Regional Business Director

Regional Business Director 

 

Role Overview:

• Government Affairs & Market Access
• Business Development
• Strategic Planning & Commercialization
• Sales Forecasting and Pipeline Management
• Sales Quota Attainment 
• Distributor Relationship Management
• Channel Management & Sales Distribution
• Enterprise & Strategic Partnerships
• Team Leadership and Development

 

Hologic, Inc. is a leading developer, manufacturer and supplier of premium molecular diagnostic products and services that are used to diagnose human diseases, screen donated human blood and to aid in biomedical research. Hologic is also a leader in the development, manufacturing and sales of medical imaging systems and biopsy devices as well as surgical and treatment products, with an emphasis on serving the healthcare needs of women. Our business is dedicated to impacting the lives of people across the globe through the early detection of disease, improved diagnosis, and less invasive treatments. 

 

None of this would be possible without the talent and passion of our employees. Together, our expertise and dedication to developing and sharing more robust, science-based certainty drives our global presence and a promising pipeline that responds to the unmet health and wellness needs of women, families, and communities.

 

Our company believes that people are our greatest asset and only by recruiting, hiring, developing, and retaining the most talented employees can we continue to be successful. Our work atmosphere is stimulating, innovative and customer focused. We provide employees with state-of-the art tools and technology, a collaborative and passionate work environment, and the ability to make a dramatic difference in the world of healthcare. 

 

We are rapidly growing and yet we have never been more focused – on our people, on our growth, on our future. There has never been a more exciting time in our company’s history.

 

Our Purpose – We enable healthier lives, everywhere, every day.

Our Passion – Become global champions for women's health.

Our Promise – The Science of Sure.

 

ROLE DESCRIPTION

Government Affairs & Market Access:

• Monitor and analyze government policies, regulations, and socioeconomic trends that may impact business operations.
• Develop and implement strategies to navigate market access challenges, including regulatory hurdles and trade barriers.
• Build and maintain relationships with key government officials and industry stakeholders.
• Find creative selling solutions to overcome market access challenges.

 

Business Development:

• Identify and pursue new business opportunities, including new markets, products, and services, considering market access barriers.
• Develop and present business proposals to potential partners and clients, adapting to cultural and socioeconomic differences.
• Develop and execute business development plans.

 

Strategic Planning & Commercialization:

• Develop and implement a comprehensive strategic plan for the LATAM region, including market analysis, competitive positioning, and growth initiatives, with a strong focus on commercialization.
• Identify and evaluate new market opportunities, and develop go-to-market strategies, considering socioeconomic and political factors.
• Monitor and report on the progress of strategic initiatives, adjusting plans as needed to achieve objectives, and adapting to market fluctuations.
• Lead the planning for and execution of new product introductions while working closely with cross functional stakeholders.
• Promote cross functional and cross divisional strategy, communication, and tactical planning to maximize revenue opportunities.

 

Sales Forecasting and Pipeline Management:

• Develop and maintain accurate sales forecasts, providing timely and reliable insights into management, considering market volatility.
• Effectively manage the sales pipeline, ensuring accurate tracking, timely progression of opportunities, and accurate forecasting.
• Maintain accurate CRM records.

 

Sales Quota Attainment:

• Develop and execute sales strategies to consistently achieve and exceed quarterly sales quotas for the LATAM region.
• Analyze sales data, market trends, and socioeconomic indicators to identify opportunities for growth and improvement.
• Build a winning culture of sustainable growth, top performance, and excellence by exceeding top line revenue and bottom-line profitability targets.
• Establish go to market strategies across the portfolio and region by understanding market insights to maximize growth opportunities.
• Develop and execute a strategic portfolio plan to exceed revenue and profitability targets.

 

Distributor Relationship Management:

• Cultivate and maintain strong, productive relationships with LATAM distributors, leading to increased sales and market penetration.
• Proactively identify and address distributor challenges, develop and implement effective action plans, and consider local business practices.
• Create action plans to address distributor issues and execute.

