Head of Trade Sales

Ascensia Diabetes Care is a global specialist diabetes care company, dedicated to helping people living with diabetes. Our mission is to empower people living with diabetes through innovative solutions that simplify and improve their lives. We use our innovation and specialist expertise in diabetes to develop high quality solutions and tools that make a positive, daily difference for people with diabetes.

POSITION PURPOSE:

The purpose of this position is to provide vision and transformation leadership across national and regional Trade and Mail Order sales channels. You will:

• effectively lead the entire U.S. trade and mail order channels in sales execution with the objective of

  expanding sales through key accounts which will generate profitable revenue and volume on target with/above budget expectations

• grow Ascensia Diabetes Care share within the Diabetes market.
• strategically understand the customers, competitive activities, pricing/contracting trends which can impact product access, utilization and profitability.
• accountable for the overall organization, strategic planning, direction deployment and coordination of the trade and mail order sales organization within the United States.
• responsible for setting the short and long-term strategic direction within trade and working across channels/depts to drive execution that delivers plan.

MAJOR TASKS AND RESPONSIBILITIES OF POSITION:

• Direct and lead the Trade and Mail Order sales activities throughout the country to achieve or surpass annual budgeted objectives. Within the framework of ADC Corporation policies, develop, prepare and execute short and long-term strategies and plans for the Trade and Mail Order sales organization, which will ensure profit objectives are met and that growth of the business within the country is in accordance with Diabetes Care objectives.
• Annually prepare and assign Trade and Mail Order sales and revenue objectives. Prepare corresponding expenses and capital expenditure budgets with appropriate recommendations. Oversee National and Regional Trade and Mail Order Account management activities to maximize product access, utilization, and profitability of existing and future products. Implement and monitor standard operating policies and procedures for the National Trade and Regional organizations to optimize full business potential.
• Collaborate with US commercial functions to ensure business objectives are met including Finance/Controlling, Marketing, Scientific Affairs, Insights & Analytics, and Pricing / Contracting. Ensure trade programs and activities are aligned across the marketing and Access & Integrated Sales teams.
• Interface regularly with Finance to develop, revise and confirm sales forecasts for both overall business planning and S&OP.
• Cultivate relationships with priority customers with an emphasis on building relationships with Wholesaler and Retail customer base consistent with business objectives as they play a critical role in channel promotion for the Diabetes Care business. Build and maintain senior executive relationships with targeted accounts.
• Lead Country Trade and MO Marketing execution to drive sales
• Lead US meetings and events execution.
• Develop and maintain the image of the ADC Corporation as a leader in the Diabetes product line. Ensure Diabetes Care management is informed on a timely basis of all significant events, market opportunities, and technical developments within the United States.
• Work with both direct and indirect sales and marketing staff, as well as applicable channel customers to identify, evaluate and justify opportunities for improving in-line products, line extensions and ancillary products. Accomplish this through identifying and developing best practices to drive sales results via the Trade and Mail Order organization.
• Anticipate Trade and Mail Order trends in competitive landscape and marketplace and proactively develop plans in advance of change to address competitive challenges and maximize market opportunities.
• Responsible for organizational and personnel development of the staff within the limits of the personnel budget. This responsibility includes the recruiting, training, and development of the human resources under their control.
• Effectively work with management to achieve synergistic business goals and objectives consistent with the ongoing one face to customer approach.
• Oversee the negotiation of mutually beneficial innovative corporate contracts for national and influential regional accounts to ensure access, growth and profitability of products.

QUALIFICATIONS:

• 10 years of experience in Trade sales, corporate/national accounts.
• Direct experience and extensive knowledge of Trade/distribution is required.
• Demonstrated strong strategic, business planning and business development skills
• Demonstrated strong financial skills plus P&L management experience; including managing

  CAF funding and utilizing resources to drive business opportunities and growth.

• In-depth knowledge of the Diabetes Care industry, Ascensia Diabetes Care products,

  policies, procedures, and the sales cycle.

• Effective communicator and possess well-developed analytical skills.
• Strong organizational and managerial skills are required to manage a diverse workforce

  spread over a large geographical area.

• Broad knowledge of multiple functional areas including

  marketing, finance, personnel, and customer service and be able to work

  collaboratively (internal or external) to achieve results.

• Requires leadership skills to effectively coach and motivate a team, as well as the ability to

  recruit and train qualified candidates.

• Exhibit ability to successfully handle multiple projects at once.
• Demonstrated track record of individual and business performance success through

  directly/indirectly leading people, focusing on customer needs, and utilizing

  strong judgment and decision-making, measured by achievement of established goals.

• Demonstrates high degree of presentation skills; computer skills and oral communications skills.
• Ability to communicate key messages fluently to all levels of customers and

  management; can communicate complex ideas/issues in a systematic and simple approach.

• Experience in building strong channel and customer relationships particularly

  with top customer accounts (retail, wholesaler, and MO).

• Proactive, results-oriented leader, with demonstrated ability to recognize trends

  opportunities and/or threats; facilitate issues and delegate appropriately.

Competencies:

• Delivering Results
• Leading, Coaching and Evaluating Performance
• Hiring and Retaining Talent
• Thinking Strategically
• Business Planning & Execution
• Building Effective Relationships
• Judgment and Decision Making
• Focusing on Customer Needs

YOUR APPLICATION:

Ascensia offers a wide variety of competitive compensation and benefits programs. If you meet the requirements of this unique opportunity, and are driven by innovation and the desire to improve the lives of our patients, we encourage you to apply now. Job postings will remain open for a minimum of five business days and are subject to immediate closure thereafter without additional notice.

TO ALL RECRUITMENT AGENCIES:

Ascensia does not accept unsolicited third party resumes.

Ascensia is an Equal Opportunity Employer including Disability/Protected Veterans.

If you are interested in applying for employment with Ascensia and need special assistance or an accommodation to use our website, please contact us at ApplicantAccommodations@ascensia.com