Job Description

My client is a startup healthcare distributor (pharma and medical device) is looking for a regional commercial director (Head of Sales), who pioneer the business in generic drugs, biosimilars and Diagnostic /Medical Device portfolio.(Leadership as a Head of Sales)

• Sales and team management:
• To strictly manage team with predetermined KPIs and periodically report the status on weekly basis

• Continuous improvement:
• To actively propose improved way of doing things to make it more efficient and accurate
• To improve customers\' satisfaction level that is assessed through periodical customer satisfaction survey on at least half yearly basis.

• Build robust and sustainable team:
• To develop and keep updating detailed SOPs and make sure adherence to them
• To be able to effectively communicate with team members and cross functionally
• To develop various management reports and reports to company management periodically.
• To establish expense budget for the entire department and closely monitor budget for the business

Sales budgeting and pipeline management

• Set sales budget yearly basis and obtain approval of management as well as build consensus with respective external stakeholders
• By country
• By product category
• By key account

• Monitor and evaluate the sales progress monthly basis, and submit a budgeting report to management
• Overall market situation and new findings
• Current revenue situation
• Recovery plan in case of shortfall

• Host periodical distributor meetings and make appointments with distributor for periodical review meetings

• Key account engagement

\xe2\x9e\xa2 Set a clear target of quantity and amount of revenue generated from key account in the beginning of year for each market\xe2\x9e\xa2 Collaboratively explore the market with local distributors to identify key customer accounts (new and existing)\xe2\x9e\xa2 Actively make appointments with such potential key accounts for Application Specialists to pitch their new ideas\xe2\x9e\xa2 Engage key customer accounts by providing benefits in return for them to share their expansion strategy and to give us a preferential vendor status\xe2\x9e\xa2 Internally coordinate the provision of key benefits to the key accounts

• Distributor management

\xe2\x9e\xa2 Fully responsible for distributor management and their yearly revenue of assigned territory\xe2\x9e\xa2 Set a clear budget of quantity and amount of revenue for each product and each country in the beginning of year\xe2\x9e\xa2 Conduct at least monthly meetings with distributors to understand their challenges. Assist coordination of escalated items internally\xe2\x9e\xa2 Assist distributors to find out the area of improvement from sales (geography/accounts/products) and service perspective including but not limited to headcount and training plan (plan only; training itself shall be provided by regional application specialist team)\xe2\x9e\xa2 New product launch and product training (plan only; training itself shall be provided by regional application specialist team)

• Engagement with teaching hospitals/schools and industry association for long term investment

\xe2\x9e\xa2 Liaise with local distributors and nominate such influential players in the market\xe2\x9e\xa2 Estimate the return on investment and propose necessary investment to regional management\xe2\x9e\xa2 Monitor the progress of such investment and return by periodically corresponding with the players

• KOL engagement support

\xe2\x9e\xa2 Liaise with local distributors and Regional MA specialist to nominate KOLs in the market\xe2\x9e\xa2 Propose KOL assignment and corresponding fees to regional management and try to close sales together with distributorsA pioneer to a start up company |Regional exposure and interesting opportunities to grow

• Minimum or 8 to 10 years\' experience selling generic drugs/oncology diagnostic products in the pharmaceutical / medical device diagnostic industry
• Minimum of 3 to 5 years\' experience in sales and people management
• Must have distributor management experience or relevant products exposure.
• Preferably someone with regional sales and business development experience and understand the market very well
• Good communication skills and HCP engagement, strong connections with external stakeholders
• Preferably someone from senior management who has done P&L management, budgeting forecast and strategy planning
• Open to travelling

A start up pharma / medical device distributor company, which focuses on oncology therapeutics area. They aim to bring in new oncology drugs and diagnostics devices to the Emerging Market and SEA, to benefit more patients and community.- Empowerment in market penetration and building your own sales team- Hybrid working arrangement- Good Remuneration with sales incentives (Open to discuss for stock option)

Michael Page