Job Information
About the Position
Introduction
Werfen is a growing, family-owned, innovative company founded in 1966 in Barcelona, Spain. We are a worldwide leader in specialized diagnostics in the areas of Hemostasis, Acute Care Diagnostics, Transfusion, Autoimmunity, and Transplant. Through our Original Equipment Manufacturing (OEM) business line, we research, develop, and manufacture customized assays and biomaterials. We operate directly in 30 countries, and in more than 100 territories through distributors. Our Headquarters and Technology Centers are located in the US and Europe, and our workforce is more than 7,000 strong.
Overview
The Business Unit Director for Transplant in Europe will be responsible for Developing and leading a unique organizational model to make Werfen #1 in Transplant in Europe, unleashing additional future growth opportunities in the European market by definining a common strategy for the region with centralized coordination and local implementation.
To be successful in this role, the Business Unit Director for Transplant in Europe should have extensive experience in different marketing and engagement strategies with local markets, solid networking relationship with the key market players and profound business acumen. Prior experience with strategic marketing activities, creative thinking and strategic mindset will be highly valuable.
As part of the European Commercial Leadership team the role also contributes to the success of the region by actively participating in the development and implementation of a European strategy, the quest for continuous efficiency improvements, detection of synergies, sharing and implementing best practices as well as joint regional and global talent development.
Main responsibilities of the role will include:
- Establish Werfen as the #1 market leader in Transplant (and associated segments) in Europe
- Analyze the transplant market, stakeholders, technical/scientific developments, healthcare systems and care delivery evolution that shape the future of the business
- Drive the organizational development incl. formal “integration” of Immucor Transplant and Omixon into the commercial operations Europe ensuring smooth alignment and synergy realization
- Develop a unique and fit-for-purpose organizational model for Europe that combines local customer centric operations while leveraging regional synergies, efficiencies and strengths
- Develop the European go to market strategy and commercial marketing plans / activities
- Engage with affiliates, market stakeholders and SBU to capture and translate requirements into innovative product concepts
- Support KOL management, development of expert meetings and congresses
- Pilot and scale innovative projects and business models with potential for cross BU application
- Actively contribute to the European Commercial Leadership Team, influencing regional strategy and fostering continuous business improvement and learning
Responsibilities
Develop short-term and mid-term business strategy aligned with corporate strategy.
- Maximize local performance by translating the strategy into specific action plans that will drive results. Allocates resources accordingly.
Map the market and stakeholders and establish institutional relationships with the relevant individuals
Develop marketing plan, initiatives and key value proposition of products and solutions. Own the marketing budget.
Drive full potential of the “existing” business and identify underserved / potential future market segments. Develop those markets and business opportunities.
Evaluate and propose key commercial investment decisions at both regional and affiliate level
Define roles, organizational setup, regional collaboration and governance model. Define capabilities and ensure these are developed via internal development or external additions.
Own the European Transplant P&L in partnership with local affiliate. Develop yearly budget plans and evolve and implement 3YSP
Define regional service and support delivery model (application, training, helpline, order-to-cash …)
- Increases the efficiency of the organization by participating in hiring suitable employees, retaining existing employees, promoting, rewarding, training, coaching and, if necessary, taking appropriate corrective actions.
Define harmonized KPIs for steering the business and implement the necessary tools, monitor performance and drive accountability
Consolidate, prioritize and communicate key market/technology trends, customer requirements, evidence generation, etc …
- Continuously encourages employees to look for new solutions and marketing strategies that give the company a competitive advantage; uses the organization's strengths and focuses on improving selected weaknesses.
- Promotes creativity and innovation; if necessary, initiates the adaptation of the necessary processes and behavior patterns.
- Is very commercial oriented – enjoys building and maintaining strong partnership relationships with important customers, opinion leaders and decision makers.
Supports the Market Access Director, Service Excellence Director and Corporate Accounts Director when it comes to closing important deals or negotiating tough agreements.
Networking/Key relationships
- CCO, Global commercial operations teams and VP Europe
- European GMs
- Affiliate commercial teams
- Technical service, customer service, application support
- Distribution partners
- SBUs
- Key opinion leaders and customers
Qualifications
Minimum Knowledge & Experience required for the position:
- Bachelor’s Degree required with emphasis on cientific science, economics or another relevant field.
- 7-10 years of experience
- Proven track record of consistently exceeding expectations.
- Solid previous experience in managing large business unit marketing department for complex technical products and/or services with long lifecycles – preferably in the healthcare industry
- Preferably with an established network of relevant stakeholders
- Experience in innovating business and revenue models e.g. risk sharing, value based, outcomes based etc…
- Experience in developing pricing models and strategies
- Preferably based in Barcelona but open to other locations;
Skills & Capabilities
- Ability to build strong interpersonal relationships with peers, leaders, and other senior leaders within the firm.
- Strong presentation skills.
- Proven experience in managing and understanding complex issues and their interrelationships by having strong creative thinking capabilities to create new solutions and concepts.
- Proven track record of liaising with a diverse team across multiple departments and geographies.
- Proven ability to work well under pressure, meet tight deadlines, and respond to changing priorities.
Travel requirements:
50% travel time, as business conditions require
People Manager Core Competencies
Building Talent
Planning and supporting the development of individuals’ knowledge, skills, and abilities so that they can fulfill current or future job responsibilities more effectively.
Customer Focus
Ensuring that the internal or external customer’s perspective is a driving force behind strategic priorities, business decisions, organizational processes, and individual activities; crafting and implementing service practices that meet customers’ and own organization’s needs; promoting and operationalizing customer service as a value.
Decision Making
Identifying and understanding problems and opportunities by gathering, analyzing, and interpreting quantitative and qualitative information; choosing the best course of action by establishing clear decision criteria, generating and evaluating alternatives, and making timely decisions; taking action that is consistent with available facts and constraints and optimizes probable consequences.
Driving for Results
Setting high goals for personal and group accomplishment; using measurement methods to monitor progress toward goals; tenaciously working to meet or exceed goals while deriving satisfaction from that achievement and continuous improvement.
Driving Innovation
Creating an environment (culture) that inspires people to generate novel solutions with measurable value for existing and potential customers (internal or external); encouraging experimentation with new ways to solve work problems and seize opportunities that result in unique and differentiated solutions.
Emotional Intelligence Essentials
Establishing and sustaining trusting relationships by accurately perceiving and interpreting own and others’ emotions and behavior; leveraging insights to effectively manage own responses so that one’s behavior matches one’s values and delivers intended results.
If you are interested in constantly learning and being challenged on a daily basis, we encourage you to submit your resume or CV.
Werfen appreciates and values diversity. We are an Equal Opportunity/Affirmative Action Employer M/F/D/V.
www.werfen.com