Country Sales Manager-Australia & New Zealand

Company Overview:

Verathon is a global medical device company focused on supporting customers by being their trusted partner, delivering high-quality products that endure over time and ensure clinical and economic utility. Two areas where Verathon has significantly impacted patient care, and become the market leader in each, are bladder volume measurement and airway management. The company’s BladderScan portable ultrasound and GlideScope video laryngoscopy & bronchoscopy systems effectively address unmet needs for healthcare providers and meaningfully raise the standard of care for patients. Verathon, a subsidiary of Roper Technologies, is headquartered in Bothell, Washington, USA and has international subsidiaries in Canada, Europe and Asia Pacific. For more information, please visit www.verathon.com.

Verathon^® is looking for a Country Manager supporting our Australia and New Zealand market to become the newest member of our Sales Management team.

The overall goal of the Country Manager is to build a great business in their geographic remit through leading, developing and growing a team who consistently achieves target. This unique leadership opportunity allows for the management of the entire Verathon product portfolio, our direct sales teams within the Australia as well as our distribution partners both in Australia as well as New Zealand.  A great business will be characterized by a significant contribution to our strategic goals.

How will you add Value?

Be a trusted leader:

• Build a high performing result driven team that model Verathon’s (V7) core values.  Manage talent within the sales organization by attracting top talent, ensuring successful onboarding and focusing on engagement and development planning as a way of fostering career growth within the company.
• Provide regular coaching to Territory Managers on sales skills and strategies. 
• Guide Territory Managers in crafting sales solutions that meet customer needs while maximizing revenue and profitability.  Conduct regular ride along days with Territory Manager’s and provide coaching and feedback.
• Serve as part of the Australia/NZ leadership and management team in helping to determine the regional strategy, setting targets, budgeting and working collaboratively with other functions such as finance, human resources, logistics and technical service.

Business Management: 

• Design, create, execute and measure the sales strategy for the respective regions through managing and leading the local sales teams and distributor networks and ensure that all stakeholders responsible for the interface with Verathon’s end customers are motivated and clearly understand the business and sales strategies and goals.
• Facilitate significant long-term sustainable revenue growth and share gain for Verathon Australia/NZ. This will be achieved through equipping our sales teams, successfully launching new products and securing reimbursement for them and heavily impacting the strategy of our Australia/NZ business.
•  Lead the forecasting and reporting process, tracking and analytical measurement of the region’s performance.
• Manage and/or help support strategic engagements with local authorities and bodies for reimbursement, product registrations, and audits.
• Co-ordination of in-market capability (outside of sales competency) including, but not limited to KOL engagement, medical education programs, and Congress and Society meeting support.
• Manage the determination of which strategic engagements with regulators, corporate purchasing bodies, state health procurement, luminaries etc. need to be developed and maintained.

Achieve and Exceed Revenue Targets: 

• Set targets and execute the sales plans in conjunction with regional and global sales direction to achieve short- and long-term business objectives in terms of revenue, increased profit and in-market performance. Takes corrective action and identifies opportunities, as required.

 Understand your market:

• Lead the business planning processes end-to-end for the respective region.
• Secure and maintain pricing agreements with procurement departments in both state and private hospitals.
• Lead the process to secure, evaluate and renew Distributor partnerships across Australia and New Zealand
• Significant experience in working with state health procurement teams as you will be the primary point of contact for the submission of tenders. You will be responsible for a significant portion of the completion of the documents.

Who are we looking for?

Knowledge, Skills, and Abilities:

• Bachelor’s degree in business, Economics, Marketing, Science or related field.
•  MBA / post graduate education in Marketing or Business Management preferred.
• Minimum 5+ years of direct sales leadership experience with a proven track record of performance over time.  Experience in medical devices, pharmaceutical or capital equipment organisation preferred.
• Sales background must include experience across several lines of business/ channels, including direct and indirect sales.
• Needs to have the experience of cross functional expertise and multi-international experience in a complex and matrix environment.