Serve as primary business leader for Vascular business in the key strategic markets of Vietnam, Indonesia, Cambodia, Laos and Myanmar (CLM)
Role is based in Indonesia with with extensive travel within Indonesia & Vietnam, and reports to General Manager, Southeast Asia
Key Responsibilities
Manage full business P&L and lead direct reports in functional areas (sales, marketing) and dotted line with Finance, Customer Service, Regulatory Affairs, Quality Affairs
Achieve revenue and profit targets through market specific strategies
Establish and execute strategies and devise incentive/marketing programs to drive market leadership across all product groups
Drive adoption of both established and new products and therapies
Seek out new, untapped markets and opportunities and convert them into revenue
Foster strong relationships with key decision makers within Vietnam and Indonesia markets, including customers, distributors, key government agencies, industry groups, and other internal stakeholders
Provide leadership and direction to the team and channel partners (distributors)
Draft contracts and devise incentive/marketing programs to drive market leadership across all product groups
Ensure compliance and ethical business practices.
Develop strong organizational culture and infrastructure to support long-term success
Organization includes Vascular Coronary and Endovascular sales and marketing teams and sales leaders handling Vietnam, Indonesia and CLM markets
Position is also indirectly responsible to assess distributor sales team to ensure proper resource allocation and clarity of job descriptions and duties between AV and distributor teams in each respective geography
Minimum Skills Required
Basic Requirements:
Business acumen, basic financial and business analysis, strategy development
Excellent spoken and written of English and local language
IT savvy and knowledge of MS Office, Excel, Word and PowerPoint
Specialized Knowledge/Skills
Business Planning, Sales Forecasting and Reporting
Education Qualifications & Experience
Bachelor's Degree or equivalent with similar business experience; MBA preferred.
10+ years of relevant commercial experience with at least 5 years at management/sales leadership level
Proven people management experience, preferably with building, leading, coaching, and motivating a sales team towards success
Experience working for large, multinational companies; experience working within Southeast Asia markets preferred
Distributor management experience
Experience with target setting, sales incentives and rebate schemes
Prior experience within Medical Device or Healthcare industries preferred
Competencies/Success Factors
Model Abbott Behavior: Possesses and demonstrates emotional maturity and holds organizational goals ahead of personal gain. Ensures business needs are met through ethical behaviors without exception. Effectively motivates teams via a clearly articulated strategy and holds team and self accountable for outcomes. Emphasizes and builds a diverse leadership pipeline and promotes internal movement/development for the betterment of the broader Abbott organization.
Deliver Business Results: Manage sales, marketing, operational and support functions (directly and/or in a matrix). Deliver on financial goals (e.g., sales, margin, market share). Balance short-term and long-term business priorities.
Strategy Development and Execution: Develop and communicate business growth strategy given the opportunities in the market. Translate strategies into an operating plan. Use the plan to create actionable goals for teams and individuals. Execute the plan through clear KPIs and use metrics to track progress.
Market & Customer Focus: Develop intimate knowledge about the market and customer needs. Influence the stakeholders such as physicians, hospitals, hospital staff and administrators to promote Vascular portfolio. Maximize the impact of sales & marketing team's efforts to grow business.
Operational Excellence: Acquire the necessary resources (people, inventory, budget) and allocate/leverage them to execute strategy. Ensure functions work together in an integrated manner to deliver results. Forge continuous improvement to drive above-market top line growth and maximize efficiency and margin.
Talent Management: Recruit, develop, and retain high-caliber talent. Keep the team motivated and engaged toward common goals. Assess capability gaps in the team and individuals and build capability /develop talent. Challenge and grow people. Ensure robust succession plans for own position and all key roles.
Supervisory/Management Responsibilities
Current Direct Reports: Indonesia (1 Business Manager) and Vietnam (1 Sales Manager, 2 Key Account Managers, 1 Business Development Manager, 1 Product Specialist, 1 Business Administrator and 1 Marketing Administrator)
Dotted line reporting of Finance, CS, RA, QA for both markets
