National Sales Manager

PURPOSE OF JOB

Responsible for providing sales leadership at appropriate levels and devising the sales strategies for embecta Malaysia business. Be accountable for embecta Malaysia business objectives, sales performance, customer relationships and drive distribution.

KEY RESPONSIBILITIES

Recommend and implement the overall sales strategy, including channel and distributor management, sales management, people deployment and development.

People Management

Manage, coach and develop embecta Malaysia team of associates to achieve business outcomes.

Key Account Management

Ensure implementation of high impact programs and high quality “In-service” programs in Key Accounts in order to position embecta as the leader in insulin delivery devices. Responsible for driving Key Accounts penetrations and sales of new product launches.

Key Opinion Leaders

Responsible to identify and build relations with key influencers and key opinion leaders within Malaysia.

Sales Performance

Responsible for meeting annual business growth and profitability targets; appropriate phasing of sales to ensure consistent growth; and devise systems to track in-market / secondary sales performance and ensure a healthy stock situation with Channel partners and customers.

Financial

Responsible for delivering Standard Gross Profit targets through optimising product mix and channel/customer mix, as well as deploying appropriate pricing strategy.

Drive Sales through Distributor Sales team and demand generation through embecta clinical team

Ensure that we work through our existing distributor team and support them in retail demand creation (wherever agreed); that distributor sales teams (who is focused on retail demand creation) are suitably trained, motivated and rewarded for growing embecta business. Institute Sales processes to ensure superior level of service to channel partners.

Sales processes

Contribute to the design of appropriate sales processes and implement it within the country/s and implement customer coverage norms, reporting, in-market / secondary sales tracking and order generation measures. In addition, generate Sales Forecasts for the country and track competitive activity and acquire competitive intelligence.

Commercial Processes

Responsible for the Supply and Operation Planning (S&OP) process for embecta Malaysia. Ensure adherence to commercial processes and controls in the country/s such as acceptance of an order, credit norms, collection norms, revenue recognition, stock reconciliation, audits and mandated reports to corporate. Responsible for adherence to pricing norms as well as ensuring that goods are sold within the territorial boundaries.

Special Projects

Deliver milestones of projects that might be assigned by Business Leader or Regional Management

INTERACTION

Internal parties:

• Interact with all levels of staff within country and South East Asia
• Other country Sales Managers and Product Managers of embecta

External parties:

• Interact with customers, distributors, key accounts, government bodies and statutory boards

POSITION REQUIREMENTS

Education:

• Degree in Medical, Science, Business or equivalent.

Relevant Experience:

• Minimum 15 years sales and key account management experience) with 8 years in a managerial role in medical devices, diabetes care and/or consumer healthcare industry
• Extensive knowledge of local country/s healthcare markets and practices
• Proven experience in people management
• Proven expertise in channel and key account management
• Strong sales background, sharp business acumen and result oriented
• Strong analytical and negotiation skills
• Excellent communication skill
• Willingness to travel locally

KEY COMPETENCIES/PERSONAL ATTRIBUTES

Drive for Results

• Can be counted on to achieve/exceed goals successfully

• Very bottom-line oriented

• Steadfastly pushes self and others for results

• Spends his/her time and the time of others on what’s important

Process Effectiveness

• Good at figuring out the processes necessary to get things done

• Knows how to organize people and activities

• Can see opportunities for synergy and integration where others can’t

• Can simplify complex processes; Gets more out of fewer resources

• Makes tough decisions in a timely manner, has a bias for action

Customer Focus

• Can quickly find common ground and solve problems for the good of all

• Can represent his/her interests and yet be fair to other groups

• Is able to build alliances within and across organizational boundaries

• Good at focused listening

• Understands others quickly

Action Oriented

• Demonstrates willingness and commitment to work hard

• Not fearful of acting with a minimum of planning

• Seizes more opportunities than others

• Takes decisive action when needed

Influencing Others

• Establishes foundation of credibility based on integrity and past performance

• Gives compelling reasons for ideas and recommendations

• Is attentive to the different ways that others are persuaded

• Gains acceptance by understanding the viewpoints of others and seeking win/win solutions

Continuous and Versatile Learning

• Has the job, functional and technical knowledge and skills to do the job at a high level of

accomplishment

• Quickly learns new skills and knowledge

• Learns quickly when facing new problems; enjoys the challenge of unfamiliar tasks

• A relentless learner who utilizes diverse methods and opportunities to learn

• Analyses both successes and failures for clues to improvement; learns from feedback/coaching

Promotes An Inclusive Work Environment

• Actively pursues creative and diverse styles of thinking to stimulate innovation

• Practices zero tolerance for inappropriate behavior and does not allow derogatory

comments/inappropriate jokes to go un-addressed

• Deals effectively with all races, nationalities, cultures, physical abilities, ages and both sexes

Leadership Skills

• Listens effectively (actively listens)

• Provides guidance to the team

• Provides support to those who need it

• Recognizes the interests and achievements of others

• Teaches others in order to support their continuous learning and to enhance own understanding

Managing and Measuring

• Articulate “line-of-sight” between company, business, functional and individual goals

• Set clear goals and measures; coach associates in doing the same

• Monitor progress and results

• Reward for accomplishments

• Clearly assign and delegate responsibility for tasks and decisions to individuals

• Demonstrate personal accountability for effectively managing the performance of his/her