Olivier Lonbois
Antwerpen
Summary
Experienced Vice President Sales Marketing with a demonstrated history of working in the medical device industry. Core competencies include people leadership, building winning sales and marketing teams, communication, transformation & change management. A passion for people management and coaching.
Overview
34
34
years of professional experience
Work History
Vice President & General Manager, IC & SH EMEA
BOSTON SCIENTIFIC
05.2017 - Current
- Responsible for all commercial operations, generating 780M$ revenue, sustainable revenue growth, and profitability
- Plans, directs and leads the execution of the divisional strategies and achievement of key performance indicators that drive the growth of the overall business within EMEA
- Provides leadership and ensures the full integration of all countries/franchises within their scope as well as facilitation across the matrix for functional areas including, marketing, finance, regulatory, customer services and human resource processes
- Relationships: 11 Direct reports, Business Partners HR, Finance, Med Affairs & HEMA, Global divisional president, EMEA president
- Organizational size: 400 headcounts
- Sponsorships: PRIDE EMEA, Belgium, SIP (commission schemes) Steerco, Customer Centricity co-lead, EMEA Compliance board
Sales & Marketing Director Europe
BOSTON SCIENTIFIC
05.2015 - 03.2017
- Leads the sales organization for interventional cardiology in Europe, generating 500M$ revenue
- Oversees and integrates marketing activities and strategic sales for New Cardiology in Europe
- Develops marketing and portfolio strategies at European level, including pricing strategies & controls, Customer engagement programs and promotional activities
- Leads the development of complementary sales channel and new revenues streams, Drives sales excellence programs, including training, Evaluates strategic partnerships
- Orchestrating Multichannel approach, including sales force transformation, Telesales implementation, Training & Commercial capabilities for the division
- Relationships: 7 Direct reports, Sales organization, Div VP Europe, Medical Affairs, HCP group, HEGA, Global Marketing VP.
Cluster Business Unit Director, IC & SH, Northern Europe
BOSTON SCIENTIFIC
11.2012 - 05.2015
- Sales & Marketing responsibility for Northern Cluster (UK/Ireland, France, Nordics, Baltics & Belgium)
- 60+ Headcounts (5 direct reports)
- Generating sales revenue of 186M$
- Reporting to divisional VP Europe
- Providing Strategic direction to the Cluster
- Driving organizational excellence
- Relationships: Divisional President Global, Div.VP Europe, VP marketing, Country Bus.Unit Mngrs, Medical Affairs, Healthcare Partnership group, HEGA, Intl KOL’s, X-divisional BUD’s
- Country coordinator Belgium.
General Manager Belux
BOSTON SCIENTIFIC
01.2012 - 12.2012
- Responsible for the Belgian BSC entity (Sales, Finance, CS, RAQA) – 40 headcounts
- Providing strategic direction to the different divisions
- Generating sales revenue of 45M$
- Full P&L responsibility
- KOL management
- Representing BSC in industry associations (e.g
- UNAMEC)
- Relationships: Regional VP , Country General Manager, Intl Marketing, cross divisional sales managers, BSC sales reps, Industry associations, Physicians associations, Governmental entities (INAMI/RIZIV).
Country Leader Belgium / Business Unit Director Cardiology Belux
BOSTON SCIENTIFIC
01.2010 - 12.2011
- On top of Business Unit Director responsibilities for our Cardiac divisions, I am responsible for the Belgian Sales entity
- Full country P&L responsibility
- Reporting directly to the General Manager Benelux.
BSC – Business Unit Director, Cardiology Belgium & Luxembourg
BSC
10.2008 - 12.2009
- In charge of the Interventional Cardiology & Cardiac Rhythm Management (7 direct reports – organisation of 20 headcounts)
- Generating sales revenue of 35M$
- Providing strategic direction to the different divisions
- Full P&L responsibility
- KOL management
- Representing BSC in industry associations (e.g
- UNAMEC)
- Award: Sales Manager Benelux of the year 2008.
BSC - Country Sales Manager, Cardiovascular & Endosurgery, Belgium & Luxembourg
BSC
- 09.2008
- In charge of the Cardiology & Neuro-radiology division, with additional responsibility of overlooking the other BSC legacy divisions PI-VS & Endo (8 direct reports – organisation of 16 headcounts)
- Generating sales revenue of 30M$
- Providing strategic direction to the different divisions
- Full P&L responsibility
- KOL management
- Representing BSC in industry associations (e.g
- UNAMEC).
BSC - Country Sales Manager, Cardiology, Belgium & Luxembourg
BSC
10.2005 - 08.2008
- In charge of the Cardiology division Belux (5 direct reports)
- Generating sales revenue of 16M$
- Sales & Marketing responsibility
- P&L responsibility
- KOL management
- Representing BSC in industry associations (e.g
- UNAMEC).
