General Manager in Nationwide US at HemoCue America

Date Posted: 11/9/2018

Job Snapshot

  • Employee Type:
    Full-Time
  • Location:
    Nationwide US
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:
    11/9/2018

Job Description

Job ID: HEM000565

About Us

HemoCue, acquired by Danaher in April 2013, is a global leader in point-of-care testing. We are convinced that HemoCue point-of-care testing contributes to better healthcare, by providing the data you need, when and where you need it, to make accurate healthcare decisions quickly. In 1982, HemoCue AB introduced the first accurate, near-patient hemoglobin test. The company also sells point-of-care tests for glucose, urine albumin, HbA1c, total and differential white blood cell count which are being used in over 130 countries. Further information, visit http://www.hemocue.com


Description

I. GENERAL SUMMARY & OVERALL CHALLENGES

HemoCue AB is a company with $113m. global revenue.  Danaher acquired the company in 2013.  We are a successful, innovative company, where talent management and continuous improvement are in focus. In this position, you will lead the US organisation, based in Brea, California, and be part of the HemoCue’s leadership team.

HemoCue US is the largest HemoCue sales company, with about 50% of global revenue and 65 associates.  

The US business encompass activities in multiple segments, most notably; Physician Office Labs (POL) with 90% of sales going through very large channel partners such as McKesson and Schein; Hospitals, where most sales go through Hospital focused channel partners Cardinal and Medline; Blood banks, a segment in which HemoCue commands 70%+ market share in Hb diagnostics and to which HemoCue sell direct; and finally Public Health Anemia screening conducted through the ‘WIC’ program.  HemoCue’s product sales to these segments is primarily Hemoglobin testing, secondarily Glucose testing and FOBT + Rapids testing, and tertiary other less developed product segments such as Hemolysis testing, Urine Analysis and point-of-care simple centrifuges.  The combination of multiple segments, multiple product categories, and indirect as well as direct sales channels, makes for a complex position both from a leadership and analytical perspective.

To become successful in this position, you need to be a strong leader with coaching skills, strategic and attentive to details while seeing “the big picture” at the same time.

II. KEY RESPONSIBILITIES

• Own HemoCue US P&L, deliver CVD targets by driving CVD’s (revenue growth, OP expansion, working capital, associate turn-over and internal fill rate)

• Alignment between HemoCue US and global functions (particularly global marketing) by working directly with Senior Director Global Marketing and President to align on US local strategy

• Drive critically important CVD’s for indirect distribution channels (covering POL and Hospitals) by managing US sales & marketing strategy and tactics

• Deep and broad understanding of US Indirect Distribution, owns and is comfortable with McKesson & Schein relationships (supported by KAM’s for each channel partner). It will be important to maintain a high customer satisfaction index

• Harvests and provides US voice-of-customer input to product roadmap using standard DBS processes (eg. VOC, UXDNA, PPG, other) and working positively with the global marketing function

• Implement / drive US processes to foster positive ROI on individual processes; Lead generation, customer retention, segmentation, business development, in alignment with global standard work



Job Requirements



Qualifications

III. REQUIREMENTS FOR THIS POSITION

a) Position Specific Competencies / Experience

• Experienced leader of diagnostics sales subsidiary including; Marketing-Customer Service-Regulatory,

Sales leader with the credentials to gain the loyalty of - and the right to lead – a proud US sales function

• Deep experience managing Indirect Sales through Channel Partners.  Ideally to POL, alternatively to Hospitals

• Strong strategic & analytical mind. 

b)  Education

• Commercial or Engineering focused master degree.   MBA degree is desirable

c)  Language

• Perfect English required. No other language requirements.

d) Travel (required estimated % of time)

• Approx. 50 days / year away from home office (Brea).  Important to visit the field, gain first-hand experience.

IV. PERSONAL TRAIT PROFILE

• Ability to interact with all levels of associates and work in a team-oriented environment

• Must possess a high sense of urgency and a strong work ethic

• Must have a strong service orientation, with excellent follow-up / follow-through

• Process improvement orientation

• Must be willing to embrace change and able to implement change

• Excellent written and oral communication skills

• Must be willing to be hands-on, but able to delegate effectively

• Must have the highest degree of integrity and ethics

• Ability to plan, organize and complete assignments in a timely and accurate manner

• Must be dependable and able to work independently with minimal supervision

V. KEY RELATIONSSHIPS

a) Internal

Important relationships include: HemoCue VP Global Marketing, HemoCue VP Global Customer Operations & Supply, Radiometer GM US, and DHR Dx OpCo leads in relation to POL.   Need to leverage strong personal relationships to cross-functionally, cross-OpCo and cross-HemoCue optimize asset allocation.

b) External

HemoCue GM, US will interact extensively with multiple external partners, most notably;  Channel partners McKesson, Schein, Cardinal, Medline, Owens & Minor, and end-customers; POL’s, Hospitals and Blood Banks.   Additionally OEM partners such as eg. Philips.

VI. WHY IS THIS POSITION AN ATTRACTIVE OPPORTUNITY?

Achieving success in this position will allow you to develop further within Danaher. The Danaher family of companies – all with similar mind-set and business tools - opens global opportunities for career development.

You will get a great opportunity to learn the Danaher Business System – and excellent lean package, that will help you evolve as a manager. Danaher sets very high standards for their employees and this is recognized globally. Thus, this position is an attractive opportunity for you to develop and increase your potential significantly and enhance your career path.



Danaher Corporation Overview

Danaher is a global science & technology innovator committed to helping our customers solve complex challenges and improve quality of life worldwide. Our world class brands are leaders in some of the most demanding and attractive industries, including life sciences, medical diagnostics, dental, environmental and applied solutions. Our globally diverse team of 67,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $18.3B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 1,200% over 20 years.
At Danaher, you can build a career in a way no other company can duplicate. Our brands allow us to offer dynamic careers across multiple industries. We’re innovative, fast-paced, results-oriented, and we win. We need talented people to keep winning. Here you’ll learn how DBS is used to shape strategy, focus execution, align our people, and create value for customers and shareholders. Come join our winning team.