Customer Partner Lead

2 months ago

Ho Chi Minh City, Vietnam B. Braun Vietnam Co. Ltd. Full time

This is an important role in the development of sales team 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 - Hospital Projects. will assume a key role in sustainable business performance of Aesculap's products (inlcuding but not limited to SGM/MIS/APT) in the assigned customer segmentation. The role will also involve working on developing and executing sales initiatives, shaping trusted and healthy partnership with distributor network in order to achieve revenue and profit target while developing professional sales team and gaining strong customers' advocacy towards B. Braun products and therapies.

**Duties and responsibilities**:

- 1. Build credible long-term relationship with stakeholders and deliver business targets at the customer segmentation assigned.
- Develop and drive a credible and long-term relation with customers/ partners to maximize business opportunities based on deep understanding of customer strategies & priorities, external trends, legislation and competitive landscape, tender status at all levels.
- Develop and implement a comprehensive sales plan for products in charge in order to achieve growth (revenue and share), support B. Braun products, solutions and services to be the preferred brand in the mind recall of KoLs and other healthcare professionals and other stakeholders 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 at the customer segmentation. Use insights to refine sales and customer approach.
- Identify and pursue new business opportunities, including expansion into untapped areas. Identify access approach for new product sales into market.
- Manage the sales budget effectively, ensuring compliance and ROI optimization.
- Manage the target allocation to Hospital Projects sales team according to the Company's guideline.
- Ensure compliance with regulations of including but not limited to those of the government, group, company, industry.
- Find, select and build up long-term partners, dealers as per company requirements to improve sales revenue and compliance.
- 2. Develop the Sales team with the high competencies and capability to achieve and sustain high performance.
- Encourage and keep on track on learning/ training KPIs of sales team as company's guideline.
- Measure and ensure the Product knowledge in the Sales team through the Product training.
- Be responsible for monitoring the performance of the sales team by establishing a system of effective reports and communications involving sales reports, cyclical sales meetings.
- Provide prompt coaching, guidance, feedback and support to maximize sales team’s performance.
- Ensure discipline, compliance and quality of work and report among the team.
- Motivate self-learning and continuous learning among the team.
- 3. Work closely with Marketing Team and other cross-functional teams for activity alignment and implementation, focusing on solutions for customers and build B. Braun as a preferred brand.
- Closely cooperate with Marketing team for effective implementation of marketing plan, market research, new production launch, KoL engagement, seminars, conferences, sponsorshipShare input and experience to contribute to the finetuning of marketing plans and roll out.
- Ensure the effectiveness of activities implemented in sales operations (e.g: Group presentation, events, seminars ) to maximize the effectiveness of branding and sales opportunity.
- Work effectively with COMEX for forecasting, target planning and allocation. data tracking, consolidation and analysis, including but not limited to tender, dealer, customer, hospitals, competitors
- Coordinate with cross team in customer complaint handling if there is.
- When required, involve in regional/ local project teams to get alignment in the offered product package, market approach or handling tender/ order issues.
- Systematically analyze and report sales results, expectations, market, competition and trends for the optimal operational planning or optimal product portfolio decisions.
- Manage and update the government's regulations to ensure the tender process effectively between multiple stakeholders: dealers/distributors - Sales Team - Internal B. Braun team - Customers.
- Collaborate with Technical Service Team to ensure highest customer service for equipment and devices sold to hospitals.
- 4. Authorization
- Decide on setting up territory and sales targets for the dedicated sales team.
- Check and approve the Sales budget according to the company's policy and compliance.
- Involve in the recruitment/selection process and other people-related matters with regard to the

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