Strategic Account Leader, Medical Device US MNC (Hanoi and North)

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Why Join Us?
A career at BD means learning and working alongside inspirational leaders and colleagues who are equally passionate and committed to fostering an inclusive, growth-centered, and rewarding culture. You will have the opportunity to help shape the trajectory of BD while leaving a legacy at the same time.
To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of health. At BD, you'll discover a culture in which you can learn, grow and thrive. And find satisfaction in doing your part to make the world a better place.
Become a maker of possible with us!
Job Description Summary
You are expected to work closely with the Country General Manager and play a strategic role in developing impactful and enduring relationships with customers.
The success of this role will rely largely on your ability to shape the sales strategy and initiatives that will drive a long-term industry leadership position.
You will also be expected to inspire and enable your Key Account Managers and Account Managers to meet BD's sales aspirations through leading and innovative practices.
*This role is based in Hanoi and will cover public hospitals for both Hanoi & North Vietnam markets.
Responsibilities
Building Strategic Relationships with Our Customers and Internal teams
Develop strategic relationships with high value stakeholders (e.g., large key accounts, government authorities) both within existing accounts as well as newly identified accounts
Interface with Marketing teams to craft and refine a seamless S&M strategy
Maintaining good relationships with our existing customers
Earn of new customers / potential customers within newly identified accounts
Strengthening Sales Margins
Refine and implement sales improvement initiatives at the country level in collaboration with Business Excellence
Develop sales strategies with a focus on cross-selling to better meet customer needs
Timely development of initiatives aligned with overall organisational strategy
% improvement in sales margins
Strengthening Sales Teams
Lead and oversee Key Account segments
Address hiring needs for sales teams
Leverage on the BD Way of Selling to ensure teams are engaging customers in a standardised way
Establish a culture of ongoing and constructive feedback and continuous improvement
% improvement in capability assessment scores of sales team
Managing Distributor Performance
Cultivate and build strategic relationships across a network of distributors to expand and capture potential business opportunities across the region
Support distributor salesforce teams in day-to-day demand generation
Train and motivate distributor salesforce team
Ensure fulfilment of customer orders by distributors
Successful attainment of distributor related KPIs (e.g., order accuracy rate, inventory turnover rate, etc.)
Strong stakeholder support and collaboration
Sales Strategy Development and Execution
Work collaboratively with the Segment Marketing Leader, and with the vertical key Account Manager to develop sales strategies that facilitate the development of the BD Account Plan for identified accounts
Lead all aspects of the sales process across the sales funnel, including developing sales forecast and tracking customer segment performance
Refine and implement sales improvement initiatives at the country level in collaboration with Business Excellence
Effectively use data to drive strategic decision making on sales pursuits
Provision of accurate and timely forecast and performance reports to leadership team
Timely development of initiatives aligned with overall organisational strategy
Successful attainment of Accounts specific KPIs (e.g., improvement in sales margins, successful order fulfillments, etc.)