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Develop and agree annual sales budget for region which delivers on growth
expectations for agreed portfolio
Develop SWOT, Critical Success Factors and Key tactics needed to deliver
growth expectations in China
Manage budget for China and stay within agreed investment / spend plan
? Achieve agreed sales targets for China
? Analyze sales and market trends, flagging any relevant opportunities & risks to
GM China
? Prepare monthly report & identify any deviations to budget, impact on forecast
and corrective actions needed
? Advise & influence key internal stakeholders (Marketing, R&D, Production) on
new opportunities & trends within the country.
? Identify KOLs and partners who can help develop and drive Group
commercial success in the China and globally 4 / 6
? Where relevant, closely manage the sales team to work together with distributor partners to serve indirect customer, according to distribution policy as well as agreement with distributors.
? Ensure ‘In China with China’ strategy is in place, from sales perspective, to enable the success of Medix Biochemica portfolio.
Customer insight
? Customer segmentation -Identify and engage with key customers critical to
growth strategy
? Active involvement directly with the largest prospects of the country, guiding in
the preparation of proposals, presentations, and quotes.
? Take care, monitor and improve win:loss ratios continuously, plus feedback on
reasons for wins & losses
? Identify and manage opportunity funnel and track success from initial interest
through sampling, validation and routine sales.
? Collect and report intelligence about market trends, competitor activities,
identify business opportunities and threats.
? Implement, monitor and utilise CRM as a commercial tool that drives growth in
the country.
Development of sales team approach & skill base
? Recruit, deploy, lead and manage a team of sales representatives. Set clear
performance expectations and goals for each team member.
? Continuously seek ways to improve sales processes and efficiencies. Allocate
resources effectively among team members to ensure optimal coverage of the
market. Foster a positive and productive work environment that promotes
teamwork, creativity, and a sense of ownership among team members.
? Build, develop, and guide the team. Draw personalized training plan for each
individual team member, together with HR and team, and ensure the plan to be
implemented to improve the professional skills and knowledge of team
members, ensuring they are equipped to handle various sales challenges and
implement agreed sales tactics with targeted customers.
? Conduct regular one-on-one meetings to discuss progress, address concerns, and provide personalized guidance.
? Develop Key Account Management approach and skills in sales team to ensure
we are engaging with the highest potential customers.
? Be responsible for driving performance, ensure a strong pipeline of prospective
clients and develop action plans where necessary. Monitor sales performance
and take corrective actions as needed to ensure targets are met. 5 / 6
? Conduct performance and development reviews with individual sales team
members to ensure talent development and retention. Provide timely feedback
and recognition for outstanding performance and take appropriate disciplinary
actions for underperformance.
? Collaborate with Product Management and MarCom teams to develop effective
marketing campaigns and product offerings.
Lead by example and uphold the principles and values of Biochemica
? Ensure compliance will all external regulations and laws specific to the country
? Uphold the Vision and Values consistent with a senior leader role in Biochemica
? Fulfill reporting duties consistent with QMS & ISO certification of
Biochemica in China