General Manager

Job content

GM - UK & Ireland |Prevention and Rehabilitation (P&R)

This position will lead the UKI Prevention & Rehabilitation Business, currently with 20 - 30 employees, approaching 20M $revenue that will include four distinct product lines – Bracing & Supports, Chattanooga Recovery Science devices, Regen CMF, bone stimulation devices and Vascular Solutions (FCS).

Bracing & Supports designs, manufactures, markets and sells a broad line of Cold therapy, rigid bracing and soft good products (including DonJoy, Exos, Aircast and ProCare brands) to orthopedic surgeons, hospitals, surgery centers, physical therapists, athletic trainers and other healthcare professionals. In addition to conventional technologies, the division has developed many leading-edge, proprietary patented braces, including the world’s first titanium brace, the DonJoy A22 as well as the X-4® Smart Brace with Motion Intelligence®; the first knee brace for the total knee arthroplasty market that monitors in real time and enables connectivity throughout the continuum of care.

Chattanooga is the world’s largest manufacturer of rehabilitation equipment for treating musculoskeletal, neurological and soft tissue disorders.

Regen (aka Regeneration) includes CMF bone growth stimulation products that provide medical professionals with an effective tool for healing non-union fractures and primary lumbar spinal fusion procedures.

Vascular /FootCare Solutions includes both the Dr. Comfort® and Elastic Therapy, Inc. (ETI) businesses. Dr. Comfort is the worldwide leading provider of diabetic footwear offering quality, comfort and style. ETI is a world leader in the design and manufacture of private label medical compression products, which are worn to aid in the treatment and prevention of venous disorders of the legs.

The role should be located around the Guildford area, as a significant presence in Guildford is required.

The Role

Reporting to the Regional P&R General Management, the successful candidate will be responsible for a fully integrated P&L, creating and deploying strategies for the UKI market to deliver on revenue and margin commitments, and optimizing profitability.

The GM UKI P&R, will have an organisation covering Sales, Marketing, Contracts, Business Development, Customer Services Centre (inbound & outbound). A dotted line reporting structure is in place for Shared services / support centre.

The GM- P&R UKI will be responsible for attracting, developing, motivating, and retaining a diverse high performing organization and will build a culture of achievement and accountability by effectively managing talent and engagement that will focus on the following:

Sales and Marketing

• Develop a sales and marketing growth strategy that aligns the field sales organization with the company’s growth and profitability.
• Define territories and channels establishing quotas that maximize account coverage and optimize salesforce productivity.
• Drive rigor and discipline and enable effective oversight and forecasting and implement metrics that are true measures of innovation, achievement and progress.
• Continuously assess and improve sales force talent by measuring selling activity, new product introductions and ensuring accountability to maximize performance in every local market.
• Cultivate the P&R value proposition and develop, implement, and manage innovative ways in which to communicate the core message both internally and externally.
• Leverage hybrid Sales enablement strategies including automation, digitization and outbound selling.
• Manage contacts and key business relationships to ensure maximum customer/stakeholder satisfaction.
• Utilize knowledge of the market and competitive intelligence to establish pricing that reflects the appropriate positioning of our products in the market and will drive volume and maximize profitability.
• Design and develop promotions that yield a desirable product mix and will drive profitability thought effective advertising utilizing various forms of media (i.e. Digital,social media, print etc.)
• Ensure sales team has the necessary product training and enablement tools in place to effectively represent the company’s offerings in the marketplace.

Collaboration and Change Management

• Although support functions report through the functions, the P&R leader has to be a charismatic and integrative leader aligning the UKI DJO workforce around a shared vision.
• Collaborate with shared services including Operations/Logistics, Finance, IT, Human Resources, Legal and Quality and Regulatory organizations for overall operational excellence.
• Co-lead deployment of the Colfax Business System and Direct Continuous Improvement Activities to achieve targeted improvement objectives.
• Manage relationships with peers across the Global Organization

Candidate Profile

• Shows past success in growing profitable sales organically.
• Measure success based on sustainable improvements in financial results.
• Commercial/Sales background combined with P&L responsibility as a Business Unit Direct or divisional leader.
• The ideal candidate is an experienced manager, passionate about leading high performance Sales and Marketing teams.

Competencies

• Track record of strong sales and marketing leadership focused on top line growth, profitability, and growing market share.
• Passionate about people and coaching them on the journey of continuous improvement.
• Proven ability to cultivate and maintain strong relationships with strategic customers.
• Experience overseeing a office and field-based sales force.
• Experience with medical technology (orthopedic devices, sports medicine)
• Bachelor’s degree with major in marketing, business, or similar, or equivalent combination of education and experience.
• Proven Experience in data analysis and ability to use analytics to drive business growth
• MBA /Advanced Professional Education preferred
• Travel: up to 50%, including some international travel