Regional BU Director - Ruminants, Central Europe & Romania and Greece Job

Date: Feb 12, 2019

Location: Warsaw, PL

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Requisition ID: MAR007203

MSD is a global health care leader with a diversified portfolio of prescription medicines, vaccines and animal health products. The difference between potential and achievement lies in the spark that fuels innovation and inventiveness; this is the space where MSD has codified its 125-year legacy. MSD’s success is backed by ethical integrity, forward momentum, and an inspiring mission to achieve new milestones in global healthcare.



MSD’s Animal Health (MAH) division works to improve the health of animals around the world through collaborative partnerships and a deep sense of responsibility towards our customers, consumers, animals, society, and our planet. This team of energetic, independent thinkers offers one of the industry’s most innovative portfolios of products, services, and technologies that serve to prevent, treat, and control diseases across all major farm and companion animal species both domestically and internationally.



The projected 2018 revenues for the Ruminant species group is USD 35 Millions. The Regional Species Commercial organization has a projected 2018 headcount of 23 FTEs. The location of the Regional BUD is the home country if within region or Warsaw if otherwise with regular travel across the region (Poland, Hungary, Czech Republic & Slovakia, Romania, Greece).

The BU Lead:

  • Designs the BU strategy together with the Regional Ruminant Marketing Manager and the National Business (Sales) Managers supported by the global support function groups, the Regional Commercial & Strategic Support Team and in alignment with the other Regional Business Units.

  • Leads Ruminant Marketing, Technical and Sales employees in the implementation of the species plan and the generation of revenues to and exceeding target.

  • Is responsible to drive strong Customer Focus ensuring the development and implementation of differentiated value and services for our customers supporting MSD objectives of accelerated and sustainable growth performance

  • Liaises with all species customers to ensure mutual business success and constantly maintains high customer-centricity

  • Is experienced in working with and influencing business partners in the matrix environment. Is knowledgeable and practiced in all aspects of in-country commercial planning, marketing and implementation. Is experienced in budget setting and management.

  • Is an acknowledged people leader within and outwith the line. Is a highly effective communicator who leads by example.

  • Is adept and agile in a complex business, regulatory and leadership environment, able to make rapid yet balanced decisions on key business issues.

Key Responsibilities:

  • Designs the BU strategy in collaboration with other internal stakeholders and contributes to the multi-species strategy for the CER Region

  • Is responsible for the BU P&L and collaborates closely with his Finance Business Partner

  • Executes commercial plans and strategies including financial budgets across the Ruminant product range. Maximizes performance (Sales volume, market share and profit) within broad guidelines established by AH Divisional, Regional AVP and MD.

  • Is responsible to anticipate market trends and market opportunities that can impact MSD business leading and conducting the necessary strategic, structural and commercial adjustments required to maximize performance and market share and capture all potential growth opportunities

  • Develop and implement an effective Sales Force Effectiveness Strategy with the appropriate KPI’s in place

  • Partners with Global and Regional species leadership in the matrix structure, to ensure effective and timely product marketing campaigns for Ruminant species within the market.

  • Builds and leads effective teams of marketing and sales professionals, exploiting opportunities across geographic boundaries for product sales, technical support and problem resolution

  • Influences Regional level management in creating and delivering successful business plans and product strategies for Ruminant products. Builds effective and mutually-beneficial relationships with key customers including key accounts and buying groups.

  • Participates in the creation of and leads the implementation of species-specific business plans. Responsible for making rapid and disciplined operational decisions impacting on the species business within the scope of the business plan.

  • Responsible for rapid operational problem resolution in the species area. Is the focal point for customer-critical issues in the country related to species product supply, pricing and problem resolution

  • Is first point of contact for external agencies and authorities in the regional related to species-specific issues including governmental and regulatory authorities.

Key Leadership Capabilities

Strategic thinking and business acumen.

Makes rapid, disciplined decisions - Makes decisions based on deep understanding of revenue, expense and profit potential. Applies the appropriate combination of perspectives (financial, scientific, global, etc.) when generating solutions and making timely decisions. Takes decisive action and takes accountability for decisions. Gets to the root of a problem quickly.

Acts with courage and candor - Demonstrates conviction; stakes out a position and sets an unequivocal course of action. Resolves organizational issues by making difficult decisions, ensuring the success of MSD’s strategy. Encourages and supports others to express their views, especially on tough issues. Proactively confronts problems or conflict across teams or divisions. Takes a difficult stand in the best interests of MSD, customers and end-users

Fosters collaboration - Establishes structures, policies and practices that facilitate effective collaboration across the organization. Shares power and success as a way to motivate teams and strengthen the organization. Uses recognition and rewards in ways that promote team and organizational collaboration and cooperation. Creates a pervasive attitude within own team/unit that everyone’s work is important and that differences in opinion are valued

Demonstrates ethics and integrity - Sets policies and governance practices that ensure conformance with internal and external business/legal requirements. Makes the right decision when own principles or values are tested by external/internal pressures. Places broader organizational interests above own or team interests. Clearly models ethical behavior in both speech and actions

Drives Results - Effectively communicates strategic priorities. Understands the difference between installing solutions and realization of business results. Encourages teams not to stop until business results are realized. Focuses on the critical metrics that drive unit/organizational performance. Demonstrates substantial business acumen, savvy and political skill when executing strategic initiatives

Focuses on Customers and Patients - Makes a focus on customer/stakeholder needs a cornerstone of his/her vision. Holds employee’s accountable for maintaining, and acting in accordance with, a “customer focus” mindset. Establishes long-term, strategic relationships or partnerships with key stakeholders, customers or external organizations. Demonstrates the willingness to appropriately trade off short-term costs for long-term customer benefits and relationships. Spends personal time understanding the evolving needs of external customers

Builds Talent - Demonstrates effective performance management – holding direct reports accountable and ensuring outcomes are followed by appropriate consequences. Champions leadership development initiatives and practices that contribute to a strong, diverse succession pool. Demonstrates to the organization that attraction, selection and retention of top, diverse talent is critical to long-term business success. Inspires employees to take ownership for their own professional development


Background Requirements:

  • Master’s Degree Science/ Veterinary Science ideal. Business study to MBA level preferred but not essential

  • Min. 3-5 years in leadership position with substantial experience of working in a highly-matrixed network and in a role with significant P&L responsibility

  • Minimum 5 years commercial experience in Biotech industry. However this need not necessarily be spent entirely within AH.

  • International work experiences is an advantage

  • English as a strong first or second language

  • Proven leadership skills and track of record to work as people manager

  • Ability to lead by influence and manage in a matrix organization

  • Proven strategic thinking and problem solving skills

  • Ability to work under pressure and a change agent within the company

  • Adherence to Company compliance policies and procedures

  • Unquestionable ethics and integrity

  • Excellent written, verbal, and presentation skills

  • Approximately 60% travel in-region with overseas travel as required



Your role at MSD is integral to helping the world meet new breakthroughs that affect generations to come, and we’re counting on your skills and inventiveness to help make meaningful contributions to global medical advancement. At MSD, we’re inventing for life.

Job: Marketing Operations
Other Locations:
Employee Status: Regular
Number of Openings: 1
Shift (if applicable):
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Company Trade Name: MSD

Job Segment: Medical, Manager, Biotech, Law, Veterinarian, Healthcare, Management, Science, Legal, Veterinary

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