Market Sales Leader RCA (Russia and Central Asia)

Job Title

Job Description

The Market Sales Leader IGT-D RCA is accountable for end-to-end commercial performance of the Image Guided Therapy Devices (IGT-D) business across a diverse and complex regional market (Russia and Central Asia). The role drives sustainable growth, market penetration, and operational excellence across distributor-led and direct markets by defining strategy, executing business plans, and leading teams and partners. This position combines general management ownership (P&L accountability) with strong commercial leadership, managing sales execution, customer engagement, and cross-functional collaboration to deliver business outcomes.

Your Role:

1. Business Ownership & Performance Delivery

• Own full P&L accountability: orders, revenue, margins, and growth targets
• Deliver Annual Operating Plan (AOP) with strong funnel mngt. and forecasting accuracy
• Ensure consistent performance tracking and proactive gap closure
• Lead pricing discipline, deal execution, and commercial governance

2. Strategy & Market Development

• Define and execute regional commercial strategy based on market segmentation and customer needs
• Identify and develop new business opportunities and growth drivers
• Drive market share expansion and penetration of technologies across RCA
• Provide structured feedback on market trends, competition, and customer needs

3. Distributor & Partner Management

• Lead commercial execution in a distributor-driven environment
• Set clear performance expectations and actively coach and challenge partners
• Ensure effective territory coverage, pipeline development, and conversion
• Step into critical deal negotiations and escalations as required

4. Customer & Stakeholder Management

• Build and maintain strong relationships with key customers, KOLs, and decision-makers
• Ensure customer-centric approach across all commercial activities
• Coordinate cross-functional engagement (marketing, clinical, service, supply chain)
• Drive long-term partnerships delivering sustainable growth

5. Team Leadership & Capability Development

• Lead and develop a high-performing regional sales organization
• Build culture of accountability, ownership, and commercial excellence
• Drive talent development, performance management, and succession planning
• Strengthen capabilities in deal-making, distributor mngt. and execution discipline

6. Operational Excellence & Governance

• Establish strong operating rhythm (weekly/monthly reviews, forecasting, business reviews)
• Ensure compliance with Philips policies, quality standards, and regulatory requirements
• Manage cost structure and ensure efficient resource allocation
• Drive continuous improvement initiatives across commercial processes

You are the right fit if you have:

Experience

• Proven experience in a business leadership role in medical devices industry minimum 10+ years. Preference for experience in fast moving medical devices that heavy medical equipment.
• Experience in P&L ownership.
• Strong track record in commercial leadership / sales management minimum 5 years.
• Experience managing multi-country or complex regional business environments.
• Demonstrated success working with distributors / indirect channels.
• Proven GR (government relations) record.
• Minimum 5+ years of experience in leading a team.
• Strong track record of navigating within matrix organizational structure.

Skills & Competencies

• Strong commercial acumen (pricing, negotiation, deal structuring, forecasting).
• Strategic thinking with execution discipline.
• Leadership capability to drive performance through teams and partners.
• Advanced stakeholder management and influencing skills.
• Strong analytical and decision-making capability.
• Ability to operate in complex, ambiguous, and rapidly evolving markets.
• English and Russian language: C1 (Advanced) level

Education

• Higher education required (Business, Medical, Engineering, or related field preferred)

Why to Join:

• Opportunity to run a high-growth regional business
• Exposure to international markets and cross-functional leadership
• Impact on healthcare transformation and advanced medical technologies
• Leadership role with significant strategic and operational influence

About Philips
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If you’re interested in this role and have many, but not all, of the experiences needed, we encourage you to apply. You may still be the right candidate for this or other opportunities at Philips. Learn more about our culture of impact with care here.