Work in a fast paced and dynamic environment to drive the rapid growth of ID business in the Southeast Asia geography. Drive the long-term growth strategy and lead the commercial organization along with functional team to execute business expansion action plan across all customer segments. This is a unique opportunity to be very entrepreneurial to explore and execute innovative ideas to grow the business, while being a part of the market leader of the Abbott’s organization.
Primary Function / Primary Goals / Objectives:
This position is the General Manager, Infectious Disease Southeast Asia.
The fundamental mandate of this position is the following:
Deliver on the overall business objectives (including sales and margin) for ID SEA. Drive sustainable market share growth.
Lead in-country team to manage and successfully implement go-to-market strategy in each of the countries. Set goals, ensures that they are met.
Exercise management judgment in planning and organizing focus, work and delivery of sales operations. Monitor performance and report status. Ensure that the most effective, cost efficient and best business practices are implemented and continually evaluates their effectiveness and appropriateness. Assure that the quality of services meets internal and external customer requirements.
Remain current on developments in the field of Infectious Diseases and maintain a strong focus on customer and key opinion leader (KOL). Collaborate with APAC region teams as needed to deliver customer satisfaction, loyalty, and long-term business partnerships to grow the business.
Inspiring team to live ID purpose and behaviors in the pursuit of excellence at the same time ensure business activities are executed according to Abbott’s highest standards of conduct.
Identify and develop key talent within the team, building leadership capabilities for the future as well as succession planning.
Major Responsibilities:
Develop long term growth strategy for SEA including the assessment of market-product fit, go-to-market model, sales force structure and incentives and identification of growth drivers.
Undertake a comprehensive and ongoing performance assessment of existing channel partners and propose changes as necessary to deliver on business objectives.
Effectively collaborate with distributor partners on new business acquisitions, tenders, contract renewals, and increase placement & utilization of the installed products.
Identify areas of opportunity for gaining new accounts and increasing existing accounts from competition culminating in the creation/ execution of customer acquisition plans.
Manage relationships with distributors and executing to a high degree of performance in achieving their business objectives; maximizes distributor performance using appropriate goals and KPIs.
Comply with Abbott Corporate Code of Conduct, Policies and Procedures. Ensure all commercial activities are conducted professionally, aligned with local regulatory and industry guidelines, and are conducted in a manner consistent with Abbott Corporate Code of Conduct.
Ensure distributor operations follow Abbott standards and there is full data transparency from distributors and sub-distributors with regards to business operations.
Provide accurate and up to date business status including competitive updates from each of the markets to ID senior leaders, and APAC regional team with insights on impact on ID business.
Lead the country teams in effectively profiling the market, identify target customers and executing commercial activities to capture share within the target group.
Participate in hospital and Governments’ tenders, undertake negotiations as necessary and generate sales and increase market share, whilst maximizing profitability.
Coach country managers to demonstrate financial responsibility and strategic management of their commercial teams.
Build strategic customer relationships with Key Opinion Leaders.
Simplify complex issues with business partners and colleagues, demonstrating flexibility, adaptability and understanding of customers’ evidence-based needs to provide sales/product solutions.
Assess team to identify key talent, understand capability development needs and put in a place a development plan to build leadership potential.
Education:
Bachelor or Master’s degree in Medical Technology, Medicine or related discipline in life sciences
Business Administration Degree
Background:
Experience in managing a P&L role of between US$100mm to US$250mm in devices or diagnostics industry
Experience working with MOHs, senior level executives and hospital/ business CXOs
Proficiency in working with distributors
Comprehensive management of strategic accounts
Strong understanding of key stakeholders and customer dynamics
Strong 360 communication skills
Negotiation, critical thinking, and problem-solving skills
Resilient and ability to work under pressure and in a fast-paced environment
Fluent in English language (spoken and written)
Accountability / Scope:
Embraces, promotes, and enforces the company’s “code of conduct”
Quickly adapts to changing circumstances. Can act without needing the “total picture”
Is effective despite uncertainty and ambiguity. Solution oriented. Sees opportunity, as well as the risks, in change
Takes responsibility for continual development of his/ her skills, knowledge, and interests
Data analysis - identifies the relevant data, e.g., ask the right questions, sees the “key numbers”
Evaluates the cost/ benefit of various alternatives
Balances the needs of the short and long term. Can generate alternative options.
Awareness - Good understanding of the countries, culture, politics & demographics within SEA countries. Is sensitive to the local culture. Understands local trading & employment
Know key customers, opinion leaders & government officials
Understands the major competitors in each market segment, e.g., products, prices, markets
Shares and uses knowledge to build plans/ direct activity for competitive advantage
The base pay for this position is
N/AIn specific locations, the pay range may vary from the range posted.