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

Ø Plan and manage the division according to agreed country development strategies.

Ø Manage the divisional P&L within allocated budget

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

Ø Support the delivery of all marketing campaigns

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

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

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

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

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

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

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

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

Ø Provide necessary support in the technology evaluation stage of the sales process

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

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

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

Ø Lead 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

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

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

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

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

Ø Clearly 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

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

Ø Manage performance and development of team to maximize sales performance of division

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

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