Business Manager - Abbott Point Of Care

JOB SUMMARY:

The position of Business Manager is responsible for the entire business and commercial structure of APOC business in Vietnam including the overall commercial strategies, developing the KOL’s network within the market which includes end-customers & key government agencies, distributors (sub-agents) appointment and management, financial planning and analysis, supply chain and operations and regulatory approvals. He/She should also be well versed in health economics and drives to remove hurdles related to market access; in addition to supporting clinical trials for customers in the country in partnership with global medical and clinical affairs team. Plays an important role in sales and marketing and overall corporate management.

KEY AREAS OF ACCOUNTABILITY:

• To drive, execute and achieve country target plan by product categories (analyzers, reagents & others)

• To work closely with the distributor(s) to acquire new accounts across the country and expanding the current distribution channel across various new territories through recruitment of new distributors and driving commercial excellence functions within distributor teams.

• To foster and establish key opinion leader, professional body and government agency networks across the region within Vietnam.

• To guide and provide product support (sales, marketing & technical) to distributor(s)’ team to ease the sales cycle process.

• Maintain existing business through good retention programs & explore new opportunities with potential customers and recruitment of new distributors.

• To collaborate with Abbott internal division (ADD, ADC, AMD, ARDX, etc) to leverage/synergise on existing business and to ensure all activities are carried out in accordance with local laws and Abbott Compliance and OEC regulations.

• Responsible for the training and education of sales force from both internal and distributor teams.

• Work as a liason with global clinical and medical affairs to support the conduct of clinical trials and studies.

• Look at communications and PR strategy to drive the share of voice of i-STAT in the market.

• To look at all aspects of health economics and create analytics to position the i-STAT as central to creating a sustainable healthcare model.

• Analyzing and reporting of key financial metrics of the business and provides insights to overall health of the business, including sales, margins, SG&A.

• Look at all operational aspects of the business including logistics/supply chain & quality assurance and ensure end to end movement of goods from hub to end customers are optimal & seamless and drive customer satisfaction.

• Responsible for registration of new products and keeping track of regulatory updates in the country; work with Princeton and local affiliates to ensure new product licenses and registrations are obtained in a timely fashion.

JOB SPECIFICATION

Knowledge & Experience

• Minimum of 5 years’ experience in laboratory diagnostics or medical devices industry.

• Proven track record in acquiring new businesses and shaping markets preferred.

• Experience in running overall operations of business (not limited to sales and marketing)

Strong business acumen and result oriented

• Decision Making – Describe decision generally made including the job holder’s

roles and the effect to the company

• Budget & Assets – Describe budget and assets administered by the job holder and their impact to the company’s performance

• Pricing guidelines, contract timings and budget for area.

Competencies required

1. Core Competencies

• Adaptability

Maintaining effectiveness when experiencing major changes in work tasks or the work environment, adjusting effectively to work within new work.

• Teamwork

Working effectively and cooperatively with others, establishing and maintaining good working relationships with internal and external partners to facilitate the accomplishment of work goals.

• Initiative

Taking prompt action to accomplish objectives, taking action to achieve goals beyond what is required, being pro-active, originating action to improve existing conditions and processes.

• Integrity

Maintaining, promoting, and modeling social, ethical, and organizational norms, firmly adhering to codes of conduct and ethical principles.

• Innovation

Generating innovative solutions in work situations, trying different and novel ways to deal with work problems and opportunities.

2. Functional Competencies

• Customer Focus

Developing and sustaining productive customer relationships; making customers and their needs a primary focus of one’s actions.

• Impact

Creating a good first impression, commanding attention and respect, showing an air of confidence.

• Information Monitoring

Setting up ongoing procedures for collection and review of information needed to manage an organization or ongoing activities within it.

• Managing Work (Includes Time Management)

Effectively managing one’s time and resources to ensure that work is completed efficiently.

• Quality Orientation

Accomplishing tasks by considering all areas involved, attentive to details; showing concerns for all aspects of the job; accurately checking processes and watchful of deadlines.

• Technical/Professional Knowledge and Skills

Having achieved a satisfactory level of technical and professional skill or knowledge in position-related areas; keeping up with current developments and trends in area of expertise.

MINIMUM QUALIFICATION:

Bachelor’s degree or equivalent experience required