BSC - Group Marketing Manager, Vascular Access & Distribution Manager, Europe
BSC
12.2001 - 09.2005
- First management experience (3 headcounts)
- Managed the NAMIC distribution model
- Providing countries with marketing support for the Vascular Access portfolio (guidings, guide wires, diagnostics & accessories)
- Lead the Marketing Excellence Pilot taskforce for the Vascular Sealing program
- Vascular Sealing: Pre-launch marketing activity in order to prepare the European launch of THERUS Non-invasive closure system
- European Business Partner of the year in 2002 & 2003 (also Presidents Club winner).
BSC - Product Manager, Fluid Management, Europe
BSC
09.1999 - 11.2001
- Developed strategy for the franchise to move from the direct organisation to a distribution model
- Implemented solely the distribution model in the pilot countries UK & France
- In charge of screening potential distributors, negotiating the contracts & presenting internally the model to the countries
- In charge of training the distribution sales force
- Providing marketing support to the distribution network
- Lead the move to distribution in 11 countries (e.g
- France, UK, Germany, Spain, Portugal, Nordic)
- Initiated co-marketing agreements in 4 countries (Belgium, Netherlands, Switzerland & Italy).
BSC - Sales Representative Cardiology, Belgium – Product Manager NAMIC, Benelux
BSC
01.1998 - 08.1999
- Cardio sales rep in South of Belgium + OLV Aalst (Top 1 account in Belgium)
- Product manager for the NAMIC franchise in the Benelux
- Initiation & roll out of strategic partnership with Allegiance under co-marketing agreement in Belgium & the Netherlands.
Sales Representative Cardiology, Vascular & Endosurgery Belgium – Product Manager NAMIC, Benelux
SCHNEIDER
09.1996 - 12.1998
- Full portfolio sales rep (Cardio, Vascular & Endo) Belgium (North & South)
- Product manager for the NAMIC franchise in the Benelux.
Sales Representative Cardiology, Belgium
CORDIS
01.1993 - 08.1996
- Sales rep in the cardiology field for the South of Belgium
- Evolved from Diagnostic rep to Interventional cardio rep in 1995
- Introduced the Europass balloon in the Belgian market.
Customer Service Representative, Belgium
CORDIS
09.1990 - 12.1992
- Administrative work, taking calls, introducing & follow up of customer orders
- In charge of stock management
- Accounting assistant.
Education
Bachelor degree in Business Management (Bedrijfskunde) -
OLV De Ham Institute
Skills
- People Development
- Strategic Thinking
- Driving Execution
- Public Speaking
- Teamwork and Collaboration
- Analytical and Critical Thinking
- Team Management
Languages
Dutch
Bilingual or Proficient (C2)
French
Bilingual or Proficient (C2)
English
Advanced (C1)
German
Elementary (A2)
Italian
Elementary (A2)
Industry
Medical Device
Personal Information
- Title: Experienced Vice President Sales Marketing
- Date of Birth: 10/27/69
- Marital Status: Father of 5
Hobbies and Interests
- Active sports: Soccer, Running (full & half marathons), cycling (race & mountainbike) & Ski
- Reading (modern literature)
Training
- Advanced Leadership Development Program
- Financial acumen for senior leadership
- High Performance Sales Management
- BSC Leadership Institute
- Sales Force Effectiveness coaching course
- Coaching for Coaches
- Leadership Development Program BSC
- ASK & LISTEN
- Value Reflex curriculum
- Situational Leadership
- Marketing Excellence (Monitor)
- Negotiation Skills (Vantage)
- Leading for Results
- Presentation Skills
- Finance for non-finance
Timeline
Vice President & General Manager, IC & SH EMEA
BOSTON SCIENTIFIC
05.2017 - Current
Sales & Marketing Director Europe
BOSTON SCIENTIFIC
05.2015 - 03.2017
Cluster Business Unit Director, IC & SH, Northern Europe
BOSTON SCIENTIFIC
11.2012 - 05.2015
General Manager Belux
BOSTON SCIENTIFIC
01.2012 - 12.2012
Country Leader Belgium / Business Unit Director Cardiology Belux
BOSTON SCIENTIFIC
01.2010 - 12.2011
BSC – Business Unit Director, Cardiology Belgium & Luxembourg
BSC
10.2008 - 12.2009
BSC - Country Sales Manager, Cardiology, Belgium & Luxembourg
BSC
10.2005 - 08.2008
BSC - Group Marketing Manager, Vascular Access & Distribution Manager, Europe
BSC
12.2001 - 09.2005
BSC - Product Manager, Fluid Management, Europe
BSC
09.1999 - 11.2001
BSC - Sales Representative Cardiology, Belgium – Product Manager NAMIC, Benelux
BSC
01.1998 - 08.1999
Sales Representative Cardiology, Vascular & Endosurgery Belgium – Product Manager NAMIC, Benelux
SCHNEIDER
09.1996 - 12.1998
Sales Representative Cardiology, Belgium
CORDIS
01.1993 - 08.1996
Customer Service Representative, Belgium
CORDIS
09.1990 - 12.1992
BSC - Country Sales Manager, Cardiovascular & Endosurgery, Belgium & Luxembourg
BSC
- 09.2008
Bachelor degree in Business Management (Bedrijfskunde) -
OLV De Ham Institute
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