Business Unit Manager IBU, Bangkok

Objectives

• To achieve sales goals and corporate Straumann Group Thailand business objective for all assignment portfolios.
• To promote and sell full range of products under assignment in territory.
• To execute sales plan per target assignment.
• Responsible for identifying KOLs and driving customer engagement.
• Works with STTH National Commercial Manager to generate demand in the market through a collaborative and coaching framework.
• Demonstrate deep expertise on our products knowledge and its application to customers.
• Represent the profession of company to customer in building trust and gain loyalty
  
  

Reponsiblity

Commercial

• Systematically push to achieve sales targets within the agreed schedule and consistently track sales against targets in detail and maintain regular status reports.
• Serve as the lead point of contact for all customer account management matters.
• Negotiate contracts and close agreements to maximize STTH profits.
• Develop new business with existing clients and/or identify areas of improvement to meet sales quotas.
• Forecast and track key account metrics (quarterly sales results and annual forecasts)
• Perform cost-benefit and needs analysis of existing and potential customers to meet their needs.
• Proactively report all market, account, and com
• Developing a thorough understanding of key clients' needs and requirements and preparing customized solutions.
  
  

Channel Management

• Develop and maintain professional business relationships with customers service, logistic team, and their employees. Identify and develop new channels to market that enable us to get closer to the customer and drive better penetration of our services. Manage such channel change appropriately.
• Track PO pending, consignment placements, stock replenishment, borrow goods and other service deliverables to monitor and ensure that our products and therapies have proper penetration.
• Manage AR in timely manner.
• Organize and communicate product training, education, and related information to customers on a continuous basis.
• Organize and participate in regular meetings with customer service team to manage borrow goods, consignment in a timely manner.
  
  

Customer Management

• Maintain and develop relationships with KOLS and decision makers.
• Build, develop trust, maintain strong long-lasting customers relationships with key accounts, and customer stakeholders.
• Ensure the timely and successful delivery of our solutions according to customer needs and objectives.
• Assist with challenging customers’ requests or issue escalations as needed.
• Present, promote and sell our products and services using solid arguments to existing and prospective customers.
• Address customer problems and complaints to maximize satisfaction.
• Immediately and accurately report customer feedback and adverse events to the National Commercial Manager and Product manager.
• Communicating and collaborating with all function of company to ensure that key clients’ needs are met.
• Support clinical cases with proper inventory and tech knowledge that positions Straumann Group as an exemplary organization with excellent patient service capabilities.
• Generate very deep market knowledge of potential, size, share, usage patterns around the assigned territory and areas to drive growth. Tailor channel, product marketing and KOL engagement strategies to maximize growth.
  
  

Team Engagement

• Collaborate with Marketing teams, Clinical teams to develop innovative activities to achieve sales targets and to allow the business gain market share and differentiate from its competitors within set marketing budgets.
• Collaborate with sales team to identify and grow opportunities within territorypetitive information to the National Commercial Manager
• Successfully negotiate contracts and tenders with Trusts that are consistent with STTH’s strategy and business practice standards.
• Attend relevant exhibitions as required, promoting product awareness, and generating sales
  
  

Administrative Responsibilities

• Submits accurate and timely reports to management monthly regarding travel and support rendered.
• Supply management with reports on customer needs, problems, interests, competitive activities and potential for new products and services.
• Supports finance team to manage AR requirements.
• Completes expense reports with necessary documentation.
• Schedules travel arrangements to ensure multiple objectives are accomplished.
• Balances administrative duties with other job responsibilities.
• Maintain certification eligibility, training requirements
  
  

Qualification

• Senior-career professional with 7-10 years of experience in the dental industry demonstrating strong ambition to grow the business and develop in a fast-paced environment.
• Bachelor’s Degree in a related discipline OR applicable/equivalent combination of work experience and education required. Biomedical Engineering, Nursing, Pharmaceutical or Life science related field preferred.
• Experience in medical device sales
• Proven track record of excellent sales results.
• Proven experience in key account management.
• The ability to handle multiple client accounts.
• Strong negotiation and leadership skills.
• Exceptional customer service skills.
• Excellent communication skills.
• Ability and flexibility to work out of office hour and holidays.
• Ability and willingness to travel extensively throughout territory.
• Positive, energetic, and professional attitude and presentation.
• Must be highly motivated and have strong desire to succeed in a demanding role.
• Basic IT literacy
  
  

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