Business Development Manager, Orthopaedics Export Markets, ASEAN based in Singapore
Life Unlimited. At Smith+Nephew, we design and manufacture technology that takes the limits off living.
The Business Development Manager (BDM) is responsible for helping the Orthopaedics and Robotics acquire better brand recognition and financial growth through distributor, KOL, Strategic account management.
Build and implement a business strategy for the assigned market and drive activity towards this goal in line with the overall business objectives. Distributor Markets such as Vietnam, Indonesia, Philippines, Myanmar, Brunei, and Cambodia.
- Mentoring distribution personnel and evaluating proficiency in support of Company products and services
- Assure consistent high level of distributor capabilities to serve and develop customers in the assigned geography.
- Follow-up with customers to ensure happiness with products and/or services provided
The BDM needs to develop a good working relationship with Channel Partners and help them grow through HCP training/education, set/implant planning, and New Product Launches.
They need to understand internal process and implement steps to contribute a successful launch of New Products. This role needs to coordinate with sales & marketing to review current market trends to propose new business ideas that can improve revenue & margins.
Identifies and support deal execution including due diligence coordination and maintaining BD pipeline reports, market mapping and trackers. In addition, takes an active role in the training of direct and indirect sales professional in achieving higher technical knowledge and profitable sales growth. Report on business prospects, competitor activities, market trends and sales performance within the assigned markets
Overall management of future direct & indirect (channel partner) sales personnel.
- Train and coach staff to improve effort and performance
- Continually assess sales territories and re-align as necessary
- Conduct performance evaluations
- Build and complete detailed sales plan to achieve revenue objectives
- Maintain monthly inventory and sales forecasting
- Account planning
What will you be doing?
Sales achievement of Orthopaedics Franchise:
- Achieve budgets on Knee, Hip and Robotics portfolio
- Report on business prospects, competitor activities, market trends and sales performance within the assigned markets.
- Market Mapping for Distributor Markets
- To do risk assessments, analysis, and evaluation of customer needs. Collaborate with business unit partners and corporate functions on new opportunity evaluation and screening
- Assist with coordinating deal execution process, including due diligence activities on potential targets and transactions
- Perform ad hoc analyses and execution of business projects
- Maintain BD pipeline reports and trackers
- Understand S&N Internal processes to drive NPLs.
Drive Growth across Portfolio by developing new Channel Partners:
- To do project management
- To work with customers on defining and implementing equipment capitalization projects
- To achieve sales through effective customer management along with Channel partners using agreed business plans.
- Provide feedback on business processes as they relate to sales activities and processes
- Work with Management team to improve the overall efficiency and optimization of business processes and portfolios.
Others:
- Provide technical and sales training to new/ junior sales personnel.
- Continually develop excellence in product and technique knowledge, and selling skills of the team, by continual mentor and training during field visits as well as drawing on other resources within the company.
- Enforce compliance to company and industry regulation.
- The market in which the job operates includes all hospitals within the assigned territory.
- To always act in a responsible manner to avoid risk to self or to the company and stay in sync with the workplace safety and health and security policy.
- Any other duties involved within the role and/ or the tasks as assigned from time to time.
What will you need to be successful?
Success in the role will require a combination of technical knowledge, soft skills, and a deep understanding of both the business and service-providing sides of an organization. Successful candidates would need the following:
- Degree level or equivalent experience.
- Minimum 8 years Orthopaedics experience
- Experience in Dealer management
- People management (as this potentially can become a people management role)
- Experience in working in Vietnam, Indonesia, and Philippine markets.
