Job Title: Business Manager, Clinical Diagnostics Division

Reports to: Commercial Director, Specialty Diagnostics Group, Southeast Asia & Taiwan

Department: CDD

Location: Indonesia, Vietnam or Singapore

Requisition ID: 119984BR

 

Position Summary:

• Effective CDD business management and business expansion in the defined territory with channel partner management as current business is 100% driven through channel partners/distributors
• Work with distributors to increase sales of CDD. Evaluate current Go-To-Market model and propose changes to go-direct or optimize distributor network as applicable for each country
• Closely work with APAC CDD team for success of the CDD business
• Increase awareness of Thermo Fisher Brand in the market and develop the territory
• Identification and engagement with Key Opinion Leaders (KOL) from the Clinical and IVD professionals within the Health Care Sector in the region

Key Responsibilities:

• CDD business management and drive to exceed annual sales and gross profit targets. Make recommendation and implement action plans to ensure that sales stay on plan
• Build STRAP (5 year strategic plan) and execute on the plan for business expansion
• Collaborate and work closely with APAC CDD team to be successful in driving CDD initiatives in line with regional/global direction
• KOL (Key Opinion Leader) engagement and customer management
• Set pricing in collaboration with APAC team and ensure this is maintained in line with company policy
• Have regular customer meetings along with the team/distributor. Lead initiatives to improve our CAS (Customer Allegiance Score)
• Report on competitive sales and marketing activities and any factors affecting sales
• Maintain up to date records on all aspects of the business. Use SFDC CRM as the primary reporting tool with all opportunities and activities recorded
• Share best practices and effective business strategies with team, management and peers
• Ability to plan, execute and measure with a strong sense of urgency to drive results
• Collaborative approach to develop and share strategy, tactics and analytics
• Maintain a high degree of knowledge of company products and policies. Coordinate any training requirement for the team with marketing and technical support

Minimum Requirements/Qualifications:

• Bachelor/Masters holder
• At least 5 years channel partner management and sales experience in IVD/Life sciences
• Competent with financial planning and analysis
• Excellent communicator, verbally and in writing
• Fluent in English
• Capable of managing major and complex accounts
• Commercially aware, highly motivated and target driven
• Customer orientated and able to drive activities that improve customer satisfaction
• Organized, able to work independently and in teams
• Computer literate with skills in Microsoft Office; Excel, Word and PowerPoint
• Experience in SFDC CRM will be a plus
• Ability to travel 30-40%

Non-Negotiable Hiring Criteria:

• Selling Agility with capability to close the deal to meet/exceed set targets
• Channel partner management expertise to manage business drive remotely in a COVID-19 impacted environment and through in-person meetings with the distributors
• Successful sales record
• Self-leadership: Ownership and accountability of the business, self-motivated to drive geographical expansion of the business, challenges the status quo to build and execute a robust Go-To-Market strategy
• IVD experience