Job Description

JOB DESCRIPTION:

Primary Job Function
o Plan, organize, actuate, and control ANI portfolio in the ethical organization and strategy, tactics and all activities of the brands towards demand generation among HCP, hospitals, institutions and other related stakeholders in order to achieve the corporate objectives on brand equity, market value share, turnover, and margins
o Create and communicate a compelling vision and direction for the ethical sales team and company vision and overall business strategy
o Reporting to General Manager

Core Job Responsibilities:

1. Business planning
a. Evaluate the current market competitive situation and ANI key leverage points in order to develop a long term plan and strategy for the market that ensures attainment of company goals. Stimulates thinking for scenarios and alternatives
b. Define business opportunity and provide short & long term forecast accurately.
Initiates and coordinate development of action plans to explore and drive new market, approach or ideas and assist in the development and implementation of marketing plans as needed
c. Ensure commercial excellence strategy by identification and expansion of key stakeholders, i.e. HCP, KOL, in regards to customers & patients' needs, treatment map, and competitors' activities
d. Develop the overall business strategy to gain and expand HCP recommendation and create downstream sales
e. Define the customer coverage plan and sales force deployment plan to ensure effective and efficient coverage of HCP channels

2. Ethical sales operations and executions:
a. Address business opportunities through regular communications and integrated, cross-functional action plans and other supports in order to maintain/enhance relationship and engagement with key opinion leaders
b. Work with marketing and sales management team to review strategies and set stretch and achievable ethical sales plans, and accordingly work with finance to review impacts of decisions being explored or planned
c. Coordinate and work closely together with sales and logistic department to ensure the right implementation and optimal achievement of ethical plans
d. Closely monitor budgets and expenditures to ensure that resources are spent in line with the business plan commitment
e. Analyze performance data, identifies areas for improvement and develops action plans to help close gaps

3. People leadership and team development:
a. Develop, motivate and challenge the team members so as to achieve superior performance. Support employees in implementation of their growth plans. Develop and maintain succession plan and address future staffing issues in a proactive manner, e.g. establishing and executing development plans, providing on-going feedback and coaching, retaining high performers, and making tough decisions on poor performers
b. Build key account management capability amongst the ethical sales force
c. Analyze the sales, expenses, sales forces productivity, service level and promotion activities so that development / corrective actions can be taken timely
d. Ensure that each member of the sales team has an understanding and operates in strictly compliance with Abbott Code of Business Conduct, WHO Code and government regulation.

4. Cross functional collaboration:
a. Build and maintain strong relationship with marketing, CRM and ethical sales team to enhance business performance
b. Build and maintain strong relationships with customer/trade leaders and organizations, industry peers and distributors, in order to create positive impact and change to company image and business goals
c. Participate in Brand teams to ensure that customer needs and opportunities are quickly and successfully incorporated into enterprise, business unit and product strategies

Position Accountability / Scope

• Continuous collaborations with other functions such as marketing, CRM, finance, trade, HR, SFE or training team
• Ensure Sales objective and programs effectiveness with HCP, hospitals, institutions
• Maintenance or enhancement of HCP endorsement towards ANI products to patients that lead to sustainable demand creation
• Ensure expenses, sales target, accuracy of forecasting and effective program implementation towards overall company performance

Minimum Education
Bachelor degree in Business or Science Discipline or equivalent, MBA is preferred
Minimum Experience/Training Required

• Strong marketing and/or sales track record of more than 10 years in healthcare industry as head of hospital/ethical business, preferably with some exposure in Nutritional products
• Brand/Product/Sales/Trade Marketing/Demand Management experience
• Formal training in presentation, selling and negotiating skills
• Senior Sales Management experience
• Mastery of people management practices for sales force, including compensation and incentive planning, selecting and developing talent and outstanding track record of performance in field sales

The salary for this role is between: N/A

JOB FAMILY: Sales Force

DIVISION: ANI International Nutrition

LOCATION: Malaysia
Selangor : Imazium, No. 8, Jalan SS 21/37

ADDITIONAL LOCATIONS:

WORK SHIFT: Standard

TRAVEL: Yes, 50 % of the Time

MEDICAL SURVEILLANCE: Not Applicable

SIGNIFICANT WORK ACTIVITIES: Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day)