachelor’s Degree in Business or Human Sciences
• Able to travel extensively across Latin America
• Proven track record in management and supervision
• Strong computer skills
• Fluent in Spanish and English

Ideal:

• Experience in the cochlear implant, hearing aid or medical equipment industry

Region-specific Requirements:

• Sales and Sales Management
• Distributor Management
• Organizational and time management skills will be improved to a high level
• Collaboration with other departments within the Cochlear Company
• Business Development