Export Business Manager Asia

The objective of the Export Business Manager is to develop the market and grow profitable sales in Asia (East Asia, South-East Asia and Oceania). The Export Business Manager is responsible for maintaining strong relationships with distributors and local partners, to bring in large deals with international partners such as pharmaceutical companies and to work out new business models. The Export Business Manager will, in collaboration with distributors, set up a network of certified laboratories. 

A successful Export Business Manager will:

• Reach and overachieve sales targets
• Build a strong relationship with distributors and commercial partners
• Build a strong relationship with key end customers.
• Set up new business models
• Improve the value of Biocartis products through solution selling.
• Collaborate closely with headquarters to remove roadblocks, provide market information, provide accurate forecasts
• Ensure a successful launch of new products

The Export Business Manager will frequently interact with the product specialist of the territory, distributors, commercial partners, the Export team, global marketing, legal, regulatory and customer service.

The Export Business Manager is member of the sales team and reports to the senior Director Sales Export.

The position is field based and requires approx. 50% of international travel within the designated region.

Accountabilities

The role includes, but is not limited to, the following accountabilities:

Set up, renew and expand strategic commercial partnerships

• Build and maintain a strong distributor network. Drive distributor contract negotiations within the framework of corporate legal guidelines, manage and renew contracts;

• Drive partnership negotiations such as with pharmaceutical companies to close both local and international commercial deals

• Expand partnerships to increase value towards patients and end customers

• Ensure smooth implementation of contracts, including administrative and logistical procedures in coordination with back-office functions;

• Support distributors in market access discussion with local healthcare bodies

• Collaborate with cross-functional teams, including marketing, sales, strategic partnership and regulatory affairs, to align market development efforts with overall company strategy

Manage partnerships

• Join visits and support distributors for large opportunities and for cooperation with pharmaceutical partners.

• Visit distributors and commercial partners to gain knowledge of local conditions and build relations;

• Improve distributor’s sales and marketing knowledge such as solution selling, product positioning and customer segment approach. 

• Ensure a successful launch of new products in collaboration with the product specialist

• Ensure that distributor’s price structure is optimal;

Sales planning

• Drive sales and meet the agreed business plan in own territory and engage with the team to meet common team goals;

• Monitor sales performance and devise corrective action plans where necessary;

• Follow-up on distributor Sales performance and take redemptive actions when targets are not achieved;

• Provide (re)forecast on the short and long term for the region, alert major changes and regularly provide updates

• Develop, maintain and execute an annual business plan for the territory and for the major countries;

• Keep all customer records accurate and up to date using Salesforce.com regularly;

• Ensure timely revenue recognition of products by coordinating efforts between distributors, service and application support;

Provide competitive intelligence and analyze market trends and channel information back to headquarters.

Profile requirements

• A Bachelor’s degree in a scientific orientation is preferred or equivalent through experience OR a Master’s degree in a scientific or engineering orientation is preferred or similar through experience and/or training.
• Proven track record in distribution management within or in related industry is a must.
• At least five (5) years of demonstrated selling achievement(s).
• Experience in working within the Asian region is required.

• Knowledge of the diagnostic market, preferably molecular diagnostics and/or pathology is required; 

• Well-developed critical and strategic thinking skills with the ability to identify and capitalize on market opportunities within the designated territory;

• Excellent communication and interpersonal skills to build relationships with different stakeholders, incl. C-suite; 

• Ability to engage healthcare professionals in meaningful dialogue to determine their needs and how our products can meet those needs;

• Excellent listening skills;
• Excellent presentation and business writing skills; Ability to convey complex information to diverse audiences;
• Strong negotiation skills and comfortable with C-suite discussions;
• Ability to deliver against set objectives while operating on some occasions in stressful situations; stress resilient;
• Highly effective organizational and planning skills to apply daily in a multidisciplinary environment and to meet budget and timeline expectations;
• High integrity and professional ethics;
• Passionate about hunting and closing business deals - strive to make a difference;
• Languages: Excellent verbal/written English communication skills; knowledge of a local language is a plus;
• PC skills: MS Office.

Our offering

We offer you an exciting job in a fast growing international and innovative environment where you can work with top entrepreneurs in the biotech industry. You can be part of a very dynamic, young and growing team. You will have freedom to shape your work and shape your job where you deem it necessary: we value your input. Of course we offer you an appropriate compensation package.