QuEST Global is a global engineering solutions provider with a proven track record of 19 years serving the product development & production engineering needs of high technology companies.
A pioneer in global engineering services, QuEST is a trusted, strategic and long term partner for many Fortune 500 companies in the Aerospace & Defense, Aero Engines, Hi-Tech & Industrial, Medical Devices, Oil & Gas, Power, and Transportation industries. The company offers mechanical, electrical, electronics, embedded, engineering software, engineering analytics, manufacturing engineering and supply chain transformative solutions across the complete engineering lifecycle.
QuEST partners with customers to continuously create value through customer-centric culture, continuous improvement mind-set, as well as domain specific engineering capability. Through its local-global model, QuEST provides maximum value engineering interactions locally, along with high quality deliveries at optimal cost from global locations. The company comprises of over 8,000 passionate engineers operating out of nine different countries intent on making a positive impact to the business of world class customers, transforming the way they do engineering.
POSITION TITLE : Business Head - Medical Devices
LOCATION : USA
REPORTING STRUCTURE : This position reports to Global SVP of New Business
Development at QuEST Global
QuEST Global is a rapidly growing organization and organic growth has been a critical part of QuEST Global’s growth story, since as early as 1998. In keeping with the growth trajectory and preparing for Vision 2020 QuEST is now seeking a dynamic person to head its New Business Development initiatives in the Medical Devices sector. This is a relatively new vertical that QuEST is focusing on growing and making it more robust in the years to come.
The individual will have a strong familiarity with the Global Medical Devices (Diagnostics and Therapeutic devices) vertical with special focus on the need for Engineering Services in that sector. He will also have experience in running the P&L for a Product Engineering Services firm.
We are looking for someone with the hunger and creativity to generate interest amongst prospective target Accounts, identify customer pain points and bring the demonstrated ability of QuEST to addresses these pain points. In that process, the individual would be expected to build the nascent organization to a measurable size. Someone with a heavy incline towards P&L management with high sense of accountability and P&L ownership will be successful in this role.
Prior experience in Solution Sales, Business Development and General Management in an organization of repute is a key criterion. We are looking for someone who brings entrepreneurial approach, scalability and sustainability within a rapidly growing organization.
? REVENUE & PROFIT GROWTH – Ownership of P&L for the Medical Devices vertical. Provide leadership and direction to produce year-on-year incremental revenue and profitable growth for the vertical. Provide oversight and direction on strategic investments. Oversee bill rate improvement strategies & implementation.
?SALES PROCESS IMPLEMENTATION – Own the Sales and Presales teams. Drive implementation of QuEST sales processes thru internal reviews, mentoring, and leading by example. Ensure Account Contact Plans are up to date and adhered to, campaign process steps are followed and RFQ/Proposal/POs follow process steps. Drive SFA compliance thru holding reviews in SFA
? BUILD PRACTICES - Build relevant vertical and horizontal practices such as Medical Devices, Testing, Digital etc. as per defined business plans.
? ASSEMBLE VERTICAL CONSULTANTS – Consultants are to help grow the Medical Devices business.
? HIRE & COACH– Assemble & develop the 2020 team and beyond. Instill QuEST culture within the team and ensure cross learning/sharing of best practices and lessons learned.
? DELIVERY COLLABORATION - Collaborate with the delivery team to meet customer commitments
? RELATIONSHIPS - Leverage existing, and develop new relationships with engineering professionals at the executive/senior level in order to promote and establish QuEST Global as the Engineering Services Partner of choice.
?MARKETING SUPPORT – Collaborate with the marketing team to create market awareness
? BRANDING – Work closely with QuEST Marketing, Practice leaders and Pre Sales team to establish solid Brand Recognition in the industry.
? ANNUAL BUDGETS & FORECASTS – Review and approve annual revenue and profit budgets. Ensure proper focus is in place to achieve goals.
? BILLING RATE NEGOTIATIONS – Support efforts to establish rates that leverage value pricing. Includes data gathering, analysis, proactive engagement of customer champions, pricing strategies, competitive positioning, competitor assessment, etc.
? CUSTOMER SATISFACTION – Ensure for all existing and target accounts.
? EMPLOYEE SATISFACTION – Ensure for all the reportees in the vertical.
SKILLS AND QUALIFICATIONS
? ALIGNED WITH QuEST CORE VALUES – Intrapreneural, open & transparent, team player, change champion, customer focus, humble, hungry
? PERFORMANCE RECORD – Year on year record of meeting or exceeding KRAs. Proven ability to scale both revenue and profit.
? INDUSTRY KNOWLEDGE –
o Excellent domain knowledge in Medical Devices industry.
o Experience in running the P&L for a Product Engineering Services firm.
o 20+ years of relevant industry experience.
? POTENTIAL – Strategic, system level thinker. Detail oriented. Excellent coach. Good judge of character. Proven ability to recruit, hire, and coach P&L leaders.
? P&L MANAGEMENT–Experience managing P&L including risk taking, investment, budgeting, cost monitoring & control.
? CUSTOMER FACING SALESEXPERIENCE WITH C-LEVEL EXECS - Ability tomaintain excellent relationship with CXOs
? STRATEGIC PLAN DEVELOPMENT & IMPLEMENTATION - Has knowledge of the Medical Devices products & lifecycle, engineering & manufacturing processes, major OEMs, major engineering services suppliers, external drivers, funding sources / timing / cycles / approvals
? CUSTOMER INTERACTIONS: Excellent customer interaction skills - excellent Oral & Written communication, Presentation skills and Outstanding Interpersonal/ Relationships Skills.
?TRAVEL – ability and willingness to travel. Varies between 20-50%.
? GLOBAL EXPOSURE :
o Strong work experience in the USA and Europe regions
o Multinational team leadership experience.
o Experience with Indian offshore teams
? RELATIONSHIPS – Has existing relationships and connections with executives in the Medical Devices industry.
PERSONALITY TRAITS DESIRED
? Humble & Hungry
• Excellent team player and a thought leader
• Entrepreneurial mindset
? Ability to build a business from scratch
• Excellent interpersonal skills, Good aptitude and an excellent attitude.
• Global mindset
• Willingness to wear different hats – remember we’re building the business from scratch!!
• A very strong work ethic. We’re a team of hard workers who are driven to do “whatever it takes”.
• Ownership – A strong sense of accountability and P&L ownership.