Jon Gardiner

Development & execution of the commercial plan for EMEA. Reducing portfolio complexity, driving improved efficiency, improved financial performance & unlocking opportunities for future growth. $300M legacy brands to convert & exit across all platforms in 35 individual markets in the region, all with unique contractual nuances.

Achievements & responsibilities:

• Lead EMEA‑wide commercial, pricing, and contract strategy for a multi‑year Surgery portfolio transformation, aligned with global strategy and execution across multiple markets
• Serve as the primary commercial interface between Global leadership and EMEA markets, translating enterprise objectives into executable pricing, contracting, and revenue management plans
• Ownership of commercial governance, including pricing decisions, contract alignment, and risk mitigation, ensuring compliant, audit‑ready execution in partnership with Legal, Finance, Marketing, Supply Chain, and Commercial Operations
• Drive margin‑accretive outcomes through disciplined pricing strategy, contract transition management, and resolution of complex commercial issues
• Established KPIs, milestones, and execution cadence to track financial impact, adoption, and delivery across markets
• Influenced senior stakeholders across global and regional organisations to resolve pricing, contract, and market challenges without direct line authority
• Communicated and managed commercial and contractual narratives, timelines and financial implications to ensure alignment and minimal disruption during portfolio transition

• Owned commercial strategy and key account management for UK national corporate hospital groups and independent hospitals, accountable for a £110m annual budget
• Led contract negotiation, execution, and ongoing management across long‑term agreements, ensuring compliant and approved pricing strategies
• Co‑created and executed multi‑million‑pound strategic proposals, deploying commercial, value‑added, and financial solutions to drive profitable growth and long‑term partnerships
• Co-designed and implemented national discount and pricing frameworks to address legacy imbalances and improve pricing transparency, standardisation, and incentives tied to volume, duration, and NPI adoption
• Delivered the UK's first pan‑MedTech private sector price indexation and APR strategy, protecting long‑term pricing integrity, improving free cash flow, and strengthening audit compliance
• Provided direct line leadership for a team of cross franchise Commercial Business Managers, with ~1 year accountability for the Contracts & Tenders team
• Shared market insights and strategic recommendations via leadership and franchise forums to adapt commercial and operational strategy

Key Achievements

• Grew revenue from £77m (2019) to £111m (2024) while improving sustainability and governance
• Built and integrated high‑performing commercial teams following three separate business‑case approvals
• 2023 Credo Lead for UK Strategic Capabilities (66 colleagues), improving participation, inclusion, and engagement scores

• Led national sales and marketing strategy across pharma and device portfolios with combined revenues of £70m
• Delivered capital, consumable, and service growth while ensuring alignment with clinical, regulatory, and customer requirements
• Launched a new capital and software therapy platform, driving adoption through integrated commercial, education, and marketing strategies
• Led national framework submissions to protect existing business and grow market share
• Embedded coaching‑led leadership culture using Gallup StrengthsFinder throughout business unit of 22 colleagues
• Delivered EMEA best‑practice capital pipeline forecasting within Selected Results
• Consistent year‑on‑year growth across In‑Centre and Home Therapies
• Double‑digit growth delivered in a declining market

• Held full regional commercial accountability for a Surgical capital and consumables portfolio, managing a £6.5m annual budget across the East of England
• Accountable for forecasting, pipeline management, and execution, ensuring delivery against strategic priorities
• Led, coached, and performance‑managed a team of sales professionals, translating business strategy into executable regional and account plans
• Oversaw regional negotiations and tender submissions for capital and framework proposals, driving alignment with strategic objectives
• Served as senior commercial interface between field team and Business Unit leadership, facilitating alignment on performance and identifying risks and opportunities

Developed expertise in business development, national account management, contract negotiation, and commercial buying, establishing a solid foundation in enterprise selling, negotiation, and revenue management.