VP Commercial Europe (Diagnostics)

The organisation

For 35 years, Immucor has been offering products that enable patients who are in need of blood or an organ to receive the right match that is safe, accessible and affordable.

The result is life changing for a patient in need of a transfusion or transplant. We are a leading provider of transfusion and transplantation diagnostic products worldwide. As a global company with around 1000 FTEs and revenue of $400 million we are a global leader. Immucor is owned by TPG Capital.

In Europe there are having direct offices in multiple countries complemented by distributor partnerships. HQ are located just south of Frankfurt, Germany.

Immucor focuses on two main areas:

• Transfusion / Immunohematology diagnostics: Develops, manufactures and commercializes a complete line of serology and molecular based reagents and instruments used by hospitals, reference labs and donor centers to perform blood typing, and antibody screening and identification.
• Transplant diagnostics: Develops, manufactures and commercializes a complete line of solutions to perform HLA typing, and antibody screening and identification across multiple technologies including serology, molecular and advanced next generation sequencing.

The position

As the VP Commercial Europe you are the most senior position in Europe. You will be responsible for up to $ 100 million of revenue. Your 6 direct reports are the General Managers of Italy, France, UK, Benelux and DACH and a Strategic Account Director and a sales organization of ~55 FTE.

You will report to the Chief Marketing Officer and VP International Commercial Operations in the US.

The organization is set up with a functional business responsibility; you will be working in partnership and with dotted line responsibility with colleagues in Marketing, Scientific Affairs, Service, HR, IT, Finance, QA/RA and other support organizations.

In addition to achieving the financial plan, you will be responsible for driving the business forward to gain market share by

• supporting upstream Global Marketing’s development of business cases to invent and launch new products
• being a key partner with Marketing and senior corporate resources involved in the development of the annual and five year strategic plan
• building the right organizational structure to ensure success

Most important, it is critical that you:

• Are a sales leader with experience in the diagnostics market, ideally with a technical degree, some laboratory background, and extensive prior Sales leadership
• Experience in immunohematology/transfusion and/or HLA/transplant diagnostics is desired
• Have a proven track record of change management, organisational development and leadership skills
• Are able to earn the credibility and loyalty of the team to enable successful, healthy and motivated execution through people
• Are able to excel in the design of the organization, hiring and retaining top talent, coaching to achieve the highest goals and assertively manage poor performance.?

Tasks & responsibilities

• Meeting revenue, profit / EBITDA and penetration / market share goals
• Creating a visible, winning, and effective leadership culture through not only strong interpersonal skills but also through appropriate process cadence and discipline. For instance: business reviews, staff meetings, field travel, cross-function project teams, etc.
• Driving performance – in addition to interpersonal skills such as sense of urgency and positive attitude – through metrics and standardized reporting with associated action using tools such as CRM and dashboards
• Driving both direct ownership of sales, but also be a senior leader around other external environments impacting the European business such as regulatory, legal, reimbursement, and compliance landscapes
• Developing cross-functional strategies and tactics to anticipate and leverage trends
• Developing strong external relationships with key customers and prospects, KOLs, professional societies and other influencing stakeholders
• As a member of the CMO/VP International Commercial Operations staff, sharing insights and work collaboratively with all peers at the senior level in an effective manner to advance all initiatives, including cross-franchise "One Immucor" initiatives?

Candidate profile

• Proven experience and network in the diagnostics market
• Proven experience in leadership
• Potential relocation to Frankfurt (Germany) where the HQ is based
• Influential management style; visionary
• Excellent written and verbal communication skills in English language required; additional language skills are a desired plus, especially German
• Proficient in working with diverse variety of people from different cultures and backgrounds
• Exhibit strong interpersonal and organizational skills
• Empathic, people oriented and forward thinking with a “hands-on” mentality
• Able to frequent travel (40-60%); you should not have any travel restrictions

Terms & conditions

Immucor offers you a challenging position with good career prospects in a fast growing international company. They also offer a very competitive remuneration package.

Interested?

 

You are invited to apply for this position by following the link below. VITRU is exclusively assisting Immucor in finding the right candidate for this senior role. For more information, please contact VITRU in Barcelona on +34 (0)627 523 628.