Head of Generics / Biosimilar/ Diagnostics, SEA

(Leadership as a Head of Sales)

• Sales and team management:

1. To strictly manage team with predetermined KPIs and periodically report the status on weekly basis

• Continuous improvement:

1. To actively propose improved way of doing things to make it more efficient and accurate
2. To improve customers' satisfaction level that is assessed through periodical customer satisfaction survey on at least half yearly basis.

• Build robust and sustainable team:

1. To develop and keep updating detailed SOPs and make sure adherence to them
2. To be able to effectively communicate with team members and cross functionally
3. To develop various management reports and reports to company management periodically.
4. To establish expense budget for the entire department and closely monitor budget for the business

Sales budgeting and pipeline management

• Set sales budget yearly basis and obtain approval of management as well as build consensus with respective external stakeholders

1. By country
2. By product category
3. By key account

• Monitor and evaluate the sales progress monthly basis, and submit a budgeting report to management

1. Overall market situation and new findings
2. Current revenue situation
3. Recovery plan in case of shortfall

• Host periodical distributor meetings and make appointments with distributor for periodical review meetings

• Key account engagement

➢ Set a clear target of quantity and amount of revenue generated from key account in the beginning of year for each market

➢ Collaboratively explore the market with local distributors to identify key customer accounts (new and existing)

➢ Actively make appointments with such potential key accounts for Application Specialists to pitch their new ideas

➢ Engage key customer accounts by providing benefits in return for them to share their expansion strategy and to give us a preferential vendor status

➢ Internally coordinate the provision of key benefits to the key accounts

• Distributor management

➢ Fully responsible for distributor management and their yearly revenue of assigned territory

➢ Set a clear budget of quantity and amount of revenue for each product and each country in the beginning of year

➢ Conduct at least monthly meetings with distributors to understand their challenges. Assist coordination of escalated items internally

➢ Assist distributors to find out the area of improvement from sales (geography/accounts/products) and service perspective including but not limited to headcount and training plan (plan only; training itself shall be provided by regional application specialist team)

➢ New product launch and product training (plan only; training itself shall be provided by regional application specialist team)

• Engagement with teaching hospitals/schools and industry association for long term investment

➢ Liaise with local distributors and nominate such influential players in the market

➢ Estimate the return on investment and propose necessary investment to regional management

➢ Monitor the progress of such investment and return by periodically corresponding with the players

• KOL engagement support

➢ Liaise with local distributors and Regional MA specialist to nominate KOLs in the market

➢ Propose KOL assignment and corresponding fees to regional management and try to close sales together with distributors