Location
Hanoi & HCMC
Department
Sales & Marketing
Reports To
Sales Director
Job Purpose
This is an important role in the development of the Sales team and/or
business development for the assigned product portfolio in the organization amidst the increasing complexity of the market that requires more insights of partners, customers, tender regulations and in-country healthcare development priorities.
The Customer Partner
Lead will assume a key role in sustainable business performance of in-charged products in the assigned customer segmentation.
The role will also involve developing and executing sales initiatives, shaping trusted and healthy partnerships with distributor networks in order to achieve revenue and profit targets while developing a professional sales team and gaining strong customer advocacy towards B. Braun products and therapies.
Key Responsibilities
1.
Build Credible
Long-Term Relationships with Stakeholders and Deliver Business Targets
Develop and drive credible and long-term relationships with customers/partners to maximize business opportunities based on deep understanding of customer strategies and priorities, external trends, legislation, competitive landscape, and tender status at all levels.
Develop and implement comprehensive sales plans, business plans, and business models for products in charge to achieve growth in revenue and market share.
Support B. Braun products, solutions and services to become the preferred brand among Key Opinion Leaders (KOLs), healthcare professionals and stakeholders involved in the tender process.
Build and nurture strong, long-lasting relationships with customers and partners, understanding their unique needs and delivering tailored solutions with excellence to win tenders.
Conduct sales analysis to identify trends, opportunities and competitive threats within the assigned customer segmentation.
Use data-driven insights to refine sales and customer engagement approaches.
Identify and pursue new business opportunities, including expansion into untapped markets and access strategies for new product introductions.
Manage sales budgets effectively while ensuring compliance and return-on-investment optimization.
Manage target allocation to the team according to company guidelines.
Ensure compliance with government regulations, company policies, industry standards and group requirements.
Identify, select and develop long-term partners and dealers to improve sales revenue and compliance.
2. Develop a High-Performing Sales Team
Encourage and monitor learning and training KPIs of the sales team according to company guidelines.
Measure and ensure product knowledge through training programs.
Monitor team performance through effective reporting systems, sales reports and cyclical sales meetings.
Provide prompt coaching, guidance, feedback and support to maximize performance, competence and capability.
Ensure discipline, compliance, work quality and reporting standards among team members.
Foster self-learning and continuous learning while identifying and developing talents within the team.
3. Collaborate with Marketing and Cross-Functional Teams
Closely cooperate with Marketing and Regional Teams for effective implementation of marketing plans, market research, new product launches, KOL engagement, seminars, conferences and sponsorship activities.
Contribute market insights and experiences to refine marketing plans and execution.
Ensure effectiveness of sales operation activities including presentations, events and seminars to maximize branding impact and sales opportunities.
Work effectively with Commercial Excellence (COMEX) in forecasting, target planning and allocation, data tracking, consolidation and analysis.
Coordinate with cross-functional teams in customer complaint handling.
Participate in regional and local project teams when required to align product offerings, market approaches and tender/order issue management.
Systematically analyze and report sales results, expectations, market trends and competitive activities for optimal operational planning and product portfolio decisions.
Monitor and update government regulations to ensure effective tender processes among distributors, sales teams, internal stakeholders and customers.
Collaborate with Technical Service teams to ensure the highest level of customer service for equipment and devices sold to hospitals and customers.
Other Responsibilities
Ensure all sales activities comply with legal and ethical standards, documented processes, procedures and internal quality management systems.
Prepare and analyze reports for informed decision-making.
Maintain up-to-date knowledge of B. Braun products and competitor offerings.
Perform additional tasks assigned by management, including project champion or subject matter expert responsibilities.
Qualifications
Education
Required
Bachelor's degree in Life Sciences, Medical, Biomedical, Pharmacy, or a related field.
Preferred
Master's degree in Marketing or Business Administration.
Experience
Required
Minimum 10 years of experience in Sales within the healthcare, medical devices or medical equipment industry, preferably with multinational organizations.
Strong experience in tender management.
Proven experience in critical sales competencies including:
Sales analysis
Customer and market knowledge
Dealer/Distributor Management
Project Management in a Medical Device environment
Leadership experience managing medium to large sales teams.
Preferred
Cross-functional job rotation experience.
Commercial experience.
Market research experience.
Business planning, budgeting and financial exposure.
Health economics experience including pricing and reimbursement.
Key Skills
Proven track record of successful sales leadership and achievement of revenue targets.
Strong people management and team-building skills.
Good negotiation, communication and presentation skills.
Data-driven mindset with the capability to analyze and interpret sales performance metrics.
Ability to work and build relationships with top KOLs.
Additional Requirement
Fluent English skills, both written and verbal.
Why Join Us?
This role offers an opportunity to lead strategic sales initiatives, drive sustainable business growth, build strong partnerships with customers and distributors, influence market access and tender success, and develop high-performing sales teams within a leading healthcare and medical technology environment.