Vp/gm Apj Commercial

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:

- 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 yea