Job Purpose
- The role is responsible to ensure Area APAC achieves their value expansion targets every year, enable demand creation and sales excellence activities, govern commercial execution activities in all countries to support acquisition, contract renewal plan objectives as well as annual sales plans for the current year and a healthy and robust pipeline is established for the subsequent years.
- This role would be directly accountable for driving value expansions achievement and upskilling all sales professionals in the local markets by providing the strategies, control systems and executions as well as commercial trainings.
Duties and Responsibilities
- To manage those functions below and support the direct sales team to achieve their sales goals.
- Communicate with other supporting functions like Finance, Marketing, Regulatory, Pricing, Medical, Services, etc. and coordinate the flow of business and execution ensuring Sales effectiveness
- Gather, research and analyze the sales situations, gaps or deficit then propose the countermeasures to the sales teams and other headquarter functions.
- Check and advise to every business opportunity and finally decide to go or not go. In order to do that and keep the company’s profit health, set the guidelines or criteria and notice them to the sales team.
- Create and manage the pricing and profit strategies according to the marketing strategies and the market competitive situations.
- Report the business situations including market changes, competitive situations, strategies, sales achievement, risks, opportunities, activities, project progresses, etc.
- Create the assessment and incentive scheme with Finance / Human Resource function and measure the results and coordinate the actual payment processes.
- Communicate with the global team and introduce global frameworks, systems, strategies, etc.
- Create and maintain the central systems and/or tools, working or reporting processes, submission and approval protocols, compliance guidelines and checks, expense distribution and controls, etc.
- Master in-command system ensuring the governance and roll out around the area
- Forecast and control the demand of products like instruments, reagents, parts, etc. and order them to the global team or factories. Manage the inventory level and the flow from the factories to the customers through shipment, transportation, import quality checks, processes, etc.
- Manage sales tactics and distribution margins.
- Translate strategy into actions, drives commercial execution
- Manages internal business review on a monthly basis
Education/Qualifications/Experience
- Bachelor's degree. Preferred degree in Science, Business or Sales Management.
- A minimum of 10 years of commercial experience in a fast-paced healthcare environment, preferably in the IVD or Medical Devices industry
- Demonstrated consistent success achieving/exceeding financial goals, executing complex (multi-year/multi stakeholder contract negotiations and growing market share.
- At least 5 years of strong commercial leadership experience
- At least 5 years of experience successfully engaging with C-Level customers.
