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Manager Commercial Operations

1 month ago

Dubai, United Arab Emirates Dexcom Full time

**Experience and Education**:

- Typically requires a Bachelors degree with 8-12 years of industry experience.
- 2-5 years of previous management or lead experience.

**Role Summary**:
To manage our newly created Commercial team to drive new opportunities, expand the market and deliver company growth. Executing on strategy, while working with our partners and customers, will be key to being successful.

**Role Requirement**:

- To manage and develop the Commercial team to maximize their potential and target fulfilment, co-visiting with them, giving feedback, and defining development actions with them.
- To plan and coordinate the commercial activity of their assigned Region.
- To develop and manage cross-functional relationships to build a successful regional team, working with Market Access to improve patient funding opportunities
- To conduct market analysis and research about customers, competitors, upcoming risks, and opportunities.
- To drive recommendations and use of Dexcom products in the Diabetes Market by providing support services and solutions to HCP
- To increase Dexcom’s market share and achieve Revenue and patient targets in line with corporate goals and following Dexcom values and culture.
- To provide training and in-servicing of Dexcom products and ancillaries to relevant HCPs or patients in innovative ways
- To maximize use of our CRM system to identify business development opportunities and drive efficiency in the field
- To increase the brand awareness of Dexcom in the Region through targeted Marketing activities

**Essential Duties and Responsibilities:
- Customer, Patient & Industry Knowledge _
- Maintain an up-to-date understanding of the Dexcom/Diabetes customer’s industries, market conditions and trends, healthcare regulations and competitor activities.
- Maintain an understanding of all the Dexcom customer types, segments, and the patient’s experience (including unmet needs, drivers, and barriers).
- As appropriate, utilize technology to identify trends and target activity efficiently & effectively within your territory to support growth.
- Foster a mutually beneficial working relationship with all Dexcom Account Managers.
- Capitalize high-level contacts in the Region to develop synergies with the Market Access Team and increase our leverage.
- Therapy Area & Product Knowledge _
- Maintain comprehensive, accurate and up to date Dexcom product knowledge, as well as a thorough understanding of diabetes. Undertaking and regularly passing clinical and product knowledge assessments.
- Implement marketing initiatives throughout customer base according to company priorities/strategy and customer needs, including the launching of new products and services.
- Business Planning & Administration _
- Prioritize & execute cycle and Quarterly objectives.
- Own the definition and execution of the business plan for the region.
- Analyze territory level market share and other appropriate sales data to optimize efficiency to consistently meet or exceed goals and objectives.
- Complete all call reporting within specified deadlines.
- Territory & Account Management _
- Seek & develop projects to enhance delivery of holistic Dexcom strategy within territory.
- Liaise with the Market Access team to define and target key accounts within territory, including identifying all account stakeholders, decision makers and influencers.
- Manage relevant elements of tender processes with support of the Country Manager.
- Work closely with the local and regional teams including the Country Manager, training team, clinical and medical teams to achieve key account objectives.
- Prepare call plans and call objectives appropriate to the customer’s segment and specific needs.
- Connect and engage with customers, in individual and group set-ups, to help customers to discover, clarify and verbalize their needs and those of their patients, and identify gaps.
- Drive recommendations of Dexcom products across territory to achieve growth targets.
- Work within Dexcom Standard Operating Procedures.
- Administration _
- Complete daily, weekly, and monthly administration as required.
- Complete monthly expenses in timely fashion.
- Ensure all internal training courses/regulatory requirements are completed as directed.
- Budget Management & Project Investment _
- Management of budgets for the territory.
- Participate and own ad hoc projects as required within the territory.
- Teamwork & Best Practice _
- Dexcom Responsibilities and Regulatory Compliance _
- Demonstrate honesty and ethical behavior in all areas of responsibility.
- Be the face of Dexcom and act as a role model for the Dexcom Credo values in all aspects of your day-to-day work, both internally and externally.
- Champion ethical standards and always adhere to Dexcom Health Care Business Integrity (HCBI) and regulatory guidance.
- Distributor Management _
- Maintain professional working relationships with partners and ensure effective day-to-day operations