Reporting to SVP and President, this person will be responsible for managing sales in the EMEA region of Lumenis.
Provide strategic vision, business expertise, and functional expertise to facilitate the optimal commercialization and development of Lumenis’ assets in the region. That person will provide and coordinate the commercial support and expertise required to fully exploit market potentials, consistently deliver against targets and plan specifically for continuous regional business expansion.
Extensive traveling is mandatory for this position.
Primary Business Objective: To lead the Lumenis organization in EMEA and significantly accelerate growth. Reclaim market leadership positions in the relevant segments and create a highly efficient organization that consistently (over) achieves targets.
§ Manage the EMEA Country Sales Managers and Distribution Managers while creating local corporations in various markets.
§ Execute business strategy and meet all parameters set forth in the annual operating plan of the company for the EMEA Region
§ Continue to transform the current Lumenis EMEA organization into an execution-oriented unit that will consistently and systematically achieve & over-achieve business targets and objectives
§ Galvanize the sales organization. Create team spirit. Provide guidance, and support and generally work very closely with the marketing and sales teams, in order to (over)achieve targets and extend their capabilities
§ Create an organization that exceeds customer expectations and contributes to a high level of customer satisfaction and brand loyalty
§ Interact closely with customers, influential key opinion leaders, doctors, industry executives and other relevant functions, in order to achieve short-term targets and proactively plan for future growth. Play a very active role in the field: solidify existing relationships, foster new relationships and establish bridges that secure long term trust in the Lumenis brand equity
§ Identify and pursue regional and/or sub-regional business development opportunities, in coordination and conjunction with the Corporate Business Unit leaders
§ Expand and solidify the brand name of Lumenis in the markets via marketing activities and programs, targeting different key audiences, and upgrading the distribution teams.
§ Manage the proper use of budgets. Develop and execute programs that are aligned with and help accomplish business goals and objectives within the budget frame
§ Foster knowledge-based decision making throughout the organization. Analyze and monitor financial, technological and other market factors so that market opportunities may be capitalized on and the effects of competition may be minimized
§ Oversee and drive adoption of sales tools and technology, including customer relationship management (CRM)
§ Lead the organization and its employees and create unified Lumenis identity that will reflect the values of the brand: Quality, Excellence & Results
Background and Experience
§ Progressive track record of success and driving exceptional profitable commercial organizations, including senior P&L management and country/regional General Management
§ Sales experience in the capital medical device field.
§ Experience with consumable businesses and the establishment of other recurring revenue channels is desired
Experience working within multinational international business organizations; matrix organizations and/or business assignments in foreign countries
§ Cross-cultural understanding and sensitivity; ability to positively interact with individuals from different countries, cultures and background in the entire EMEA region
§ Track record of motivating, incentivizing and developing world-class business leadership and management teams
§ Ability to engage cross-functionally to drive broader product and business strategy
§ Direct experience interacting and dealing with key opinion leaders and other leading roles in the scientific and clinical community in EMEA
§ Experience in the medical laser market in general and/or in the fields of ophthalmology, urology and/or dermatology in particular -a significant advantage
§ Full command of English. Additional European languages (with emphasis on German, French, Spanish, Italian) – an advantage
§ Post-graduate degree in business and/or scientific field
§ Ability to command respect through exercise of sound business judgment and clear decision making
§ A natural leader. Charismatic. Personable. Respectful.
§ Ability to simultaneously manage several high-priority tasks and programs
§ Strong business acumen and strategy skills; mature, analytical and data-driven
§ Track record of transforming initiative into action and driving results
§ Effective communication and influence skills; possess the capability to influence and motivate all levels by demonstrating competence and confidence, knowledge and experience, being personally accessible, being a good listener, using fact-based persuasion, dedication, persistence as appropriate to audience
§ Ability to work, interact and maintain solid and trustful relationships with the CEO, Business Unit Leaders and other critical corporate functions
§ Positive approach to change; managing for high performance
§ Execution-driven; killer instinct
§ Core values of integrity, accountability, team work and passion for excellence
§ Strategic thinker, yet hands-on operationally all across the board
§ Strong motivator and “driver” for commercial success
§ Excellent listener, open-minded to new ideas from others
Resilient and adaptable to changing and ambiguous environment