General Manager, China

The main responsibility of the General Manager for CooperVision China is to lead the respective teams to design and execute unique strategies for CooperVision to accelerate our growth, build an excellent organization and develop necessary skills and expertise for the current and future business.  The major focus of the role is divided between:

• Government and KOL relations – working to influence decision makers 
• Demand generation – leading commercial teams to develop outstanding strategies and capabilities to execute with excellence. Forging valuable relations with senior leaders of major customers as we strive to achieve “Supplier of Choice” status.
• Demand fulfilment – driving cross-business efficiencies and best practice processes to ensure outstanding customer experiences and highly efficient functionality
• People and culture –instilling / leading a culture of High Performance and Values alignment whilst implementing strategies to ensure we constantly attract and retain the most talented people

He/She manages within a functional reporting matrix.  He/She is responsible directly for the management of staff within CVI China working within national accounts, key accounts, field sales, distributors, professional relations, marketing, logistics and customer service departments.    There is day to day contact with other Global functions (HR, IT, Finance, Sales Operations, Logistics,  RAQA) which belong to functional entities directed from elsewhere in APAC, Europe or the USA. 

He/She takes lead across the Cooper Vision China site and regularly interfaces with the CVI/CSI  functions, SEC global management and external organizations such as customers and vendors.

He/She has added responsibility as a permanent member of the APAC Leadership Team. The APLT is charged with the responsibility for driving the long term growth and profitability of CVI APAC as we seek to double our wearers by 2025.

STRATEGY

 

1. Develops a robust, high-definition, unique, holistic strategy to aggressively grow the CooperVision China business.
2. Responsible for development and execution of sales and marketing strategies in accordance with the CVI corporate strategies and regional guidelines.  Uses sales and marketing tools wisely to increase market share while maintaining a competitive average selling price.  Determines optimum utilization of both financial and human resources.   

 

COMMERCIAL OBJECTIVES

 

1. Directs all commercial activities in CooperVision China.  Leads and manages business to achieve revenue, profit, market share growth, cash flow, expense and gross margins targets through managing the execution of the approved marketing and business plan. 

 

LEADERSHIP

 

1. Leads the CooperVision China business in conjunction with his/her local Senior Leadership Team. Together this team drives the culture and performance of the overall organization. The GM must be a Values role model, living the CVI Values in every interaction, every day.  The GM is responsible for Sales, Marketing, and Professional Services & Customer Services. Total headcount is c.120 people in these Commercial teams. 

 

 

CUSTOMER SATISFACTION

 

1. Achieves customer satisfaction objectives.  Responsible for increasing perceived value in the market place by providing high quality products, excellent service and supply.   Ensures on time, complete shipment and a low customer complaint rate.  Ensures timely follow-up when complaints or problems do occur.     

 

OPERATIONAL EXCELLENCE

 

1. Manages planning and financial control.  Updates business performance on a monthly/quarterly basis (quarterly forecasts). Plans product needs with timely input to the rolling forecast. Leads the country/area team participation in the annual operating budget cycle and the Long Range Strategic Plan (LRSP).
2. Directs communication and reporting activities for assigned country.  Develops and maintains a database with valid information on country/area economic condition, health care environment and market data. Develops and maintains proper business records (sales data and financial reports) with actual and historical information.  Keeps regional and corporate management informed on all major business and operational events and proposes action plans.
3. Ensures that Company products are sold within pricing guidelines, to authorized customers, channels and in approved territories
4. Responsible for local Governance and Compliance matters, especially the Company Ethics and Business Conduct Policies as well as ensuring compliance according to US FCPA, GAAP and SOX. 

 

ORGANIZATION/PEOPLE

 

1. Ensures that operating objectives, standards and performance are communicated, understood and owned by employees.
2. Ensures employees are well-trained to meet customer requirements, needs and queries; Ensures field training and market support. Works with sales and marketing personnel, distributors and customers to continuously improve product knowledge, new product features and sales techniques to increase CooperVision China’s competitive position.
3. Builds the organization, develops people for current and future business, strengthens talent bench to ensure business continuity
4. Creates and support a collaborative team environment
5. Establishes mutual expectations with Logistics, Supply Chain, Manufacturing, RAQA , R&D , IT,  Finance and HR
6. Takes ownership for employee engagement and development plus Wellness initiatives with support from HR. 
7. Personally plays an active role in retaining talents. 

 

INTERNAL COLLABORATION & TEAM WORK

 

1. Works with regional and corporate entities such as Regional Directors and functional departments in APAC, Europe and or USA to gain optimal resources, service, communication and a fast decision making process.  Interfaces with IT to implement enterprise resource planning tools in the assigned country and obtain the necessary system training.  May interface with Operations function regarding capacity planning.
2. Ensures, as necessary, that back-office support functions are provided to SEC (Specialty Eyecare) and CSI (Cooper Surgical)
3. Provides local guidance and mentoring to SEC’s Business Manager for China.

 

 

Knowledge, Skills and Abilities:

• Requires 15+ total years experience in Life Sciences / Medical Device / Consumer products – industry that required various marketing strategies to create demand, field sales force to push the product and multi-channel distribution in public listed US or European MNC. Experience in a B2B2C model will be highly regarded. 
• Experience in a highly regulated industry will be highly regarded.
• Success in managing a P&L of at least USD 100 Million and an organization of not below 300 headcount
• Possess General Manager experience with proven success in running a commercial organization
• Specific skills required include:  excellent communication (up, down and across） and interpersonal skills, negotiation and influence skills, team motivation ability, strong business acumen to manage all aspects of a regional business. 
• Proven creativity and effectiveness in addressing major strategic challenges
• Proven track-record to attract and retain exceptional talent. 
• Must be 100% fluent in written and spoken English and Chinese

 

Work Environment:

• This role is based in Shanghai in a normal office environment.
• Travel will form a necessary part of this role
• Must be prepared to work extended hours on occasion

Experience:

• Experience building a business, leading a high-performance team to achieve challenging sales growth and profitability.   International business experience in a US/European MNC environment required.
• Performance and Results orientation.  Proven track record of establishing clear expectations, setting objectives and bringing multiple parties together to drive key initiatives. Sets aggressive goals and delivers.
• Proven success in a matrix management style organization and across multiple business divisions. 
• Experience of a highly collaborative organization with a “roll-up your sleeves”, “keep it simple, make it happen” culture.
• Major account selling (partnership building, negotiation, influencing, product planning, profits & revenue growth)

Education:

• Bachelor degree in business, science or related field.
• An MBA or Master’s degree in Business, Operations or Finance would be highly regarded