Asean Industry Head

Primary Purpose and Overall Objective of the Job:
Achieve the national commercial budget (sales budget (sales, margin, contribution) - and marketing budget by driving successfully the implementation of bioMérieux Commercial Operations strategy and optimize the sales performance by developing the sales & marketing team competences & challenging the Commercial Operations organization. implement and design the marketing strategy for clinical products in order to maximize the business results of the country within the framework of bioMérieux guidelines and strategy, through managing the marketing team.

Main Accountabilities:

• Achieve the territory budgeted sales growth, implementing the company Commercial Operations strategy to achieve sales, revenue & profit targets and lead the development of strategic lines across market segments, through direct selling or distributors. Monitor prices policy, conditions of sale and manage DSO (Days Sales Outstanding) with rigor.
• Leads the annual sales budget process, the Long Range Plan & sales reports by consolidating sales force national data & forecasts ; ensure that market data are routinely and accurately tracked & updated in Impact.
• Lead the most adequate business approach in Marketing, by ensuring prioritization of targeted markets / accounts profiles and commercial action for budget revenues achievement.
• Propose strategies to the GM that are based on new opportunities and customer needs – liaising closely with global marketing and sales teams.
• Translate strategies into key actions and tactics ensuring the sales and marketing teams have the right support for robust implementation.
• Optimize the ComOps organization. Participate in the recruitment, selection, development and retention of top sales talent. Manage and develop the sales team by ongoing monitoring & coaching, organizing SBO meetings, implementing relevant sales training according to Sales Capabilities OCB, Curriculum and Check & Sell Assessment. Propose variable plan on line with company guidelines.
• Build strong relationships with Key Opinions Leaders and manage territory Key Accounts (if no Key Accounts Manager) driving Health Economics approach.
• Ensure that the company quality procedures are followed by sales staff and that the company quality objectives are understood & respected.

Studies-Experience:

• Bachelor of Science and double competence in business (Management, Sales, Marketing) appreciated.
• Commercial and or marketing in-vitro diagnostic experience, business to business and/or corporate account sales experience with management.
• 10+ years in managing a team of 6 and above.
• A thorough knowledge of the product lines, industry, customers and IVD business is required along with good knowledge of the market and the opinion leaders.
• Good ability for communication (Excellent oral & written communication skills and fluent in English required), team work (coaching and working with the subordinates) and organization.
• Demonstrated creativity and innovation and ability to influence sales staff, customers.
• Understand financial metrics for product profitability, pricing strategy analysis within subsidiary P&L and excellent understanding of the medical context and key clinician challenges.

Skills and Qualifications:

• Skills as per Experienced profile of the Sales Capabilities OCB Currriculum : specially proficient at coaching the sales team, driving results, managing IMS and implementing Mercuri Sales Excellence Techniques.
• Autonomy, very good negotiation & communication skills. Good understanding of the company strategy and territory management.