Summary of Duties and Responsibilities
主要职责
Strategic planning and implementation
战略规划和实施
- Be sensitive to market changes and new market opportunities, collect market information for strategy formulation and summary to regional director
敏锐察觉市场变化和新的市场机会,收集用于制定战略的市场信息并汇总给区域总监
- Promote the implementation of business strategies based on the actual situation of the region, timely feedback difficulties and problems in the process of implementation and seek for solutions
结合区域实际情况,推进业务商业策略的执行,实时反馈实施过程中的困难和问题并寻求解决方案
- Integrate resources base on the actual situation of the region to achieve the development goals and strategies of key customers; understand customer needs, identify market entry points, establish and develop long-term partnerships with key customers and relevant cooperation strategies
根据区域实际情况,整合资源,实现区域内关键客户开发目标及战略;深入理解客户需求,明确市场切入点,建立并发展与关键客户的长期伙伴关系及相关合作战略
Sales, marketing and operations management
销售、市场和运营管理
- Cooperate with new product market research before launch and product promotion after
配合完成新产品在上市之前的市场调研和上市后的产品推广
- Responsible for market and customer development in the region, improve awareness of brand and product, and establish closely contact with KOL and government personnel
负责区域内市场拓展和客户拓展的工作,提高品牌以及产品的知名度,从而与KOL以及政府人员建立密切联系
- Participate in relevant marketing activities at national and regional level to deepen understanding of customers about the products
参加全国和区域各级相关市场活动,加深客户对于产品的了解
- Develop and maintain regional key accounts, ensure the effective implementation of sales visit plan and business management plan, directly participate in the management of key accounts/projects; actively seek for external resources for solutions
开发和维护区域重点客户,确保指定区域销售拜访计划和业务管理计划的有效实施,直接参与关键客户/项目的管理;积极寻找外部资源以获得解决方案
- Ensure the continuous growth of the business in the designated area and synchronous development of dealers, develop and manage dealers according to business needs
确保指定区域业务的持续增长及经销商的同步发展,根据业务需要开发及管理经销商
- Collect team sales data to complete regional sales analysis and forecast for management review
收集团队销售数据完成区域销售分析和预测,供管理层审阅
- Cooperate closely with internal functions to ensure the smooth running of sales activities
与公司内部相关职能部门保持密切合作,确保销售活动的顺利进行
Cost management
费用管理
- Responsible for the management and control of regional sales expenses
负责区域销售费用的管理控制
- Understand and analyze business and financial data (such as sales trends, return on investment, plan and achievement, sales volume and ratio variance analysis)
理解并分析业务和财务相关数据(例如销售趋势、投资回报、计划与达成、销售量和比率差异分析)
Staff management
员工管理
- Directly manage, train and guide the sales team, timely find out the ability of team members to improve and supervise their progress
直接管理、培训、指导销售团队,及时发现团队人员需要改进的能力并督促进步
- Follow up the performance improvement plan in time and propose solutions for different employees' performance
及时跟进绩效改进计划并针对不同的员工的业绩表现提出解决方案
- Conduct periodic performance evaluation of team members
对销售团队成员进行阶段性绩效评估
- Enforce ethics and compliance practices and culture in the team in relation to Code of Conduct, Antibribery, T&E policy etc .
加强团队合规建设,确保员工在行为准则、反贪污贿赂及差旅报销等方面的实践和素养
QUALIFICATIONS
- Excellent communication, negotiation, interpersonal and organization skills
良好的沟通、谈判和组织能力
- Strong Marketing knowledge and Finance Acumen
有丰富的市场观念和财务敏感度
- Good interpersonal skill and solid leadership foundation
良好的人际交往能力和较强的领导能力
- Ability to coach the team to sell in a consultative manner such that the customer need is discovered and addressed in an individualized clinical and data-driven manner
有能力带领团队,并发现和解决个性化的客户需要
- Strong persuasiveness and influence skills required
有较强的说服力和影响力
- Ability to understand and articulate complex scientific literature and use extensive and complex clinical data as a key factor in the sales process
有能力了解和分析复杂的科学文献和使用广泛的临床数据作为销售过程中的关键因素
- Familiarity with clinical and economic outcome data, reimbursement, and managed care policies and procedures
熟悉临床和经济数据以有效管理销售政策和程序
- Have strong ability of developing new account
有较强的客户开发能力
- Have strong ability of distributor development and management, knowing well about how to identify and utilize external resources for business needs
有较强的经销商管理能力,深入理解如何基于业务需要搜寻和使用外部资源
- Collect marketing information and make analysis, make and develop regional sales strategy
有较强的市场分析能力,有效制定并执行区域销售策略
- Direct staffing, training, coaching, performance evaluation, and career development planning for the sales team
有较强的团队管理能力
- Fluent in Mandarin and English
普通话和英语流利
EDUCATION
- Bachelor or above of Medical Science
医学相关专业学士及以上
EXPERIENCE
- Candidate must have a minimum of 5 years sales experience and team management experience. Experience in managing through building effective teams and managing organizational challenges
5 年以上相关销售工作经验及团队管理经验,具备建立有效的团队和管理组织挑战的管理经验
- Medical background/sales experience, gynecology knowledge desirable
医学背景、医疗器械相关领域销售经验,妇科 科相关经验优先
- Outstanding performance and abundant experiences of key account management for industry clients in large healthcare companies preferred
大型医疗公司、行业大客户业绩突出和经验丰富者优先
- Business-to-business experience highly desire
有经销商工作经验者优先考虑
- Familiar with the procedures of the Department of gynecology or pathology
熟悉妇科、病理科科等相关科室
- Proven experience managing KOL/government relations.
有管理 KOL/ 政府关系的经验