International Business Manager, LatAM

To deliver growth in the Surgical products portfolio within the Americas division; develop KOL relationships and liaise effectively with the key Group functions in Worthing to deliver the objectives of the 5YP. The International Business Manager, Americas post is a crucial role within Rayner carrying delegated responsibility to identify, explore and convert sales opportunities into revenue for the business.

Reporting into the Director Americas, the International Business Manager, Americas is expected to work autonomously, using their own initiative to engage with and grow a diverse client group, developing and maintaining relationships with key stakeholders both within and beyond the business. The post holder will be expected to manage their own workload effectively to maximise business opportunities, and report quarterly on their performance against plan.

KEY ACTIVITIES/

ACCOUNTABILITIES

Latin America, indirect markets

*       Develop the overall commercial strategy plan with the Americas Director in line with objectives of the 5YP.

*       Plan and manage overseas sales through direct customers, distributors, and other relevant sales outlet, achieving or exceeding annual sales targets.

*       Identify potential partners/ distributors/ countries for export opportunities

*       Manage export accounts to achieve sales target, liaising closely with the Americas Director, to develop and maximise all sales opportunities

*       Negotiate and manage contracts for distributions as required to enable effective trading, operations, and customer relations

*       Develop knowledge and understanding of local requirements for medical devices

*       Develop export programmes to promote new products and actively support all product promotions to customers

*       Liaise with Customer Services and Marketing to process orders, enquiries, sample requests, catalogue requests and offer quotations

*       Deal with customer complaints in a professional and helpful manner, liaise with RA/QA & CS

*       Organise and attend customer field visits and represent company at trade shows as part of an agreed plan

*       Liaise with Customer Services to manage the movement of products in and out of the country in accordance with organisational policy and procedure, and to comply with relevant local, country, and international law and process

*       Manage the necessary administration and documentation for the efficient, cost-effective, and lawful execution of all export activities. Liaising with regulatory, finance and other departments as required

COMPETENCIES

*       Entrepreneurial flair and drive combined with a structured and analytical approach

*       Someone able to challenge, improve and develop existing practices

*       Strong commercial management skills, detail orientated and able to manage the day to day

*       Proven strategic skills to assess priorities, developing and implementing effective long-term plans

*       Numerate, with strong financial and commercial awareness - strong on the detail

*       Strong IT capability

*       Able to develop business relationships in the customer base at the highest level and manage growth

*       Enlightened, progressive, results orientated management style. Hands on operator with evidence of strong leadership and personal authority, as well as communication and people management skills

*       A team player and developer, providing constructive interpersonal relationships within the business

*       High degree of integrity

Act in line with our Company Values:

       Ambition: We have the drive to continuously improve*

       Integrity: We are accountable for what we do acting ethically and in the best interests of our customers, patients, and stakeholders *

       Openness:* We positively consider new ideas and challenges

       Respect:* We support each other and our customers to succeed

External:

Distributor Companies, Public Sector Frameworks, Private Practice Networks, Cataract and Refractive Surgeons, KOLs, Procurement, Business Manager, Theatre Staff, and other key personnel 

 QUALIFICATIONS/ TRAINING

• Educated to postgraduate degree level or equivalent in Sales, Marketing, Life Sciences or a related field.
• ABPI, ABHI and MIA Registered
• Holder of a current full driving license

EXPERIENCE

Extensive experience in an ophthalmic surgical and or pharmaceutical company with experience and understanding of Secondary Care, Primary Care and the Wholesale Sector in direct and indirect markets.

• Strong B2B experience with negotiation and interpersonal skills critical 
• Deep knowledge of market access and regulatory processes within Latin America 
• Substantial sales management experience within an ophthalmic medical equipment business, ideally intraocular lenses
• Successful record of delivering sales strategy and exceeding sales targets
• Coaching, mentoring and leading high-performance sales professionals
• Experience of introducing new products and ideas into new areas
• Extensive knowledge of Ophthalmology with Phaco, IOLS, Cataract Refractive Surgery experience essential 
• Proven sales experience in a premium IOL role and previous experience at designing and implementing successful practice development programs and initiatives a distinct advantage 

The successful will be highly conscientious and motivated, with a flexible approach and a ‘can do’ attitude with the energy to complement our high performing environment. They will also be competent in working at all levels with the ability to motivate and support a developing sales team.