Roland Hilgers - ICF PCC

Experience

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  Össur

  Apr 2008 - Dec 2010

  Area Manager Austria & Switzerland

  Early in my career, I served as an area manager for a global orthopedic device company. My role involved designing, developing, manufacturing, and selling non-invasive prosthetics, bracing and support products, and managing key accounts in Austria and Switzerland.Together with a team of 4,000, we devised and introduced innovative reimbursement schemes for high-end prosthetics. Focused on implementing and coaching training programs that emphasized value-selling in the DACH region, comprising Germany, Austria, and Switzerland, we steered the sales force to excellence.To expand the business, the team and I successfully cultivated the Central and Eastern Europe (CEE) and Middle East markets, generating millions of Swiss Francs in incremental B2B revenue over a period of 16 months and enhancing market penetration in Austria by introducing new reimbursement schemes, providing dedicated customer service in four different languages, and improving logistics operations.Tripling the DACH pipeline output and achieving a 30% spike in conversion, we introduced a combined sales and clinical force process accompanied by exceptional customer service. Our dedication and innovative approaches yielded significant achievements, propelling the company’s success in the orthopedic device industry. Show less

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  Cochlear

  Mar 2011 - Dec 2015

  Ascending the ranks, I implemented a client facing staff (sales & clintech) excellence initiative in the EMEA region, including a Salesforce technology rollout and integrating return on investment and return on education B2B and hospital business models.Managing eight reports in the EMEA matrix structure, we devised and scaled a direct and non-direct field force training program and leveraged value selling, SPIN, and Challenger methodologies. Together we drove these outcomes to bolster Cochlear AG to the next level of industry excellence:►Championed massive savings in treatment costs for isolated areas of Saudi Arabian by building remote area access, an employee training program, and an early detection and follow-up tool to address congenital malformation and subsequent comorbidities prevalent in cultures allowing tribal intermarriage.►Enabled a substantial patient data accuracy improvement and installed base business (IBB) modifications resulting in additional revenue p.a. by initiating various SFE campaigns for EMEA non-direct markets.►Drove significant growth in NPS customer satisfaction ratings and customized sales channel offerings by implementing the SFE approach for EMEA non-direct markets and achieving a 50% quantified cross-leverage effect after nine months. Show less Recruited to scale and implement a comprehensive EMEA strategy, I oversaw sales and clinical teams comprising 60 associates across Austria, Hungary, Saudi Arabia, Poland, Russia, Turkey, and Egypt.One of our most notable achievements included integrating a Turkish distributor into our operations and developing a scaled blueprint for digital clinical referral models, enabling access to remote areas in Saudi Arabia, Kazakhstan, and Siberia. To enhance pipeline management, we successfully launched a business intelligence (BI)-driven approach and achieved impressive revenue growth. Spearheading a data-driven channel acquisition and support strategy resulted in a remarkable 35% increase in bone-anchored solution sales for four consecutive years.Building sustainable success, I led a global launch campaign for new implant types, targeting over 50 non-direct markets and collaborating with regional key opinion leaders to customize marketing materials and messaging and to facilitate an immediate and simultaneous commercial launch following comprehensive training, significantly improving the usage of the new implant, with a conversion rate of 95% within just two months in the EMEA region.My leadership skills in driving revenue growth, implementing effective strategies, and achieving successful global launches served as the perfect training ground for my next role as a sales director. Show less Charged with creating and introducing remote service structures in the Gulf Cooperative Council region, I developed sales channels for specific target countries: KSA, Egypt, Iran, and Kuwait, and built and developed KOL networks for the product portfolio to ease market entry. With a team of 15 full-time employees, I supported opening the ME hub in Dubai and established data-based tender bidding teams while monitoring compliance and adhering to regulations.Some of our most impressive outcomes included the following:►Gleaned a 50% spike in the concerned portfolio p.a. by developing and integrating a regional center of excellence approach to bone-anchored solutions for Levante and the GCC region, introducing top-level KOLs to regional KOLs and facilitating joint training sessions. ►Enabled a 30% increase in revenue p.a. by establishing a remote area treatment approach for tribal areas in Saudi Arabia and decentralizing and streamlining treatment processes and resources.►Increases revenues 25% by driving team development and training at channel partners in core countries through strategic RoI and RoE approaches with channels and KOL networks and the ands-on coaching for regional and local team leads.I am proud of the synergistic effort of the team in achieving corporate revenue milestones and expansion initiatives. Show less

  • EMEA Lead Sales Force Excellence

    Apr 2014 - Dec 2015

  • EMEA Business Development Manager

    Dec 2010 - Mar 2014

  • Area Sales Director Middle East ad interim

    Mar 2011 - May 2012
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  HR Capital GmbH

