Job Description
1. Manage the performance of assigned countries by leading implementation of optimal in-country activation with Distributors to deliver on expected sales and profitability/cost targets for each country.
2. Conduct regular in-country business reviews, monitor current and planned activities to accurately track, forecast and report the performance by country in order to support achievement of set targets or initiate changes needed to meet expectations.
3. Work closely with direct Supervisor, Regional Marketing, Operations and Finance teams to plan and implement in-country activation plans with excellence, including new product launches, product and sales training, and execution of marketing programs.
4. Lead Distributors to prepare joint annual business plans per country with clear focus on key customers and in-market opportunities, in alignment with SciMed regional strategies and objectives.
5. Ensure all business fundamentals e.g. product registrations, customers’ certificates requirements, sales forecasts, orders handling etc. are in place at a country level and coordinate any activities with internal teams and distributors to secure optimal functionality of in-country commercial operations.
6. Identify and develop new or existing business opportunities e.g. new distributors, new representations, market segments, potential customers to expand operations; act as local expert to support development and implementation of PHCbi and SciMed global and regional initiatives at a country level
7. Manage the assigned budgets per country by tracking and evaluating the impact of investment in each market, re-prioritizing funding to best support performance and meet financial commitments.
8. Act and lead the Distributors to conduct the overall commercial activities at a country level in full compliance with the local legislation and SciMed business practices and policies.
9. Lead and coordinate review and update of Distributor Agreements and Price Annexes on an annual basis for all markets.
10. Supervise Asst. GM for the compilation of Distributor monthly reports including Inventory reports, market updates, competitor updates and organizing and conducting regular business reviews.
11. CGT Growth: Strategize and implement CGT go-to-market plans in APAC.
12. Projects: Lead strategic growth projects such as "Make in India”, "GEM”, and new brand representations in export markets.
13. Take on additional duties and responsibilities as assigned by the Managing Director in order to support development and implementation of initiatives at a country or regional level.
Qualifications
1. University degree, preferable in business, finance or science
2. Possess 15+ years of professional experience of experience in Sales and Marketing
3. 10 years of work experience in a relevant industry sector (Medical Devices, Pharma, Healthcare, Diagnostics).
4. 5+ years’ experience in managing distributors in APAC markets.
5. Experience in working with and leading sales and marketing country teams, with strong people management capabilities.
6. Strong interpersonal, negotiation, management and influential skills to guide, provides insights to the key stakeholders and wider commercial team.
7. Excellent strategic orientation and business sense, proven track record in driving and achieving results. Possesses solid financial acumen and business judgment capabilities
8. Requires this candidate to have effective communication, influencing and interpersonal skills.
9. Flexible, able to work in dynamic environment and across cultures.
10. Experience in managing people without reporting line authority
11. Experience in working in an international role, at a global or regional level
12. Comprehensive knowledge of the Microsoft Office products and being able to use them effectively e.g. Word, Excel, PowerPoint.
13. Language skills: Fluent in English, and at least one other language
14. Able and willing to travel.
