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VP/GM APJ Commercial

1 month ago

Singapore Danaher Corporation Full time

GENERAL SUMMARY & OVERALL CHALLENGES

Provide direction and regional leadership to achieve/exceed revenue, margin, operating profit, market share and customer satisfaction goals for the Leica Microsystems’ commercial organization in Asia Pacific countries (excluding China). Develop and lead the implementation of a commercial strategic plan & Go to Market strategy that balances short-term and long-term objectives, leading to sustainable, profitable growth and increased market share. The role provides leadership to her/his commercial leadership and teams spanning sales, service and customer care across the entire Leica Microsystems product and services portfolio. Go-to-market channels include a combination of direct sales as well as indirect sales dealer and agent management. The role sets the tone for building and engaging a high-performing, diverse commercial organization and driving commercial excellence based on world-class processes, capabilities and a strong culture of integrity and compliance.

KEY RESPONSIBILITIES

  • LMS Strategy:

Contributes to the commercial LMS strategic business plan & is part of L1 extended team, providing market and customer insights and trends, with the goal of delivering sustained growth, improving financial performance, and increasing market share. Actively leads and contributes to LMS-wide initiatives such as Policy Deployment, etc.

  • P&L Management:

Owns commercial P&L for APJ Region and manages P&L KPIs to deliver the objectives margin, OMX & OPEX, WCT, Pricing & OP.

Works closely with Finance Leader and his/her direct reports to deliver on the financial objective above. Ensures optimum demo management, low inventory, and cash collection.

  • Sales Strategy and Commercial Management:

Together with her/his team, develops a strong Go to Market commercial strategy and organization to gain market share and ensure sustainable core growth, delivering of financial targets. Ensures oversight of consistent application of LMS/DHR sales methods and processes across the entire region to improve commercial excellence and win rates. Translates strategy in actionable plans and ensures adoption from teams.

  • Ensure daily management & standard work are applied to deliver on monthly/ quarterly/ annual forecast and leverage funnel management to grow our business by winning new customers, expanding our share wallet of customers, and avoiding losses of existing customer.

  • Continuously evaluates and drives for optimum sales and distribution channels for the relevant product portfolio in dedicated geographies.

  • Customer Service & sales operation:

Supports the development and implementation of the Regional Service Growth Strategy. Works with Service leadership to ensure that Service processes are operated at high quality and service revenue is growing over-proportionally. Facilitates evolution and digitalization of Service so that customer experience and satisfaction are primary differentiating factors for LMS.

Drive process improvement & efficiency on order processing, tender management, and backlog conversion to improve on time delivery & accelerate order to revenue.

  • People and organizational leadership:

Builds a high performing and engaged organization by driving commercial competency development, actively developing successors, and setting standards for performance and engagement. Push for transforming further her/his organization attracting the right profiles in critical roles. Provide leadership to ensure all team member can achieve established targets and are accountable for key performance objectives in terms of sales, market share and profitability. Leads by example, provides coaching and mentorship, and promotes a diverse and inclusive culture within the commercial team and Leica overall.

  • DBS / Continuous improvement:

Drives use of Danaher Business Systems (DBS) tools to challenge and elevate the business capabilities of the teams (eg. transformative marketing) in a manner which motivates the teams to strive for continuous improvement and organizational excellence. Ensure strong focus on daily management on the local level.

Provides leadership to ensure metric-driven results (e.g., coverage, win rate) and to determine annual targets and budgets. Uses Salesforce data to monitor and drive volume

  • Market insight and building the Leica brand:

Leveraging Marketing teams (dotted line), the role monitors scientific and industry trends, collaborating to identify new market development opportunities. Builds brand awareness and preference for LMS products. Leads the active and productive cooperation with business units (Life Science & Research, Medical & Applied).

  • Compliance:

Ensures 100% compliance with DHR and Leica compliance and integrity guidelines. Strengthens the LMS culture of integrity and compliance through regular training, establishing strong processes and oversight, and driving holistic business ownership within the commercial teams.

REQUIREMENTS FOR THIS POSITION

  • Minimum of 18 years of increasing responsibility within medical technology and life sciences markets (instrument business vs consumables), or adjacent scientific products segment in a variety of service/ marketing/sales positions to include: sales management,

product/marketing management, customer service, strategic planning, new business development, market research, etc.

  • Proven (successful) track record (10 years) in leading the Commercial & Service organization in a global environment of a technology-driven, solutions-based company of relevant size in annual sales. Experience in APAC region required.

  • A demonstrated capacity for strategic thinking/planning as well as tactical implementation. Successfully designed and executed such plans within related markets.

  • Successful track record of effective communication and teaming at a multicultural, global organization with demonstrated results in new product introduction, sales/profitability increases, and market share gains.

  • Proven leader in building/developing an organization with a clear vision of what a good organization looks like – from a people perspective as well as shaping an organization to address growth and go-to-market opportunities.

  • Demonstrated capability in the leadership, attraction, development, and management of professionals and leaders. The successful candidate will have a reputation as a strong leader, able to create followership, an excellent communicator and outstanding developer of management talent.

  • Master DBS tools SCR, Funnel Management, Transformative Marketing, Product Launch Excellence, Pricing and Growth Room

PERSONAL TRAIT PROFILE

  • Ability to think strategically and follow through tactically, proven leader of organizational change with strong sense of ownership and accountability.

  • Clear orientation to results and cost-sensitive

  • Strong communication skills, customer focused, change agent, strategic and tactical.

-High level of integrity, honesty, commitment to self and others, decisiveness, and flexibility.

Education

-Undergraduate degree in a relevant discipline is required; an MBA or other advanced degree is ideal.

Travel (required estimated % of time)

30 to 40 %

V. KEY RELATIONSHIPS

a) Internal

• SVP Commercial Operations

• Global Service

• Business Unites

• Global Marketing

• HR

• Finance

• Legal

• QA+RA

• DHR regional leadership

b) External

• Customers

• KOLs

• Distributors, dealers

• External partners

• Industry associations

At Danaher we bring together science, technology and operational capabilities to accelerate the real-life impact of tomorrow’s science and technology. We partner with customers across the globe to help them solve their most complex challenges, architecting solutions that bring the power of science to life. Our global teams are pioneering what’s next across Life Sciences, Diagnostics, Biotechnology and beyond. For more information, visit www.danaher.com.

At Danaher, we value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.

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