Head of Sales & Marketing

cap NATOPJOBS' CLIENT

Multinational pharmaceutical company

location Ho Chi Minh City

post time Posted 110 months ago

Job description

Financial and Business Results:

Responsible for achievement of financial targets of operational plan.
Ensure annual expense budget is met and maintained within budget parameters.
Ensure short and long-term market share targets are reached.
Where applicable, provide input on rebate systems to ensure success in listing of products.

Strategy

Design the sales and marketing strategy.
Drive top-line performance through effective coordination, training and allocation of Field Force resources in accordance with business priorities.
Continually strive for competitive advantage, both current and future; build an in-depth knowledge of customer, competitor and market.
Decide the identification/development of new product opportunities, based on market’s needs.
Cross functional coordination to ensure capability is in line with long-term portfolio strategy.

Execution :

Define operational plan and ensure its execution it through streamlined processes and effective operating rhythm.
Optimize the sales group and sales field force structure to support the growth.
Ensure the full implementation of SFE tools processes.
Ensure in alignment with marketing up-to-date monthly product sales forecast. Meet agreed accuracy parameters.
Ensure successful product launch.
Optimise segmentation and targeting through rigor analysis, deploy sales team accordingly, and build up and sustain robust sales processes.

Commercial command:

Drive sales and marketing team to optimise sales in all channels (pharmacy, hospital)
Coach the FLM and provide guidance to drive their teams for results.
Continually strive for competitive advantage, both current and future; build an in-depth knowledge of customer, competitor and market.
Design and drive a competitive incentive system.
Upgrade on a continuous basis the sales and marketing capabilities of teams with appropriate assessment tools and processes.
Ensure the marketing team effectively execute the marketing mix at product level, e.g. in terms of use of all marketing activities, added value service provision.

Customers focus and management

Develop and maintain close wholesaler relationships (or relevant distribution channels) to develop long term partnership with commercial customers.
Develop and manage KOLs.

People & Organizational Development:

Recruit, develop and retain a motivated staff by assuring development and advancement is in line with talents expectations.
Build a strong team and sustainable high performance culture
Responsible for setting performance management objectives based on department targets and assessment of individual performance vs. objectives.

Country Leadership Team

As part of Country Leadership proactive and strong input and coordination into:

+ Short and long term strategy
+ Through alignment/cooperation with Supply Chain ensuring product availability agains product forecast

General requirement

>10 years of experience in pharmaceutical sales & marketing Management with strong exposure in multinational companies.
Proven track of delivering marketing plan: timeliness, detail, insight with innovation
Successful record of contribution and/or P&L responsibility
Extensive sales leadership experience, documented performance track record
Proven skill in motivating associates with different backgrounds and skill levels, conflict management.
Good understanding of country, regional and local dynamics, including regulatory and market environments
Strong ability to communicate with senior management on country and regional level and beyond

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