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Commercial Manager, SIMP

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Date: Sep 6, 2022

Location: Singapore, 01, SG

Company: Terumo BCT, Inc.

JOB TITLE: Commercial Manager, SIMP

 

JOB SUMMARY

The incumbent will report to the Senior Commercial Manager, SEA and is accountable for leading and driving commercial goals in the SIMP region (Singapore, Indonesia, Malaysia, Philippines, Brunei, Cambodia and Laos). Responsible for achieving/exceeding the commercial plan for SIMP region for the full range of TBCT products.  Also responsible for planning, designing and executing sales strategies by working closely with the SEA Marketing team, Terumo Affiliates and cross-functional teams in order to facilitate business growth and market penetration.

ESSENTIAL DUTIES AND RESPONSIBILITIES

 

Direct sales management in Singapore

 

  • Identify market opportunities by assessing market trends, reading customer’s needs, analyzing competitor moves, monitoring policy dynamics; able to translate market intelligence into operational plans.
  • Develops account strategies and provides input to the Senior Commercial Manager, SEA that align with customer needs to build relationships and credibility with customer.
  • Prioritizes accounts to determine coverage, assess opportunity, and develops new business.
  • Maintains customer profile as well as sales funnel up to date in Customer Relationship Management program.
  • Coordinates and manages resources to provide necessary customer support, including working with Supply Chain team for replenishment of Singapore warehouse.
  • Plans and make sales calls which incorporate sales process tools and strategies to achieve sales goals.
  • Responds to requests for technical information, determining appropriate sources of technical expertise for obtaining the information as needed.
  • Prepares and submits tenders / quotations in line with customer and organizational requirements.
  • Follow up on purchase orders, deliveries, and installations, and product use to ensure a positive customer experience.
  • Build a long term, trusting relationships with shareholders, business partners and authorities and strengthen company image amongst stakeholders from blood center, hospital and Bio-tech company etc.

 

Drive commercial success in the region

 

  • Work closely with Terumo Affiliates and Distributors to understand business landscape, market trends, customer’s needs, competitor activities and policy dynamics in each country.
  • Develops country plans and mid-long term business strategy with clear priorities and operational relevance, together with the SEA Commercial Team.
  • Lead and guide Terumo Affiliates and Distributors in region to achieve the sales target and fulfill the business strategies in the respective countries.
  • Work closely with the Terumo Affiliates and Distributors to develop Key Account strategy.
  • Provides implementation and process optimization support for Terumo BCT products, in collaboration with the SEA Marketing Team.

 

MINIMUM QUALIFICATION REQUIREMENTS

 

Education

 

Bachelor’s degree in business management, medical, life science or other relevant fields.

 

Experience

 

5 to 10 years experience, preferably in a Diagnostics, Medical Device or Life Science environment with at least 3 to 5 years experience in an ASEAN business environment.

 

Skills and Competencies

 

Business acumen: Outstanding business savvy and insights

Problem solving: Good at problem solving and able to look beyond the obvious

Interpersonal savvy: Excellent ability to relate comfortably with people across levels, functions and cultures. Able to work through influence.

Nimble learning: Demonstrated learning agility and curious for new technologies and trends

Manage ambiguity and complexity: Comfortable with uncertain, ambiguous, complicated or contradictory information on situation and be able to provide solutions.

Situation adaptability: sensitive to differences in culture, working styles etc and adapt swiftly to it.

 

  • Needs to have experience with the tendering process and participation in Singapore
  • Excellent knowledge of English, both written and spoken
  • Ability to adapt easily to different cultural influences in order to establish a solid understanding of situations quickly

 

ADDITIONAL INFORMATION

  • Based:  The position will be based in Singapore  
  • Reporting to: Senior Commercial  Manager, SEA


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