Regional Sales Manager, China

OSITION SUMMARY

Reporting directly to the China Country Director, the Regional Sales Manager will be assigned to work with channel partners based on respective markets. The role will focus on establishing, maintaining, and expanding relationships with the assigned channel partners. The role will also be responsible for achieving or exceeding sub-dealer order through targeting, execution, incentivizing, and regularly reviewing Key Accounts with Sub-Dealers, as well as collaborating with Marketing, Therapy development and Professional Education teams in China.

ESSENTIAL FUNCTIONS OF THE POSITION: 

This role will support the China Country Director to perform the following:

• Achieve or exceed quarterly and annual Sub-Dealer order targets
• Collaborate and influence Master Distributor to perform Sub-Dealer management and regional KOLs influence and interaction
• Perform cross-functional collaboration with Therapy Development, Marketing, Professional Education teams

The successful candidate will have demonstrated experience and achievement in all three areas:

 

1. Meet or exceed quarterly and annual Sub-Dealer order target

• Work with both the Master and Sub-Dealers to achieve quarterly and annual targets. Sub-dealer orders are typically a reflection of our end-user consumption

1. Collaborate and influence Master Distributor to perform Sub-Dealer management

• Proactively initiate each area’s Sub-Dealer screening and appointment together with the Master Dealer
• Bi-weekly business review with Sub-Dealers, joint quarterly performance review to Sub-Dealer with Master Dealer.
• Establish productive and professional relationships with key personnel in assigned partner accounts.
• Manage Sub-Dealer follow-up according to awareness/trail/repeat model of new account development.
• Work with Sub-Dealer to regularly analyze and update key account market information.

1. Cross-functional collaboration with Therapy Development, Marketing, Professional Education

• Partner and collaborate with the Country Director , Marketing Director, Therapy Development Team and KOLs to execute marketing activities on the “ground cover”
• Work with the Country Director and Marketing, Therapy Development to complete STP (segment, targeting, positioning) and tiering of KOLs and to execute on KOL action plan.
• Track and follow-up on the metrics of marketing/sales activities and provide feedback to China Leadership team
• Collaborate with Therapy Development and T&E teams and HCPs to address HCP T&E needs and overcome any possible issues to help achieve consistent clinical outcomes for our patients
• Work with Therapy Development team to provide the Round Table Meeting (RTM) in target accounts
• Collect relevant business intelligence on accounts from channel partners on a monthly basis.
• Collect and manage competitor intelligence from market information.

Qualifications and Requirements:

Education

• Educated to at least degree level in a scientific or medical area
• MBA or other graduate degree preferred

Experience

• Minimum 5 years of Medical Device Sales experience, 7 years of experience preferred
• Previous people management experience is preferred
• Previous track record of developing new therapy in China is preferred

Skills

• Excellent interpersonal skills. The candidate must enjoy and excel at personal relationship-building
• Ability to communicate and collaborate effectively with people across all levels, both with internal and external stakeholders
• Proficient in Microsoft Office applications (Word, Excel, PowerPoint, Outlook, etc.)

Traits:

• Must be creative, self-motivated, proactive, intuitive, organized, flexible, and deadline oriented, with strong attention to detail
• A passion to learn, develop, be challenged and to grow within the role and company

OTHER REQUIREMENTS: 

• Ability to travel 50% of the time on average
• Eligible to work in Mainland China without the need for sponsorship from employer