Commercial Manager, Vietnam SDG
Thermo Fisher Scientific
Ho Chi Minh City, Vietnam
1 ngày trước

The Specialty Diagnostics Group (SDG) helps Thermo Fisher achieve its Mission by enabling human health care. We innovate with purpose, and we are passionate about improving clinicians’ abilities to diagnose disease and enabling labs to increase efficiency with informed decision-making, better care, and faster answers at every point along the individual’s health care experience.

With over 40 locations, we focus on in vitro diagnostics including test kits, reagents, culture media, instruments, and associated products to serve customers in health care, clinical, pharmaceutical, and industrial laboratories.

The Commercial Manager will develop business plans, go-to market strategies and execution plans to bring our brand as a leading innovative supplier of diagnostics and laboratories devices and products from the three divisions of SDG, namely CDD (Clinical Diagnostics Division), IDD (ImmunoDiagnostics Division), and MBD (Microbiology Division).

  • Key Responsibilities : *Develop and lead SDG Vietnam business plan with monthly, quarterly and annual business objectives to achieve Annual Sales Target for revenue, market share and profit goals while ensuring all statutory requirements are met.
  • Actively participates in the preparation, submission and presentation of the SDG Vietnam Monthly business reviews (MBR), quarterly business reviews (QBR), the Annual Operating Plan (AOP), and the long term business planning process (STRAP).

    Vietnam Key Opinion Leaders (KOLs) management - able to engage and establish key customer relationships with clinicians, pathologists, microbiologist, laboratory managers and medical technologist in clinical sectors, food industrial and pharmaceutical market to establish reference site for existing and new products.

    Champion strategic relationships and maintain contract with key influencers with regular visits. To prepare commercial and marketing plans for SDG distributors and exceed annual sales and gross profit targets for business.

    Make recommendations and implement action plans to ensure sales stay on plan. Ensure market entry requirement and products regulatory compliances are always duly followed.

    Monitor competitors' activity and industry trends, develops solutions to meet sales goals with additional opportunities.

    Report on distributors’ sales & marketing activities, market and trend updates to regional team regularly. Conduct regular distributors business review and meetings to assure performance, including sales in-out review.

    Conduct adhoc face to face meetings to customers with distributors to meet key customers and audit distributors sales activities performance.

    Represent SDG in Vietnam during key customer sales and service discussions. 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. Ensure company processes are duly complied, includes CRM salesforce.

    com, distributor management system, regulatory system and etc. Recruit, train, review, develop and structure sales teams to meet go-to market strategy.

    Able to provide strong direction, mentor and support to all direct reportee, along with 100% compliance of corporate ethic's training.

    Collaboration with regional functional teams (marketing, key account management, commercial operation, supply chain, financial shared services, IT, legal, and human resources).

    Collaborate with global commercial operation peers to develop joint initiatives to provide enhanced customer experience through Customer Allegiance Scoring (CAS) and our corporate customer programs.

    Be an advocate for Thermo Fisher Scientific and our 4i’s values. Support cross divisional collaboration with other commercial leaders to improve Thermo Fisher’s value proposition to the customer.

    Liaise with all local Thermo Fisher Scientific Division leaders in Vietnam to improve local processes, lead sharing, and Connections opportunities.

    Lead the company’s products portfolio in a positive manner and maintain / build our reputation in the marketplace, run and implement company defined sales and marketing strategies, with strong urge to perform with results.

  • Minimum Requirements / Qualifications : An undergraduate degree in Pathology or related fields.* Minimum 10 years experiences in diagnostics, medical device, or healthcare industries, including a background in sales, marketing, product management, and / or business development.
  • Excellent strategy, planning and execution skills with proven track record to get results.* Able to excel in a highly matrixed environment.
  • Ability to handle ambiguity is a must.* Highly developed commercial and eye for business; an ability to recognize growth and profitability opportunities and capitalize on them.
  • Commercially aware, highly motivated and target driven.* Customer orientated and able to drive activities that improve customer happiness.
  • Interstate travel within Vietnam. 10% international travel requirement. *Non-Negotiable Hiring Criteria : Good sales track record.
  • Must possess good verbal and written English & Vietnam communications skills plus demonstrate strong leadership capabilities.
  • Basic microbiology experiences or knowledge in microbiology, pathology and laboratory setting.* Computer literate with skills in Microsoft Office; Excel, Word and PowerPoint.
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