Senior Manager, Sales
6 months ago
About DKSH
DKSH’s purpose is to enrich people’s lives by providing access to goods, services, and insights. United by our vision to be the trusted partner, we help companies grow in Asia and beyond across our Business Units Consumer Goods, Healthcare, Performance Materials, and Technology.
Delivering life-saving drugs to hospitals, bringing high-quality products to remote villages, installing technology that raises living standards, and providing new formulations for healthcare products that make life easier. These are just a few examples of how DKSH touches people’s lives around the clock. We do this while helping our clients and customers grow by providing services including sourcing, market insights, marketing and sales, eCommerce, distribution and logistics as well as after-sales services.
Listed on the SIX Swiss Exchange, DKSH operates in 36 markets with 33,100 specialists, generating net sales of CHF 11.1 billion in 2021. Founded by Swiss entrepreneurs in 1865, we have been deeply rooted in Asia Pacific for over 150 years.
Why It’s Great to Work at DKSH
Join a purpose-driven company and help enrich people’s lives every day. We provide reliable access to high-quality products and services, like COVID-19 vaccines, and create sustainable value for all our stakeholders, generate jobs, and give back to society. Founded over 150 years ago in Asia by three Swiss traders, DKSH still maintains the same entrepreneurial mindset. Be part of our diverse team of more than 33,000 people working in 36 markets across the globe. You will learn and develop both professionally and personally in a modern environment offering hybrid work arrangements. Come and meet our energetic, passionate, and purposeful team and be part of something big.
Job Summary
- Define the level and standard for marketing & sales practices in HEC BU for each form of client (and own brands) business model.
- Drive capability development through hands-on market support of Brand and Medical Channel Marketing practices in 12 countries (by priority)
- Lead and leverage digital technology to develop playbooks, tools, systems, training programs and analytics to support the growth of key client & product portfoliosGeneral Responsibilities
- Define the “DKSH way” for HEC medical channel marketing and sales practices: simple, clear process to be used in each market for developing brand/product growth plan and resource allocation (including sales plan)
- Develop HEC-specific Brand and Multi-Channel Marketing & Sales process, success models and case studies leveraging individual market strengths across the HEC BU
- Identify key data sources regionally and locally (internal and external) and develop a plan to acquire new data to support Product and Channel Marketing and Resource Optimization.
- Define process steps and develop/gather good practice standards to be used in marketing and sales excellence program. Participate in assessing HEC businesses against industry standards and support in development areas by country priority.
- Drive DKSH best practices and embed the planning cycle & execution plan (client, product, channel, customer, sales)
- Drive pilot digital marketing initiative as part of the digital acceleration roadmap to effectively engage changing client, customer & patient behaviors.
- Develop a suite of playbooks to support markets in building insight. Identifying key growth drivers leveraging of DKSH strengths.
- Define acquiring/developing practitioner and/or patients’ data at the market level and support key markets in developing priority therapeutic and brand segments.
- Collaborate with Fantree academy to update and/or (co)-create training programs to ensure the marketing and sales standards are up to DKSH HEC standards.
- Align and collaborate with other stakeholders (HEC markets, HEC BD, HEC RA, Data Analytic Team) to maximize commercial impact in market development.Functional Skills and Knowledge
- Marketing and sales experience (Pharmaceutical & OTC industry).
- Digital marketing and remote engagement track record is a prerequisite.
- Deep understanding of healthcare needs, pain points, and trends.
- Have worked in APAC region, preferable with experience in multiple markets in APAC.
- Excellent written and verbal communication skills, ability to present internally and externally.
- Strong operating and leadership skills; equally comfortable being executing hands-on and leading internal and external teamsEducation
- MBA preferred
- University degree (preferably in science/healthcare/tech/business)Work Experience
- Minimum 8-10 years of pharmaceutical/OTC marketing & sales experience
- Minimum 3 years’ experience in working across Asia/SEA
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