Life Unlimited.
At Smith+Nephew, we design and manufacture technology that takes the limits off living
The BDM is responsible for helping the assigned business & territory to obtain better brand recognition and profitable financial growth through distributor, KOL, Lead surgeons & Strategic account management.
Create and implement a business strategy for the assigned market and drive activity towards this goal in line with the overall business objectives.
Develop a good working relationship with Channel Partners and help them grow through HCP training/education, set/implant planning, and New Product Launches.
He/she needs to understand internal process and execute steps to contribute a successful launch of New Products and product positioning. This role needs to coordinate with internal and external stakeholders to review current market trends to propose new business ideas that can improve revenue & margins.
He/ She identify and support deal execution including due diligence coordination and maintaining BD pipeline reports, market mapping and trackers. In addition, takes an active role in the training of direct and indirect sales professional in achieving higher technical knowledge and profitable sales growth.
Develop and implement key opinion former strategies and keeping strong relationships with
key opinion leaders.
Responsibilities:
Sales achievement of assigned business unit:
- Achieve budgets for the assigned product portfolio.
- Report on business prospects, competitor activities, market trends and sales performance
within the assigned markets.
- Market Mapping for Distributor Markets.
- To do risk assessments, analysis, and evaluation of customer needs. Interface with business
unit partners and corporate functions on new opportunity evaluation and screening.
- Assist with coordinating deal execution process, including due diligence activities on
potential targets and transactions.
- Perform ad hoc analyses and execution of business projects.
- Maintain BD pipeline reports and trackers.
- Understand S&N Internal processes to drive NPLs.
Drive Growth across Portfolio by developing new Channel Partners:
- To do project management.
- To work with customers on defining and implementing equipment capitalization projects.
- To achieve sales through effective customer management along with Channel partners using
agreed business plans.
- Provide feedback on business processes as they relate to sales activities and processes.
- Work with Management team to improve the overall effectiveness and optimization of
business processes and portfolios.
- Follow-up with customers to ensure satisfaction with products and/or services provided.
- Maintain high level of knowledge on the assigned product range, roadmaps, competitor
product, pricing, market share and key product differentiation. Report on business
prospects, competitor activities, market trends and sales performance within the assigned
markets.
- Ensuring that marketing activities are suitably followed up within the assigned market and
that the investment of the business is returned via the sales effort. To contribute to the
forward strategy of the assigned business as defined by the Manager.
- Assist in the preparation of monthly and quarterly business reporting requirements and in
the annual budgeting processes.
Overall management of indirect (channel partner) sales personnel.
- Train and coach staff to maximise effort and performance.
- Continually develop excellence in product and technique knowledge, and selling skills of the
team, by continual coaching and training during field visits as well as drawing on other
resources within the company.
- Assure consistent high level of distributor capabilities to serve and develop customers in the
assigned geography.
- Continually assess sales territories and re-align as necessary.
- Conduct performance evaluations.
- Create and execute on detailed sales plan to achieve revenue objectives.
- Maintain monthly inventory and sales forecasting.
- Account planning.
- Ensure distributors complete all compliance training modules/requirements within the set
timeframes.
Others:
- Provide technical and sales training to new/ junior sales personnel of distributors.
- Continually develop excellence in product and technique knowledge, and selling skills of the
team, by continual coaching and training during field visits as well as drawing on other
resources within the company.
- To always act in a responsible manner to avoid risk to self or to the company and comply
with the workplace safety and health and security policy.
- Any other duties involved within the role and/ or the tasks as assigned from time to time.
Location: Jakarta
Requirements:
- Education to degree level or equivalent
- Above 5 years' experience in healthcare/medical device sales management
- 3-4 years in any sales management position with at least four direct reports or
- 3-5 years in orthopedic implant management sales
- Ability to present financial information
Competences:
- Providing direction
- Motivating others
- Supporting and involving
- Education and training others
- Networking
- Application of market intelligence
- Developing options
- Managing customer interactions
- Focusing business activity
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