Commercial Excellence Program Manager


Global medical devices company




ArjoHuntleigh is dedicated to increasing the quality and efficiency of care through innovative medical devices. ArjoHuntleigh’s vision is to be the World Leader in integrated solutions for the care of people with reduced mobility and related conditions. With 5.500 dedicated employees worldwide and annual turnover exceeding 7.5 billion SEK, ArjoHuntleigh serves the needs of acute and long-term care in more than 100 countries. ArjoHuntleigh is a part of the GETINGE GROUP, a leading global provider of healthcare solutions.

The company has direct sales organizations in more than 30 countries as well as factories and R&D centers in a handful of locations across the world. The headquarters are located in Malmö, Sweden and the commercial organization is split in 4 regions: North America, UK/Ireland, Continental Europe, Asia-Pacific/Middle-East/Africa.

The ArjoHuntleigh product portfolio encompasses medical equipment and integrated solutions in the following product segments:


·            Medical beds

·            Lifting and Transfers

·            Hygiene Systems

·            Therapeutic Surfaces

·            DVT Prevention

·            Wound Healing

·            Disinfection

·            Diagnostics

·            Special Solutions (burns treatment and bariatric care)

ArjoHuntleigh is characterized by acquisition of other medical device companies and profitable growth with an increasing profit every year. ArjoHuntleigh's strategy is to be number 1 or 2 in all product categories where the company is doing business.

The headquarters in Malmö employs around 40 employees, 4 of them in the
Commercial Excellence (ComEx) team which currently reports directly to ArjoHuntleigh CEO. To further strengthen the Commercial Excellence team ArjoHuntleigh is recruiting a Commercial Excellence Program Manager, a role in many ways similar to a strategy or business development consultant in a consultancy company - just in-house.

The ComEx team is responsible for increasing
efficiency in local sales processes to become more relevant to the customers and in addition responsible for implementing ComEx programs across sales companies throughout the world. Key elements are local customer segmentation, sales force structure analysis and sales force KPI implementation.

The team has truly global and top management exposure and you will work with other energetic high capability colleagues playing a key role in optimizing the commercial efforts of ArjoHuntleigh. In general the team participates in the absolute majority of prioritised and strategic commercial projects in ArjoHuntleigh.

As Commercial Excellence Program Manager you will be working in Commercial Excellence program teams together with regional and local senior stakeholders. You will be responsible for your own work streams and within a short time full commercial excellence programs and other strategic projects on top of the ArjoHuntleigh agenda.

The position reports to the Commercial Excellence Director who currently reports to CEO and you will have interfaces to almost every corner of the ArjoHuntleigh organization, in particular corporate and Sales and Service Unit management.

Key responsibility areas for the position are described below. Some of the tasks are handled by you alone while other are handled in collaboration with senior Commercial Excellence colleagues:

·         Conduct analysis and map commercial opportunities and challenges within the ComEx program scope

·         Implement global ComEx programs in major markets - within the first 1-1½ years responsible for work streams later on for a full program

·         As part of the ComEx program deliver input to CRM strategy and content 

·         Support in defining implementation plans for local markets how to increase efficiency in sales processes

·         Analyze local sales data in order to prioritize and segment customers

·         Together with local management, drive change management processes, including facilitating workshops and training

·         Implement global tools and KPIs for development and follow-up on sales

·         Monitor and report on activities and provide relevant management information

Expect global travelling no less than 100 days per year. Focus areas of the ComEx programs are currently the US, France and Canada.

Candidate Profile
The ideal candidate has an MBA or Master degree in Business, Economics, Finance or equivalent and graduated with a good GPA. 

The Commercial Excellence Program Manager has at least 1-2 years of experience preferably within management consulting from a top tier consulting company.

Alternatively you could also have at least 2-4 years of relevant in-house business analysis or development / commercial excellence or sales optimization experience from a leading company.

Furthermore, you possess the following qualifications and professional competencies:

·       Strongly data driven and proficient in Excel

·       Good experience within business-, market- and / or financial analysis

·       Strong problem solving skills and ability to present in a clear and easily understandable way for top management

·       Good market understanding and insights into sales and cost drivers

·       Experience within medical device industry is an advantage not a must

Personal characteristics and competencies are extremely important for this position. Some of the most important are:

·              High level analytical abilities enabling you to provide valuable insight for ComEx programs

·              A structured personality supporting you in planning, organizing and executing the many complex activities in ComEx programs

·              Must be a self-starter with an execution orientated mindset in order to ensure that new ComEx initiatives will be implemented

·              Delivers on challenges and opportunities with high quality in an international environment

·              A keen business focus and change orientated mindset enabling you to drive and support new initiatives

·              An outgoing personality with excellent communication skills relating well to others. A team player with good social skills and sense of humor

·              Willingness and ambition to work in a truly global position where extensive travel is required, no less than 100 days a year

ArjoHuntleigh Offers 
truly international and high-exposure career position as Commercial Excellence Program Manager position with many challenges in a rapidly growing company. There will be lot of opportunity to put your fingerprint on the further commercial development affecting the performance and success of the company. The compensation and benefits package will be on an attractive level which besides fixed salary includes 20% target bonus and pension scheme.

Focus Recruitment
H.C. Ørsteds Vej 50 C, 5.
1879 Frederiksberg C
Tel: +45 70 20 92 15
Mail: info@focus-recruitment.dk