Oxford Immunotec, Inc.

Vice President Commercial - Americas (VP)

Job Location US-MA
Posted Date 2 months ago(7/21/2021 11:54 AM)
ID
2021-2206
# of Openings
1
Department
Sales

Overview

This position is responsible for profitably growing OI’s business in the Americas region (North & South America) and ensuring all operations are meeting or exceeding customer expectations. The VP, Commercial Americas is responsible for leading all sales and marketing personnel in the region, leveraging all company resources including technical services, medical affairs and regulatory to enhance sales execution and customer satisfaction. The VP is responsible and accountable for developing relationships with key customers and business partners to sell the Company’s products.

Responsibilities

  • Line management of the Americas Commercial function, ensuring sufficient resourcing and skills to accomplish the goals of the group. Recruiting and building the Company’s team in region to meet the current and future needs of the business. Create learning and career development opportunities within the team, proactively manage succession plans and be an effective coach to members of the team.
  • Development of regional and national go-to-market strategies to maximize revenue potential
  • Meeting or exceeding quarterly and annual revenue targets, as well as other financial targets (e.g. spending, margin, profitability etc).
  • Development and implementation of revenue goal setting and compensation plans.
  • Playing a critical role in discovering gaps and opportunities in the field when travelling with sales reps that inform marketing and other functions to develop programs and tactics to address them.
  • Clearly articulating the company’s strategy, and product value proposition in presentations to both internal and external constituents
  • Providing hands-on, collaborative leadership across the organization; partnering effectively with other key functional areas of the company, including other Commercial Regions, Global Marketing, Global Technical Services, Research and Development, Medical Affairs, Finance, Operations, Manufacturing, and Legal in order to deliver against commercial goals and objectives.
  • Execution of robust sales forecasting and S&OP processes.
  • Leading the development of and execution against the sales forecast, working across all facets of the company to track progress against goals and budget; refining, building, and implementing quantitative and qualitative processes that measures and ensures achievement of objectives, without exception.
  • Generating informative reports for the CEO and CCO relating to the progress of the go-to-market strategy, operational targets and new market development opportunities.
  • Development of high-level relationships with Key Opinion Leaders and key customers and business partners. Selection, negotiation and relationship management of key business partnerships.
  • Becoming a product expert both in the technical attributes of the product, but also in the most successful sales process/tactics.
  • Attending regional, national or international conferences representing the Company and its products. These may require national or international travel and/or working on weekends.
  • Displaying a positive attitude towards feedback and self-improvement and demonstrating an ability to learn new competencies and ways of working.
  • Acting within the Company’s general guidelines and within budgets and boundaries set by his or her manager.
  • Championing Compliance activities and setting ‘tone from the top’ in the region.

Qualifications

People Management Competencies

  • Is able to articulate and implement the company’s goals, vision and values
  • Encourages a culture of creativity and ensures innovation is harnessed and supported
  • Serves the need of the team and advocates for them
  • Promotes communication and introduces creative knowledge sharing forums for the team and the wider team which encourage discussion.
  • Is able to inspire and motivate others during change or uncertainty.
  • Builds matrix teams and is able to lead without control
  • Is a proficient coach and provides support without direction
  • Is able to identify mentoring opportunities for others and creates opportunities for personal growth.
  • Creates varied, challenging and specific IDPs to support career development and succession plans
  • Champions cultural diversity and demonstrates inclusive management practices
  • Is able to identify skills development needs and plan for skill acquisition through considered and long term succession plans
  • Creates mutli-disciplinary teams and hires high quality personnel to deliver company goals
  • Able to lead a highly motivated, high performance team

Role Specific skills and Experience

 

Technical skills and abilities

  • Relevant degree and >15 years IVD industry experience in commercial functions; including >5 years in a blue-chip company and >2 years in a small/rapidly growing company.
  • Demonstrated success selling equipment, reagents and service solutions in medical diagnostics.
  • Demonstrated success in selling to both physicians and laboratories or other B2B customers in the Americas region.
  • Proven experience in full P&L management responsibility
  • Proven ability to establish senior level industry relationships and leverage these for sales growth and market development.
  • Proven ability to negotiate and manage relationships with business partners.
  • Demonstrated success in developing go-to-market strategies in the Americas region.
  • Proven ability to launch new products, including ability to learn and adapt sales messaging to market dynamics.
  • Experience of managing and developing direct sales teams and distributors
  • Experience in nurturing key opinion leaders to become product advocates.
  • Ability to manage complex business models – either multiple product lines, channels or geographies

Behaviours

  • Intellectual curiosity and analytical depth
  • Strong execution
  • High energy and entrepreneurial
  • Good interpersonal skills.
  • Highly articulate and strong presentation skills.
  • A belief (and according action) that attention to detail matters.
  • A belief that successful strategies and tactics can only be generated from obtaining first-hand experience from calling on customers and prospects.
  • Ability to inspire others to follow.
  • Ability to manage the performance of others to deliver on a clear sales plan.
  • Able to inspire and motivate others during change or uncertainty.
  • Proficient coach and with a track record of developing individuals.
  • Able to identify mentoring opportunities for others and creates opportunities for personal growth.
  • Champions cultural diversity and demonstrates inclusive management practices
  • Impeccable ethics and integrity

Environmental Factors

  • Up to 50% travel (national & international)

 

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