Business Development Director - Canada

About the role:United Imaging is entering the Canadian market. You will lead this entry and build the business across CT, MR, molecular imaging, X-ray and ultrasound. You will work through a combination of channel partners and direct relationships with key accounts, with the support of our global headquarters and our North American organization.
DescriptionAbout the role:United Imaging is entering the Canadian market. You will lead this entry and build the business across CT, MR, molecular imaging, X-ray and ultrasound. You will work through a combination of channel partners and direct relationships with key accounts, with the support of our global headquarters and our North American organization.
Responsibilities
Strategy and results
Build and execute United Imaging's market-entry strategy and annual business plan for Canada, with full accountability for order intake, revenue and margin.
Set priorities by province, modality and customer segment, and align our product registration roadmap with the public tender calendar.
Channel partners
Recruit, onboard and manage business partners under United Imaging's partner management framework: assess candidates, negotiate agreements with headquarters, set targets, and review partner performance every quarter.
Make sure partners keep transparent pipeline and forecast data in our CRM, so that supply and service capacity can be planned ahead of demand.
Public tenders and key accounts
Lead our tender strategy with provincial health authorities, group purchasing organizations and vendor-of-record programs. Own bid qualification, pricing approvals and bid quality, working with our partners.
Win and grow key accounts - academic and research hospitals, community hospitals and private imaging groups - and establish our first reference and demonstration sites in Canada.
Engage clinical leaders, biomedical engineering, procurement teams and hospital foundations early, well before tenders are issued.
Work closely with our research collaboration team to convert collaborating institutions into commercial customers and reference sites.
Cross-functional leadership
Coordinate support from global headquarters and the U.S. organization across product, clinical applications, service, supply chain and regulatory affairs, including Health Canada licensing and provincial requirements.
Work with our service organization so that the first installations meet their installation, response-time and uptime commitments.
Represent United Imaging with industry associations and other stakeholders, and build customer confidence in our compliance, cybersecurity and data privacy practices.
Share market, tender and competitive insights with headquarters on a regular basis, and build the Canada team as the business grows.
What success looks like in the first 12-18 months:
Partner agreements in place for our priority provinces and modalities.
Qualification on priority vendor-of-record or group purchasing agreements.
First reference sites for CT, MR and PET/CT.
Order intake delivered against the annual plan, with a qualified tender pipeline for the following year.
Requirements
Bachelor's degree or higher in biomedical engineering, life sciences, medicine, business or a related field;
an MBA is an asset.
10+ years of sales or business development experience in the medical device industry, including at least 5 years selling diagnostic imaging capital equipment (CT, MR, PET/CT, X-ray or interventional) to hospitals.
Experience managing distribution partners or leading a sales team against a quota, and owning a business plan or P&L.
In-depth knowledge of hospital procurement and public tendering in Canada, and a track record of winning competitive tenders.
An established network of relationships with imaging leaders, biomedical engineering and procurement teams at hospitals and imaging groups is a strong asset.
Proven track record of opening a new market or building a new brand from the ground up.
Ability to work effectively with a global headquarters across cultures and time zones, and to operate with a small team in the early stages.
Fluency in English;
professional proficiency in French is strongly preferred;
Mandarin Chinese is an asset.
Willingness to travel about 50% of the time within Canada, with periodic travel to the United States and China.
Legally entitled to work in Canada.
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