MBD Business Manager - Vietnam

MBD Business Manager - Vietnam

Thermo Fisher Scientific
5-8 years
Not Specified

Job Description

Job Description :

The Microbiology Division (MBD) is involved in solutions and workflows for food, clinical and pharmaceutical environment. It is part of the Specialty Diagnostic Group (SDG). There are 14 manufacturing sites worldwide with more than 300 million plates produced. The revenue is over USD 500 million.
The Business Manager will manage designated distributors of the Microbiology Division of Thermo Fisher Scientific, including responsibility for preparation of business plans and annual budgets relating to business with the distributors. Meet sales and profit targets set for the distributors and manages all MBD's contact with them.
Key Responsibilities:
  • To prepare plans and budgets for the designated distributor group (DDG) and exceed annual sales and gross profit targets for the DDG. Make recommendations and implement action plans to ensure sales stay on plan.
  • Set annual pricing for the DDG and ensure this is maintained in line with policy. To provide quotations for distributors if supported prices are requested and manage collation of all documents for tender submissions.
  • Motivate distributors to sell Thermo Scientific Microbiology products and ensure that their sales targets for MBD products are met.
  • Present the company's products in a positive manner and maintain/build our reputation in the marketplace.
  • Able to work with microbiologist, laboratory manager and medical technologist in assigned territory for existing and new products and to establish reference site.
  • Manage Thermo Scientific microbiology product portfolio and execute and implement company defined sales and marketing strategies.
  • Ability to plan, execute and measure with a strong sense of urgency to drive results.
  • Build and sustain relationships with customers and ensure customer satisfaction and loyalty to Thermofisher brand.
  • Sells new products by establishing key customer relationships and understanding customer application needs - KOL management.
  • Monitor competitive activity and industry trends, fosters competitive solutions to meet sales goals.
  • Regular and proactive updating of management on any new developments in the marketplace for example: competitor behaviors, product issues, customer changes, wins or potential misses
  • Conduct regular face to face meetings to customers with distributors. The purposes of these visits are to audit performance, meet key customers and implement local actions. Preparation for such visits to be thorough and timely and include a comprehensive agenda of topics to be raised and details of the purpose and expected value of any customer visits to be made.
  • Report on distributor (and local competitor) sales and marketing activities and any factors affecting sales.
  • Maintain up to date records on all aspects of the distributors business. Use SAP CRM as the primary reporting tool all opportunities and activities recorded.
  • Maintain a high degree of knowledge of company products and policies and ensure distributor training needs are fully met. Coordinate any training requirements with marketing and technical support.
  • Timely submission of forecasts, weekly reports, monthly highlights and other related reports for defined territory to Commercial Manager.
  • Be an advocate for Thermo Fisher Scientific and our 4i's. Take all opportunities for cross selling and business development opportunities for other divisions.

Minimum Requirements/Qualifications:
  • A Diploma or Bachelor Degree in Microbiology, Pathology or related disciplines.
  • Minimum 5 years of relevant sales experience with good knowledge of microbiology products in Vietnam.
  • Ideally some lab experience in a relevant area
  • Competent with financial planning and analysis
  • Excellent communicator, verbally and in writing
  • Capable of managing major and complex accounts
  • Commercially aware, highly motivated and target driven
  • Customer orientated and able to drive activities that improve customer satisfaction
  • Organised, able to work independently and in teams
  • Computer literate with skills in Microsoft Office Excel, Word and PowerPoint

Non-Negotiable Hiring Criteria:
  • Successful sales record
  • Capable of managing major and complex accounts
  • Excellent communicator
  • Successful sales record
  • Capable of managing major and complex accounts
  • Excellent communication skills and presentation skills
  • Basic microbiology experiences or knowledge

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