Posted: Tuesday, October 28-th, 2008
Our client is one of the world’s leading healthcare providers specialized in renal care therapies and services. To continue their development plans in Romania, and as a part of their European expansion strategy, our client retained us to search their first Country Manager.
A person with direct industry experience and connections, the Country Manager will be the most senior administrative and clinical leader in the Romanian organization, responsible for the engagement, integration, coordination, oversight, leadership and management of all activities.
The Country Manager will have the full P&L responsibility of the growing business in Romania and will have a crucial role in positioning the company on the Romanian market by establishing key relationships with health authorities, government and the healthcare industry. As an essential leadership position that guides the operational and medical policies, practices and clinical programs of the company, the CM will have the final accountability for the quality and appropriateness of care provided. S/he will be a part of a complex, multinational team, so the Country Manager will play a critical leadership role in developing the care model according to the overall vision of our client.
Main Responsibilities:
Drive Growth:
- Establish clinics in high priority cities;
- Assess the Romanian market and develop an aggressive entry strategy;
- Enter the market when appropriate and build a dominating position, as the leading private provider;
- Establish and facilitate relationships with key stakeholders in the political / business / medical world of importance to guarantee the success of the business; gain thorough understanding of the challenges and national opportunities, based on strong relationships with national and international medical environment;
- Develop the overall strategic plan for Romania, and subsequently Bulgaria, and ensure it is executed together with the local partners;
- Project management, together with local partners, in regards the development of new de novo clinics from plan to ready/operational clinic;
- Manage the relationship with local partners. Provide strategic mindset and operational structure, provide professionalism to all actions developed in Romania
- Proactively scout for and execute additional opportunities in addition of current de novo plans, when applicable;
- Build an appropriate country organization, capable to manage the business effectively – slim lined but effective organization with appropriate tools and systems
Ensure Integration of New Business:
- Ensure smooth and quick integration of new business to the companies high standards of medical care;
- Ensure company procedures are implemented and followed;
- Ensure new business performs according to defined targets and business plan;
Full Business Responsibility:
- Ensure medical quality – safeguard the reputation of the company as high medical quality provider: Always comply with internal and external minimum medical quality requirements, ensure competent care givers are recruited and educated, and ensure patient safety is priority number 1 in all services provided and products/equipment used;
- Full P&L responsibility – accordingly diligently monitor the business performance of the business: Ensure the business plan is met and intervene with preventive and mitigation steps were needed, actively participate in business reviews, secure professional financial forecasts and budgeting based on proven and reliable figures;
- Ensure profitability – analyze country portfolio, categorize clinics into A,B,C clinics, establish action plans and act upon low performing units, maximize outcomes of high performing units;
- Ensure productivity – continuously seek for possibilities to increase the productivity of the businesses, implement operational excellence measures and strong KPIs;
- Maximize capacity utilization in the clinics - by ensuring sufficient capacity and by reducing the patient outflow by actively working on reducing mortality and hospitalization days;
- Ensure organic growth – by increasing the patient inflow: Actively influence referral channels, promote the company to key decision makers, recruit strong referral doctors as contractors or employees and implement mechanisms that incentivize an increase of referrals. Reduce patient outflow;
- Lobbying - Actively participate and even lead industry associations. Initiate lobbying activities for an improved reimbursement, protect the interests of the renal healthcare industry and promote the company to key decision makers on a national and regional level. Suggest and actively drive alternative reimbursement models and promote them together with other industry representatives to key decision makers;
- Drive service leadership – actively seek for ways on how to establish and demonstrate industry leadership in all aspects of service delivery, internally and externally, and by this create customer value and increase customer satisfaction;
- Strengthen the positioning of the company – make company the renal provider of choice by delivering upon the Company Customer Value Proposition and the Brand values, and by promoting The Company to all stakeholders: Engage in active lobbying, marketing communication and other promotion events to ensure the company’s offering and values are clearly understood, what the company stands for, how it differentiates from the competitors and which customer value it creates;
- Provide leadership - coach, motivate and support team members in achieving the defined goals, create team spirit, create a spirit of corporate belonging, foster an environment of trust and open and active communication, be a role model;
- Be willing and prepared to take on additional responsibilities, even beyond the Romanian market, as required.
Experience and Education required:
- University degree in Business Administration or similar
- Experience in management role with full P&L responsibility: 5+ years. Will have experience and understand various types of business propositions
- Has successfully managed company revenues and return on those revenues, has in depth experience in managing operational, financial and human capital. Proven track record of leading and driving profitable growth
- Working experience in the healthcare or medical technology industry
- Working experience in a multinational environment. Knows how to work in a corporate culture.
- Strong network on the Romanian healthcare market, preferably in neighboring markets as well (Bulgaria)
- Knowledgeable in relationship building and lobbying activities
- Demonstrated ability to collaborate with the Board and different stakeholders in formulating a vision, creating and implementing a strategic plan, and build consensus around the implementation
- Demonstrated ability to set his or her own priorities while respecting and supporting the decisions of the Board.
- Superior command of written and spoken English. Further languages are a plus.
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