Reports to:

Country Manager

Key Purpose of the Role:

Strategic Outcome:

Oversee the overall operations and management of the Laboratory division - take ownership for the formulation and direction of the division's growth strategy and implementation of projects and plans

Effective management of the divisions P&L ensuring a profitable performance for the division, driven by an engaged team striving to meet the department’s key performance targets, sales targets and agreed key performance indicators

Key Responsibilities

Desired Outcomes

Planning and Organization

Business Development/

Sales and Marketing

Technical Advisory and Product Advocate

ØPlan and manage the division according to agreed country development strategies.

ØManage the divisional P&L within allocated budget

ØEnsure compliance to policies, procedures and values in all areas of operational activity

ØSupport the delivery of all marketing campaigns

ØMaintain and develop existing and new customers through appropriate propositions and optimization of quality of service

ØProvide periodic reports on performance of the division against the set targets to the Country Manager/Leadership team

ØMonitor and provide guidance on the development of qualified customer database for targeted segments

ØProvide guidance to team in Key account management ensuring that high levels of customer satisfaction are consistently achieved

ØSupport the design and execution of all marketing campaigns, leads generation and management activities

ØParticipate in Sales visits to key customers to build customer relationship and be their preferred vendor

ØArticulate technology and product positioning to both the business and technical users and ensure complete customer satisfaction through all stages of the sales processes

ØProvide expert advice and guidance on product & technical information to team and potential/existing customers

ØProvide necessary support in the technology evaluation stage of the sales process

ØCommunicate regulatory compliance requirement and applications effectively, demonstrating MT’s market leadership and expertise in the relevant fields

ØProvide required support in interaction with customers’ engineering teams to effectively illustrate MT’s value proposition

ØProvide support and guidance to the team at field events such as conferences, seminars, etc.

ØLead and take charge of negotiations where necessary to ensure a win-win agreement with customers

Service Standards and Customer Relationship Management

People Development and Management

ØWork with sales team to prepare cost estimates by studying blueprints, plans, and related customer documents

ØGain customer acceptance by explaining or demonstrating cost reductions, meeting regulatory compliance standards and productivity improvements

ØMonitor maintenance of records of customer communication and sales activity in the CRM system

ØEnsure that all employees adhere to compliance requirements in all areas of operational activity, company policies and procedures

ØClearly and concisely communicate business and area objectives to team leaders so that they remain well informed of business activity and of their required contribution to targets

ØTake charge of recruitment and ensure effective induction for new team members, monitoring ongoing performance needs

ØManage performance and development of team to maximize sales performance of division

ØPlan for succession in the Business Area through the identification of individuals with potential for development and growth

ØEncourage Team Leaders to continuously develop knowledge of local market conditions to identify trends and make appropriate/innovative recommendations to improve and enhance divisional performance