Job Description

Requisition Number

APAC05065

Employment Type

Full-time

Location

KualaLumpur

Job Summary

Reporting to the Director Commercial, SEA this position has strategic responsibility for commercial activities activities for Zimmer Biomet, covering distributor territories in Malaysia and Export markets. The position will be responsible for directing strategic planning in the sales and marketing functions, ongoing management and evaluation of progress toward specified business goals. Additional key responsibilities include ensuring continuing sales growth and monthly/quarterly forecasts are achieved. The vehicle for success is through leadership, development, and partnership with HR, Finance Medical Education, Material Planning, Distribution and Logistics (including outsourced vendor). The incumbent must maintain a thorough understanding of the market conditions and key customer interactions, leveraging relationships or opportunities that will benefit the company in the short and long term.

Principal Duties and Responsibilities

Strategic Planning

• Develop strategic direction, implement sales and marketing plans to meet and establish sales and market share targets; and contribute to business planning to develop an overall sales and marketing strategy to meet the Company\xe2\x80\x99s short and long-term business objectives in MY (Non Recon) and EM .
• Prepare overall operating plans and Strategic Plan , reports and forecasts, in line with the needs of the markets.
• Anticipate changes in the MY (Non-Recon) and EM, so that new approaches may be developed, and customer needs may be addressed.
• Prepare and lead Sales & Marketing reviews and meetings for MY (Non Recon) and EM.

Business Development, and Sales & Marketing Management

• Monitor, analyze and evaluate sales/market trends and sales results, consumer behavior and competitor\xe2\x80\x99s activities to identify market opportunities in all markets in territory.
• Map out business potential, key surgeons, key territories and accounts, and potential customers; devise and adjust sales & marketing strategies and plans to develop accounts and capture market share to meet changing market and competitive conditions.
• Review all monthly sales and marketing reports to ensure all critical information is accurate and updated. Prepare and provide management reports on sales/marketing programs/activities.
• Overall responsibility of deployment of instruments and channel management including distributors and developing distribution strategies.
• Actively seek for tender opportunities and work with Finance and Marketing when special pricing is required.
• Manage promotional/ operational budget through appropriate allocation to the different investment areas.
• Ensure timely and effective communication with major customers including distributors. Maintain rapport with all customers and advise them of product changes in a timely manner.
• Serves as a conduit between the field and other functions [e.g. sales management, marketing, Medical Education] to ensure the sales force has the tools necessary to achieve results. Provide input to overall business and marketing plans;

General Management

• Lead distributor teams to achieve annual sales targets for all countries.
• Take leadership position in establishing initiatives in key priority areas for the sales force and provide team with information and overall direction.
• Ensure Corporate and Regional Policies and Procedures are compiled including, but not limited to promotion, business ethics, sampling, expense reporting.
• Handle office matters and other administrative tasks [such as expense reports, travel requests, product recommendations, people development etc.] and ensure compliance with company policies.

Expected Areas of Competence

• Minimum 8 years general management experience with a minimum of three (3) years Healthcare or allied industry sales management or distributor management experience.
• Proven people management leadership and project team participation.
• Good interpersonal, communication and organizational skills
• Good customer service skills
• Extensive experience in the competing and succeeding in the marketplace and with diverse specialty product portfolios.
• Experience in analysing sales data and interpreting trends, implications etc.
• Previous work experience in sales principles and applying them in a commercial business environment.
• Strong attention to details, good follow-through skills.

Education/Experience Requirements

• Degree in Business, Science or related discipline.

Travel Requirements

• 80-90%