  Apr 2013 - now

  Group CEO

  @ HR Capital we do believe in exceptional growthSegueing a tenured path of expertise to an entrepreneurial endeavor, I founded a limited liability Swiss company offering business growth consulting and hands-on support, focusing on startups and scaleups.I pride myself in providing growth strategy consultancy for MedTech, Digital Healthcare and diagnostics ventures and supporting strategic and tactical Salesforce building and excellence for SME’s by identifying low hanging fruits, key leverage partners, ideal entry and growth markets and geographies, and consulting and mentoring client leadership teams.Contributing a wealth of firsthand expertise, I led these initiatives for my clients:►Generated multi-millions of Swiss Francs in channel business in Europe, The Middle East, and Africa (EMEA) for interventional radiology by implementing data-driven channel management.►Upsurged millions of Swiss Francs in additional revenue in 9 months in an AI-driven imaging start-up by developing and coaching a key opinion leader (KOL)- based sales strategy in the CEE region.►Decreased 60% of sick leave days for top-level managers in the insurance industry through personal mentoring over two years.►Drove a 25% decrease in customer acquisition costs for an implant company in nine months by restructuring the customer journey and aligning core departments along a new structured order-to-cash process.With over a decade of experience, I look forward to continuing to apply a full complement of technology and resources to elevate my clients to the next level of industry notoriety. Show less

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  VirtaMed

  Jan 2016 - Dec 2018

  Executive Vice President, Head Global Sales & Business Development

  Stepping up to an executive management role for a world leader in data-driven medical education for orthopedics, ob-gyn, urology, and general surgery, I conceptualized and launched global sales strategies, built and scaled original equipment manufacturer contracts, and installed base business with MedTech clients.Steering a team of 30 plus and directing an annual budget worth millions of Swiss Francs, I devised and authored a training and education structure focused on educational relevance and sales impact and nurtured relationships with KOLs to foster regional and global networks to improve the worldwide footprint and academic relevance of the organization.Our efforts paid off in these once-in-a-lifetime results:►Garnered tens of millions in Swiss Francs in revenue by focusing on two pillar-based sales models with hospital and OEM business, improving the market penetration and dedicated geographic responsibilities fostering team preferences, and close coaching of the team.►Captured the most significant individual revenue contribution in company history by negotiating a deal , selling a virtual reality-based surgical simulation to an influential state-owned supplier for top-level hospitals in China, and securing the contract after addressing hospital, channel partner and KOL’s demands, facilitating local adjusted teaching topics, and introducing associates to preferred suppliers.►Decreased ticket solution time from four days to < 12 hours by developing and implementing a scalable global customer service scheme covering daily round-the-clock service for B2B customers.►developed greater China to a core revenue contributor facilitating channel management, KOL networks, culturally adjusted training and education schemes and incorporated the Chinese subsidiary including complete staffing in less then 9 monthsI am fortunate to have had the opportunity to work with this team of professionals in advancing the mission of VirtaMed AG. Show less

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  Europair Schweiz AG

  Nov 2018 - now

  Member of the Board of Directors
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  Sabbatical

  Jan 2019 - Jun 2019

  Sabbatical
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  ADHSMentor

  Apr 2019 - now

  Founder & Managing Partner

  Make ADHD your ally! Join us to learn how to overcome the challenges of ADHD and turn your unique abilities into strengths. Our approach? Focus, structure, and intuition!Book an appointment for yourself or your organization here: https://adhs-mentor.ch/termin-buchen/

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  Ender diagnostics ag

  Nov 2020 - Sept 2022

  Chief Commercial Officer (CCO)

  As the CCO for a Swiss scale up specializing in rapid molecular diagnostic test kits to detect COVID-19, I piloted the development, implementation, coaching, and scaling of the commercial strategy.Leading the conversion of a B2B business model to a B2C pay-per-result model on a global scale, we developed partnerships with national and regional critical infrastructures and collaborated with the global aviation industry for APAC and Americas markets.Realizing millions of Swiss Francs in incremental revenue and a sizeable EBIT boost, we established the commercial outreach structure focusing on channel business and minimizing customer acquisition costs by 50%. Building an effective growth organization with 12 full-time employees, we digitized the B2C channels through empowering local partners with data-driven support systems.Under my tutelage, we secured a three-fold increase in the operational margin after reengineering the business model from selling reagents to labs to selling results to end consumers and scaling channel business to lower customer acquisition and operating costs with a focus on the capacity of the core team to steer channels versus focusing on customer acquisition. Show less

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  DynamicFocus

  Jan 2022 - now

  Founder & CEO

  @DynamicFocus, we're proud to leverage individual strengths and transform team performance.We provide new perspectives and approaches driven by neurodivergent brains for companies willing to understand the enormous potential neurodivergent employees can bring to their companies.We provide hands-on coaching and mentoring to line managers, people and culture employees, HR employees, and all teams.

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  NIKandNIK Group AG

  May 2023 - now

  Member of the Board of Directors
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  Vigilitech

  Sept 2023 - Feb 2024

  • Chief Commercial Officer (CCO) (ad interim)

    Nov 2023 - Feb 2024

  • Advisory Board Member (ad interim)

    Sept 2023 - Feb 2024
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  Brainhero

  Jun 2024 - Sept 2024

  Co-CEO (ad interim)