AdresseJob Summary
This position is to provide:
- Tender - drive a profitable business growth through the tender/bidding channel. Enable market access and perform strategic management of the tender business in Hong Kong & Macau.
- Trade - the third sales team with leadership, short- and long-term sales strategies, direction, and resources to ensure sales targets are achieved. Work closely with the Marketing team to align sales strategies with overall marketing directions.
Job Responsibilities
HK & MACAU TENDER
- Manage key external stakeholders to shape the tender market.
- Identify full scope of tender opportunities including new products introduction & new channel expansion.
- Collaborate with APAC and Global for Must Win tenders including Influvac & propose bidding strategies to maximize win rates and optimize profitability.
- Proactively manage the process for tender bidding & maintenance.
- Ensure accurate documentation, quality submissions and follow ups in a timely manner
- Ensure timely implementation for winning bids.
- Co-ordinate with cross functional teams at all levels for tender fulfillment
- Manage and utilize data for tenders tracking.
- Report any product quality complaints and adverse events to Quality Assurance and Affiliate Safety Representative respectively.
- Build relationships with Govt bodies and officials in charge of the tender and key stakeholders who influence the tenders.
MACAU
- Manage the Distributor in Macau to ensure smooth working of the business.
- Look for business opportunities to drive growth in the Macau Territory. Abbott EPD is very under indexed in Macau. Recommend changes or modifications in the current nature of working in Macau and take responsibility to execute after the changes.
TRADE
- Drive Listing of key products into the Key Chain Accounts as needed.
- Work with the Key Accounts to develop and participate in their promotions, and e-commerce activities.
- Plan, monitor, and control all promotional activity and expenditure within the given budget in line with business and brand strategy.
- Conduct Quarterly business meetings with buyers to understand customers' needs and implement sales programs to increase sales growth.
- Grow the business in the General Trade channel to ensure the key products are well distributed and detailed to the pharmacies.
- Identify the key pharmacies where activities need to be conducted to drive additional offtake.
- Manage the pricing strategy in the trade channel to ensure industry benchmark margins are being provided while maximizing company profit.
- Manage a team of 2-3 Trade Reps (contractual), build and drive their KPI’s, ensure they perform optimally and as per expectations, and work closely with them to enhance the productivity in the trade channel.
Requirements: Education and Experience
- Bachelor's Degree.
- Minimum 5-8 years working sales experience in OTC/Rx channel managing the traditional & chain pharmacies.
- Minimum 3 years sales management background with people management experience is preferred.
- Strong negotiation skills.
- Knowledge of the HK Traditional and Modern Trade market preferred.
- Experience of having managed Macau – preferred.
- Strong analytical mind to resolve business challenges and able to work under pressure.
- Strong sense of responsibilities, self-motivated
- Passionate and strong sense of achievement
- Proficiency in Cantonese and English
