Industry Biz Mgr

6 months ago

Kuala Lumpur, Malaysia bioMérieux Full time

**Who We Are**:
A family-owned company, bioMérieux has grown to become a world leader in the field of _in vitro _diagnostics. Our entrepreneurial adventure, begun over a century ago, is driven by an unrelenting commitment to improve public health worldwide.

Since 1963, we've been paving the way in the field of _in vitro diagnostics _and have contributed greatly to improving public health and making the world a healthier place. The solutions that our teams imagine, develop and manufacture are key to enable healthcare professionals and industry players to make confident decisions to improve patient outcome and ensure consumer safety.

It is today present in 44 countries, serves more than 160 countries with the support of a large network of distributors, and supported by more than 13,000 employees worldwide.

**Overall Objectives of the job**:
This role has the overall responsibility to oversee and manage accounts/customers and activities to ensure the achievement of the company’s sales targets under the bioMérieux Industry business. He/She will be also responsible for carrying out all administrative tasks as requested by Management. This role is required to travel for training and sales development. This is an individual contributor role, which will work closely with the Head of ASEAN South (Industrial Application), Marketing, Customer Service, Distributor, and other functions when relevant.

**Main Responsibilities**
- Be accountable for the achievement of the Sales budget and all Objectives set for the year. Perform actions throughout the year to ensure the achievement of results in terms of sales and other defined KPIs.
- Provide and discuss the Sales Budget with manager. Ensure a detailed understanding and acceptance of the Sales Budget.
- Focus on month-by-month delivery of the results through optimised quality and quantity of targeted customer calls. Utilization of CRM for creation of weekly work plans, monitoring of efforts - quantity and direction, maintaining opportunities updated.
- Develop an action plan for regional coverage so that all existing and potential customers are met at regular intervals and that adequate cold calls, suspect calls and prospect calls are planned for the period to develop the potential pipeline.
- Attend regular team meetings with clear pre-determined objectives. Use these meetings to analyse sales, trends, issues and to put in place action plans for specific customers and document all such meetings.
- Ensure good preparation before every call to maximise the effectiveness of the call.
- Focus on developing and closing large business accounts wherever required through effective integration of individual strengths within the team.
- Manage the channel partner network of the region in cooperation with the distributor manager. Evaluate the requirements for new channel partners, recommend, set business objectives, and monitoring achievements.
- Gain a clear understanding of the Pricing document and maintain the sanctity of the Company pricing policies. Inculcate a “good business” sensibility in the Team members and determine all discounts keeping Company objectives in focus.
- Accurately forecast sales on a month-by-month basis using precise market and customer information, validated Pipeline projections and knowledge of the opportunities.
- Participate in yearly and half-yearly Performance Appraisals according to the Company guidelines. Identify improvement areas in individuals in the Team and advise on training and development needs.
- Be fully aware of and stringently follow all Company Policies, principles and SOPs and ensure that all Team members also do the same. Recommend desired changes to such SOPs and procedures as and when considered necessary to the process owners.
- Optimally manage the expenses. Adequate scrutiny and prompt approvals of expenses to be undertaken.
- Systematically ensure that complete documentation is done and maintain all records of official correspondence and documentation including proposals, customer pricelists, reports, in the local office.
- Represent the Company at various seminars and conferences, as and when required, and effectively handle PR at such gatherings to enhance the Brand.
- Ensure ethical and compliant behaviour at all times of self and Team members.

**Skills & Qualifications**:

- Having at least 10+ years of experience in Sales Management
- Dynamic, people oriented and customer centric individual
- Excellent selling skills with successful track record
- Excellent communication/presentation skills and listening skills
- Ability to frequently travel in Malaysia and Brunei
- Minimum requirement: A graduate in any life science disciplines

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