Senior Manager - Commercial Finance - MedTech

About the company:

This company is a global leader in the field of cutting edge, premium surgical equipment.

The role:

The Sr. Manager Commercial Finance is the bridge between the finance and sales teams. This role works with both the Capital and Clinical Sales teams to help drive business. This is a customer-facing role and the employee is required to have a great business perspective besides core finance knowledge and skills.

Roles and Responsibilities :

- Work with capital sales team to develop the capital / system sales pipeline. Early engagement to support the building of funnel of opportunities.

- Development of a Return on Investment model which is quantified and backed up using historical data from SFDC/ Tableau and clinical papers.

- Develop financing solutions for customers including but not limited to loans, leases, pay per use and deferred LCs. Work with Financing companies and banks for optimal structures and pricing for customers based on their needs.

- Develop processes and work with stakeholders for on-book customer financing - including billing, collections, accounting, tax aspects, etc

- Ongoing management of financing programs once implemented.

- Credit evaluations of customers for system and I&A sales

- Management of collection of Accounts Receivable. Maintain a rhythm and rigor with sales teams and key stakeholders to ensure timely cash collections

- Familiarity with documentation - Purchase Orders, Contracts and LC terms. Vet T&Cs for a deal along with legal / contracts teams to ensure commercial understanding is well captured and business interest are protected while keeping the company safe

- Financial support to Marketing team to establish the economic validation model

- Raising Quotes and margin calculations and seeking approvals from Executive Leadership based on the Delegation of Authority Matrix.

- Support and in some cases lead customer financial negotiations.

- Tenders bids and price bid / price committee negotiations with government customers. Manage all financial terms and support negotiations in the tender process.

- BGs - EMD, Fees and PBGs for tenders and any other deal / I&A order related aspects. Work with banks to implement and streamline processes.

- Track marketing events and work with Sales and Marketing teams to understand RoI from events

- Build business case to support discount proposals

Required Knowledge, Skills, and Experience:

- Chartered Accountant or MBA preferred

- 10-15 years of relevant work experience including some working for a global company

- Experience of the Healthcare / medical device / med-tech industry is a must

- Experience in a customer facing and /or customer financing job is sought

- Project management skills and ability to report to senior management.

- Open to a growing, fast changing environment. Welcomes a challenge and able to manage multiple priorities with sometimes tight deadlines.

- Attention to detail, organized and thorough with desire for continuous improvement.

- Familiarity with an integrated ERP, preferably SAP. Essbase (Hyperion) knowledge a plus.

- Strong analytical skills. Attention to detail and accuracy. Ability to consistently discern strategic insights from data analysis.

- Ability to support and prioritize multiple projects concurrently. Desire to work in a dynamic, fast-paced organization.

- Demonstrate critical thinking skills and the ability to present, articulate, and defend analyses, diplomatically, on a routine basis.

- Excellent verbal and written communication skills in English, including the ability to interact with executive leadership

- Strong sense of accountability and empathy; ability to coach and advise sales personnel through complex and / or emotional compensation issues

- Intellectual curiosity and flexibility