 

Channel Management & Sales Distribution:

• Develop and manage effective channel strategies to optimize sales distribution and market reach, considering regional variations.
• Recruit, train, and manage distributors and channel partners to maximize sales performance.
• Optimize distribution networks, adapting to logistical and infrastructure challenges.
• Build transparent, collaborative, and strong relationships with distribution partners focused on growth to continually improve financial performance and brand recognition across the region.

 

Enterprise & Strategic Partnerships:

• Identify, cultivate, and manage strategic partnerships to drive business growth and market expansion, including partnerships with government entities.
• Negotiate and manage partnership agreements, ensuring alignment with company objectives and compliance with local regulations.
• Develop joint business plans with key partners.

 

Team Leadership and Development:

• Lead, mentor, and develop the LATAM sales team, fostering a high-performance culture and providing opportunities for professional growth.
• Conduct regular performance reviews and provide constructive feedback to team members.
• Hire, train, develop, and provide ongoing coaching to LATAM team via observation, meetings, and real time feedback.

 

Communication and Collaboration:

• Communicate effectively with team members, distributors, partners, government officials, and internal stakeholders, ensuring clarity, timeliness, and responsiveness.
• Collaborate with cross-functional teams to support sales initiatives and achieve company objectives.

 

Problem-Solving and Decision-Making:

• Proactively identify and resolve complex problems, demonstrating sound judgment and decision-making skills, considering socioeconomic and political factors.
• Take ownership of problems and create plans to solve them.

 

SKILLS, KNOWLEDGE AND BEHAVIORS

Skills:

• Strategic planning and execution, considering socioeconomic factors.
• Sales and channel management.
• Partnership development and management, including government partnerships.
• Business development and commercialization.
• Negotiation and contract management.
• Data analysis and reporting, including socioeconomic data.
• CRM and sales software proficiency.
• Presentation skills.
• Creative selling.

 

Knowledge:

• LATAM market dynamics, cultural nuances, and socioeconomic trends.
• Sales distribution and channel strategies.
• Enterprise and strategic partnership models, including government partnerships.
• Business development and commercialization best practices.
• Financial acumen.
• Government affairs, and market access strategies.

 

Behaviors:

• Accountability and ownership.
• Proactive problem-solving, considering political and economic factors.
• Strong communication and collaboration.
• Results-oriented and driven.
• Strategic thinking and planning.
• Adaptability and flexibility.
• Attention to detail.
• Strong work ethic.
• Political and cultural awareness.

 

QUALIFICATIONS

• 5+ years relevant top sales performance or equivalent experience with demonstrated success of sustainable growth.
• 3-5 years management or equivalent leadership experience with demonstrated strong competency and proven track record in sales management, people development and leadership in LATAM.
• Strong commercial and business acumen.
• Excellent oral and written communication skills.
• Up to 70% of travel is required for distribution partner/customer meetings, conferences, regional leadership meetings, and various internal meetings.
• Strategic planning and organizational skills.
• Proficiency in Microsoft office 

 

EDUCATION

• Bachelor’s degree

 

EXPERIENCE

• Strong leadership experience and interpersonal skills.
• Fluent in English, Portuguese, and Spanish

 

Agency and Third Party Recruiter Notice:

Agencies that submit a resume to Hologic must have a current executed Hologic Agency Agreement executed by a member of the Human Resource Department. In addition Agencies may only submit candidates to positions for which they have been invited to do so by a Hologic Recruiter.  All resumes must be sent to the Hologic Recruiter under these terms or they will not be considered.

 

Hologic’s employees are subject to third-party COVID-19 vaccination requirements, including from customers and governmental entities. Hologic is an equal opportunity employer and consistent with federal, state, and local requirements, will consider requests for reasonable accommodation based on disability or sincerely-held religious beliefs where it is able to do so without undue hardship to the company.

Hologic, Inc. is proud to be an Equal Opportunity Employer inclusive of disability and veterans.

#LI-KM3