The posting
Position Summary
This role providesleadership to the Sales and Sales Operations team in APAC. Responsible for on-boarding,leading and coaching team members, while achieving year over year growth, andsustaining high net-promoter-scores. The role is responsible for customers inAsia-Pacific (Asean, ANZ, Korea, Japan, India) within the medical device,pharmaceutical, biologics and diagnostics segments.
The role can be basedeither in Singapore or Malaysia and will collaborate with technical andmarketing leaders in Singapore, along with plant managers in the U.S., Europe,China and Malaysia in order to grow our customer base while improving servicelevels.
Reporting to the General Manager,the Commercial director will help develop short and long-term plans focused oncustomer acquisition, channel strategy and will focus on the execution of thoseplans.
Primary Responsibilities
- Achieveyear-over-year profitable sales growth by developing a high performance, best inclass sales team in the industry. Hire, coach,motivate and drive team members.
- Workclosely with management and peers in the US and EMEA to optimize global growthopportunities. Contribute to andre-direct Asia-Pacific strategic imperatives in accordance with market andcompetitor dynamics.
- Developstrategies and plans to understand and develop business in new territories.
- Monitorthe performance of the sales team with effective metrics, reports andcommunication.
- Ensurethat all sales activities are in accordance with the guidelines of the BerwindCode of Conduct.
- Planand implement a system that creates clear and focused goals, includingindividual territory sales and bonus targets. Responsible for creating andmanaging the sales incentive plan that achieves the businesses goals.
- Providehigh standards of ongoing training for team members in selling skills, productknowledge and financial literacy to ensure ability to create customer valuethrough strategic selling.
- Ownthe development, update and communication of accurate sales forecast for theregion Achieve forecasted sales by following (and, if necessary, adjusting)written plan of action.
- Developrobust plans for profitable sales growth, new business opportunities,implementing price increases, expense controls, and key account managementthroughout Asia-Pacific. Manage a healthy pipeline of new businessopportunities.
- Assistin the development of the annual marketing plan, specifically advising on:realistic forecasts for each product and territory (based on historical data,market trends, competitive activity, promotional strategy and sales effort),realistic costs of operating the sales force; and sales promotion plans.
- Ensurecontractual agreements are vetted and negotiated to minimize financial riskwhile protecting the relationship with the customer. Coach team members toeffectively negotiate win-win agreements.
- Workwith internal teams to accelerate customer service and responsiveness.Eliminate obstacles to moving the sales process ahead and provide guidance tointernal teams on priorities and customer need.
Preferred Qualifications
Education:
- Master’s Degree in Marketing, Sales, General Businessmanagement, Engineering or closely related field.
Experience:
- 10+ years of experience in sales management.
- Experience in Medical Healthcare packaging.
Other Requirements:
- Excellent interpersonal communication,presentation and writing skills.
- Strong sales management experience and historyof developing effective sales teams.
- Excellent nose for talent with a strong historyof attracting and retaining talented people.
- Knowledge and experience developing newproducts.
- Demonstrated ability to work in partnership withcolleagues, subordinates, superiors and customers.
- Strong understanding of customer and marketdynamics and requirements.
- Willingness to travel frequently and work in aglobal team of professionals.
