Sales Manager ASEAN
6 days ago
At West Pharmaceutical Services, we're a dedicated team that's connected by a purpose to improve patient lives that has been at the center of our company for over a century. Our story began when Herman O. West solved the problem of supplying penicillin in mass quantities to the US Government during World War 2. Through our work to deliver thousands of life-saving and life-enhancing injectable medicines to millions of patients daily, West's indelible mark on the healthcare industry has just begun. A name started our story. How will yours help write our future?
Job SummaryWe're seeking a highly skilled Sales Manager to spearhead sales initiatives across the ASEAN region, encompassing countries such as Singapore, Malaysia, Thailand, Indonesia, Vietnam, and the Philippines. As the Sales Manager for ASEAN, you will be responsible for expanding market share and fortifying our presence within these key markets. This role demands strategic oversight of both direct and channel sales operations, achieving ambitious growth targets, ensuring high levels of customer satisfaction, and managing the commercial P&L for the assigned territories.
Key Responsibilities- Strategic Planning: Develop proactive business plans for assigned Channel Partners and direct markets that align with the organizational strategy and feed into the business planning process promptly.
- Sales & Revenue Growth: Achieve sales and revenue targets by identifying opportunities with existing and new accounts. Understand customer needs to uncover additional opportunities across all products and solutions. Build and leverage relationships with key customers to expand and grow West's business.
- Business Plan Execution: Lead in the successful delivery of business objectives through high-quality planning and execution of tailored Channel Partner and direct market business plans.
- Performance Monitoring: Regularly assess the performance of channel partners, providing feedback and support to help them meet sales targets and improve their effectiveness in the market.
- Relationship Management: Maintain strong, productive relationships with channel partners, conducting regular reviews and strategic planning sessions that align with objectives and market strategies.
- Channel Development: Identify, recruit, and onboard new channel partners while ensuring they have the necessary resources and training to effectively represent and sell West Pharmaceutical products.
- Market Strategy Execution: Execute the market strategy and objectives for West products/solutions within the ASEAN region.
- External Representation: Participate in and drive key external events and meetings such as client meetings, presentations, and roundtables.
- CRM Management: Manage the local sales processes and ensure the integrity of data on the WEST CRM system. Utilize tools effectively to build robust relationships with Channel Partners and key customers.
- Reporting Accuracy: Ensure the accuracy of monthly and quarterly reports.
- Resource Optimization: Manage the mix of cross-functional and cross-regional technical resources to optimize the value of accounts and deliver business objectives.
- Pricing Strategy Implementation: Implement the agreed pricing strategy for each customer segment to achieve planned gross margins per customer and segment.
- Contract Management: Ensure that clients and distributors comply with their contractual obligations.
- Compliance: Conform to and abide by all regulations, policies, work procedures, safety rules, and ensure high ethical standards are maintained.
We're looking for a highly skilled and experienced professional with a strong background in sales and business development. The ideal candidate will have:
- Bachelor's degree in science, business, or a related discipline.
- Minimum 8 years of experience as an Account Manager, Business Development Manager, or Sales Team Manager, preferably within the pharmaceutical packaging, pharmaceutical, or medical devices industry.
- Experience working with accounts within the ASEAN region is required.
- Minimum 5 years of experience with injectable drug products or injectables' primary packaging is preferred.
The ideal candidate will possess:
- Knowledge of the pharmaceutical packaging, containment devices, or medical device industry is advantageous.
- Ability to drive collaboration between cross-functional team members to execute sales growth strategies.
- Passionate about customer satisfaction and possesses change management experience.
- Strong business and financial acumen; P&L exposure and management.
- Ability to work independently; self-motivated and results-oriented.
- Resourceful and able to influence and navigate effectively in a matrix environment.
- Mature, maintaining poise under pressure.
- Excellent interpersonal and communication skills.
- Ensure full compliance with all applicable laws, regulations, industry codes, and internal policies.
- Strong presentation skills and storytelling skills.
- Multilingual capabilities: English is required; proficiency in a regional language such as Bahasa, Thai, or Vietnamese is a plus.
The ideal candidate will be able to:
- 20-40% regional including occasional international travels.
- Physically fit for frequent travels.
- Evening conference calls to cater to time zone differences.
West Pharmaceutical Services is an equal opportunities employer and welcomes applications from all qualified candidates. We are committed to diversity and inclusion and believe that a diverse and inclusive workplace is essential to our success.
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