Position Summary:
To directly own and manage the commercial sales activities and results for the fluorescent dye and the fluorescence imaging system in territory of SE Asia.
The Sales Manager for Southeast Asia will be responsible for driving revenue growth, managing distributor and direct sales channels, and developing strategic partnerships within the region.
This role includes overseeing sales activities, expanding market share, and ensuring customer satisfaction in line with the company’s objectives. The candidate will have a deep understanding of local markets into which fluorescence technologies can be sold across SE Asia and be skilled in cross-cultural communication.
Territories will include but not limited to Singapore, Indonesia, Vietnam, Philippines and Malaysia.
The position will require extensive travel and is a field-based role. Key activities will revolve around supporting the Company and seek business for both the diagnostic agent and camera across the specified region.
As a Sales function the role is responsible for delivering the sales plan in terms of financial performance and qualitative objectives. (e.g. market share gains, account growth, customer support improvements).
These activities will be focused specifically on the Asia market covering both the private and public healthcare sector.
Key Responsibilities:
Commercial
- Develop and implement a comprehensive sales plan for SE Asia, aligned with overall company objectives.
- Achievement of the Sales Plan in terms of financial performance and qualitative objectives (market share gains, account growth etc.).
- Identify opportunities for business expansion and market penetration across key industries.
- Clinical and technical sales support for surgeons and associated staff in the Asia market.
- Build and nurture relationships with key stakeholders, including distributors, partners, and clients.
- Direct responsibility for:
- Develop market overview and strategy for the direct sales channel in Asia.
- Prospect, define and develop new accounts and business in addition to growing and maintaining the existing customer portfolio to support a balanced sales funnel for growth.
- Manage the overall sales process and coordinate, own and ensure completion of the necessary pre and post sales tasks. i.e. prospecting, demonstrations, evaluations, quotations, fittings, follow up, cash collection.
- Maintain strong after-sales contact and develop long-term customer relationships.
- Supporting customers’ needs and requirements.
Technical / Clinical
- Develop and maintain a high level of product & clinical knowledge of competitive products.
- Ensure knowledge base is maintained with up-to-date awareness of the latest clinical papers/publications.
- Development of training material for hospital surgical use.
- Training of hospital staff and others who sell fluorescence into the market (near infrared camera providers). Provision of second line technical customer support to include troubleshooting remotely & on site.
General
- Ensure full compliance with all operating, forecasting and reporting processes & rigor. Update and follow-up the CRM system, orders and sales forecasts and provide market share and win-loss information in line with time schedule.
- Establish strong relationships & work closely with global teams to ensure customer intimacy and sales opportunities are maximized.
- Attend applicable trade shows, study days and conferences as applicable.
- Host courses, study days and events, ensuring good attendance and event follow up.
- Any other duty reasonably required for the effectiveness of sales activities
- Ensure all sales activities comply with local regulations and company policies.
Experience and Capabilities:
- Bachelor's degree or equivalent/graduate degree preferred in a science (Biology, Chemistry, Pharmacy or related science) and/or technical discipline.
- Minimum of 3 - 5 years clinical sales experience within the Asia healthcare sector (preferred surgical operating field).
- Direct knowledge of healthcare systems and Hospital structures.
- Experience in training and direct contact with surgeons.
- Knowledge of complex selling processes such as tenders or contractual agreements.
- Commercially driven with strong negotiating skills.
- Strong communication and networking skills.
- Strong commercial and numeric skills with an ability to analyze sales data to identify gaps and opportunities and subsequently devise a territory sales plan in line with company & brand strategies.
- An ability to work as part of a wider commercial team, and to manage time effectively in a fast paced environment.
- The ability to understand and present clinical data.
- Excellent administration, planning and organization skills.
- Proficient in MS Word, Excel and PowerPoint.
- Excellent verbal, written and presentation skills. Knowledge of local market dynamics and business practices in SE Asia.
- Travel: Willingness to travel extensively across the region.
Core Competencies / Attributes:
- Highly influential & effective selling skills.
- Confident, motivated self-starter with the ability to reach and exceed sales targets.
- Demonstrate initiative, passion & persistence to get results.
- Flexible approach and positive mindset.
- Highly organized individual who constantly seeks out fresh business opportunities.
- Hands-on mentality and motivation to work independently.
- A team player who helps team members achieve their goals.
