BD (Becton, Dickinson and Company) Business Manager, PAS Turkey in Istanbul, Turkey
Job Description Summary
Purpose and Fundamental Goals of the Position
Manage the sales and marketing operations of PAS in Turkey to deliver annually agreed sales, GP and OIBT goals. Develop and implement marketing and sales plans to ensure the continued growth of all BD PAS product sales, market share and profitability in Turkey in line with overall business strategy and sales & GP targets. This will be achieved primarily through the effective selection, management and development of the distributors network and the promotion of PAS products and services to opinion leaders and end-users. Also build upon existing BDB PAS to strengthen capabilities and expand geographical coverage.
Key Tasks & Responsibilities
Work closely with BD PAS sales and marketing team, as well as PAS distributors and their representatives to promote PAS products throughout the market, and organize conversion campaigns from open system to conventional and safety engineered blood collection system. Develop close relationships with healthcare officials and Key Opinion Leaders in order to create awareness on safety total quality management, HCW safety and patient safety. Ensure proper registration of PAS products.
Design sales force deployment that complies with SFE, and optimizes investment of resources according to business potential.
Establish SFE monitoring systems correlating potential for business, investment of activities & results achieved.
Undertake market research and analysis, proactively develop and personally implement business and marketing plans, pricing policy, sales strategies and promotional plans by distributor, market and product group for PAS sales in Turkey in order to meet/exceed business objectives, net sales, GP and OIBT targets. Be actively involved in the sales processes with end users in cooperation with the distributor staff.
Staffing the right talent, coach, develop and provide ongoing feedback to the team. Analyse team performance with effective measurement systems; ensure on-going reward and recognition and under-performance management.
Develop distribution strategy. Evaluate, select, manage and develop distributors by region and/or product line. Provide indirect leadership and coaching for distributor management and staff including developing product knowledge; teamwork; trust; motivation; and providing ongoing feedback and coaching on performance and development and championing an environment of high performance, open communication, involvement and responsibility.
Ensure the development of reliable budgets and ongoing forecasts for PAS sales and G.P
Maintain records of hospital contacts, business opportunities and competitive activity in the market.
Support teamwork and the sharing of ideas and information within the team and ensure that BD’s professional and ethical standards are maintained throughout the country.
Monitor competitor activities and strategies as well as developing appropriate strategies to maintain & grow BD PAS share of market in Turkey.
Arranging and attending seminars, congresses as required
Manage promotional expenses within budget.
Ensure that BD’s professional and ethical standards are maintained.
Educational background and professional experience in the healthcare sector with preference to clinical laboratory market. Alternative qualifications could be considered, dependent upon professional experience
Depth of Market Knowledge with at least 5+ years of healthcare industry experience.
Must have at least 5 years sales and “distributor” management experience within the medical/hospital/research sector is preferred. Should be able to demonstrate proven success in sales and marketing and in developing an effective distribution network and the ability to successfully implement business plans and sales strategies.
Fluency in English is essential (spoken and written)
Able to work independently and prepared for extensive travel within Turkey and to regional & global BD locations.
Professional Skills & Key Competencies
Proven Strategic Thinking capability, including near-term and long-term portfolio strategy development, and efficient resource management
Honed Tactical Skills ranging from customer needs identification/definition to market, competitive analysis and collateral development
Demonstrated Analytical Strength in financial analysis, forecasting & scenario analysis
Strong Customer Focus including value proposition development, needs identification, training development, experience in the field with sales force and customers, and a bias towards responsiveness
Clear Action Orientation manifested by fast pace with minimal supervision, effective priority balancing, and generally competitiveness
Well-developed Leadership and Coaching skills
Highly effective interpersonal skills and Emotional Intelligence that has resulted in positive relationship building, cultural savvy, openness, and good team work, all with a high degree of ethical standards, proficient in working in a matrix environment
Flexibility and adaptability in changing environments
Excellent Influencing and Negotiation skills
Accepts Personal responsibility and has high ethical values
Demonstrates a high degree of self-motivation, target orientation and a drive to achieve results combined with strong commercial and financial understanding.
Primary Work Location
TUR Istanbul - Rüzgarlıbahçe Mah
BD is a leading global medical technology company that creates medical technology, devices and laboratory equipment for a variety of needs across the healthcare continuum. At BD, we are looking for candidates who possess passion, innovative solutions and a commitment to our one mission of improving access to groundbreaking medical and biotechnology services for people near and far, delivering state-of-the-art technology and cutting-edge research in the battle to fight and cure infectious diseases. With a global reach that extends across 50 countries worldwide, our network of professionals collaborates on effective measures to deliver enhanced patient quality such as lower health care delivery costs, improved health care and safety, and expanded health care for all. Join our company and see how you can become a part of one global mission to make a difference in human health.