Manager II - Sales

The Branch Lead is responsible for the management of the sales team and overseeing all sales-related functions and activities within his/her assigned branch. He/She leads the team to generate leads for new business and customer through continual sales efforts and ensure they adhere to the organisation’s goals and objectives. He/She is responsible for the achievement of operational targets by managing business plans and monitoring performance of the branch. He/She also manages the operational and financial functions for the branch to ensure branch’s financial strength and operating efficiency; and compliance with the corporate policies and procedures. 

JOB RESPONSIBILITIES

Sales Performance 

• Set aggressive but realistic performance objectives for the branch, driving focus to ensure achievement 

• Forecast and develop annual sales budget; project expected sales volumes and gross profit for existing and new products 

• Analyse and evaluate assigned markets, vertical segments and sales performance to ensure deployment strategy maximises revenue opportunities and implement necessary changes and solutions 

• Identify and develop new opportunities within existing and new accounts 

• Pitch capabilities and communicate unique selling proposition based on customer needs 

• Articulate and present results of the analyses in reports to key stakeholders 

• Implement sales targeting process that enables visible and transparent management and utilisation of resources 

• Manage and monitor the branch’s sales targeting process to ensure the effectiveness of sales efforts and that they are aligned with the organisation’s goals and objectives 

• Measure and monitor metrics and KPIs, including but not limited to growth, win/loss rates, and length of sales cycle, to assess sales performance, identify performance gaps and drivers, develop remediation and action plans 

• Track and update funnel analyses and reporting dashboard to provide insights on opportunities and/or risks 

• Review and approve all pricing and discount in accordance with authorisation limits to ensure compliance with corporate pricing and discount policies and safeguard the organisation’s profits 

• Implement cost control measures and initiatives to optimise working capital 

• Review and monitor costs of sales for the branch 

Customer Relationship 

• Monitor customer satisfaction standards and other performance metrics 

• Handle escalated customer complaints or queries 

• Collaborate with cross-functional team to investigate customers complaints and to identify root cause(s) and implement agreed improvement initiatives 

• Implement customer service policies and procedures to ensure consistency in deliveries and alignment with the organisation’s brand positioning 

• Collaborate with relevant departments on meeting customer service requirements to ensure alignment with sales 

• Monitor and review the execution of risk assessments when taking on new customer accounts, and contract negotiation and management 

• Collaborate with cross-functional team to translate business needs and product requirements into new solutions for customers 

• Manage all customer engagement activities to ensure high level of customer satisfaction and loyalty 

• Build and foster relationships with with key customers to expand the KOL network for the branch 

Business Growth 

• Implement mid- to long-term strategies to facilitate improvements for business development activities in the branch 

• Identify and develop new business opportunities to build and expand the presence of the organisation and its brands 

• Evaluate regular OUTREACH survey results and develop strategies to continually grow business and improve performance  

• Evaluate new product and service viability and marketability 

• Implement business development initiatives and corporate branding to ensure sustainable revenue and market share growth 

Sales Operational 

• Set and monitor annual work plans and KPIs for the branch and ensure alignment with the overall strategic objectives of the organisation 

• Identify skill and competency gaps, evaluate performance, plan and provide training and professional development in accordance with the established competency framework 

• Train and provide guidance on the use of core sales systems and processes, including Dominate, SPARKS and Dashboard, to enable the flow of information to support sales decision-making and organisation-wide business intelligence 

• Establish and enforce data management policies and procedures to ensure quality, accuracy, integrity and consistency of sales data 

• Mentor and develop key personnel in the department to ensure their professional growth 

• Provide timely and constructive feedback to staff to encourage continuous improvement in performance and conduct 

Operations Management for the Branch 

• Coordinate end-to-end order processing cycle to ensure accuracy and on-time delivery of orders 

• Review and/or prepare all correspondence with customers, track order processes to ensure compliance with agreed timeframe and quality 

• Coordinate the execution of all billing to collection activities and tasks in accordance with the established policies and procedures 

• Monitor and manage the timely and accurate billing and collection 

• Review and update metrics and tracking mechanises for major and long outstanding customer accounts; prepare and document analysis 

• Manage and monitor inventory tracking system to optimise inventory control procedures 

• Track and update schedules for all inventory including demo, consignment, placements and lease goods; compile data and information for analysis 

• Administer and update standard operating procedures, policies and controls to ensure compliance with Good Distribution Practice for Medical Devices (GDPMD) regulatory requirements 

• Manage and coordinate quarterly audit on warehouse and related work processes to ensure compliance with GDPMD regulatory requirements 

• Manage and coordinate product distribution activities, including monitoring and enforcing of work safety and health regulations 

• Manage and coordinate material handling practices and deployment schedules to ensure efficient use of space and on-time, damage-free delivery 

• Identify warehousing options; manage third-party vendors to ensure service-level agreements are met 

• Coordinate delivery and transportation of outbound goods in the most efficient an cost-effective manner 

• Communicate with third party logistics partners on any outbound transportation-related issues, track vendor performance and practices tp ensure performance and compliance with service-level agreements 

• Communicate with vendors on daily status and planning of deliveries and backhauls 

Financial Management for the Branch 

• Coordinate and consolidate budget and financial forecasts and report variances 

• Monitor budgets and prepare operational metrics for internal and external parties 

• Manage and perform all cost accounting in accordance with the established policies and procedures 

• Manage and monitor all cash handling activities 

• Track and update major cost drivers; assist with the investigation of variances 

• Review and/or monitor all cash transactions to prevent, deter and detect fraudulent activities

QUALIFICATION & EXPERIENCE

• Candidates must possess at least a Degree in Biomedical, Medical, Business or Marketing related fields. 

• Over 10 years working experience in a Sales & Marketing role in the Healthcare Industry, of which 5 - 8 years in a managerial position. 

• In-depth knowledge of the Healthcare Industry. 

• Strong network with customers (doctors and hospital management) 

• Excellent business and financial acumen. 

• Able to travel outstation or oversea when required.