JOB SUMMARY
- The CSO Performance Manager plays a pivotal role in optimizing the performance of our External Contract Sales Organization (CSO), maintaining commercial excellence within the external sales organization, and accountable for the country sales forecast delivery and SF performance.
- This position focuses on sales effectiveness, on strategic planning and External CSO account management, with no direct interaction with end customers. The CSO Performance Manager reports to the Head of Commercial and BD and collaborates with the External CSO Management (National Sales Manager, Regional and Area Sales Manager, Sales Force effectiveness Manager), and internal cross-functional teams (Commercial Excellence, Marketing, Supply Chain) to align sales strategies with commercial performance goals.
- This role demands a continuous challenge to existing practices, suggesting improvements, benchmarking, and initiating new projects. The incumbent must work closely with the External CSO management team, and our internal Commercial Excellence, Marketing, Medical, Supply Chain, Finance, and strategic planner. contributing to local strategic decisions that positively impact sales growth.
KEY RESPONSIBILITIES
1. Sales Strategy Development:
- Together with the CSO National Sales Manager, develop and implement comprehensive sales strategies to achieve annual revenue, market share, and profitability targets.
- Analyze market trends, competitive landscape, and consumer behavior to identify growth opportunities and adjust strategies accordingly.
- Enhancing the CSO front-line capabilities and execution proficiency, empowering the Organization to excel at the point of sale through exceptional in-store product assortment and display standards.
2. CSO transversal management/indirect Leadership and Development:
- Work alongside External CSO management to co-create comprehensive training materials and frameworks that align with the specific needs of the sales team.
- Propose initiatives focused on the development of the sales team, emphasizing skills enhancement, product knowledge enrichment, and fostering a culture of continuous improvement.
- Collaborate with CSO management to introduce and implement tailored strategies aimed at driving sales performance, ensuring alignment with organizational goals.
- Lead Train the trainer initiatives for sales team upskilling
- Promote Perfect Store and execution standards through frequent field visits to gather feedback, assess detailing call performance, and serve as a catalyst for embedding execution excellence. Advocate for continuous improvements in Perfect Store metrics.
3. Performance Monitoring and Analysis:
- Monitor and analyze sales performance metrics, KPIs, and trends to assess progress and identify areas for improvement.
- In collaboration with the National Sales Manager, analyze reports, data, target list and appropriate territory information to focus sales efforts.
- With the support of the SFE manager, perform data analysis of sales performance for individual and team performance.
- Prepare regular sales reports and presentations for senior management, highlighting achievements, challenges, and action plans.
- Owner of the daily call reports, weekly work plans, and monthly and annual territory analysis before submitting to management with the help from the dedicated SFE hosted under the CSO.
- Take a leadership role in planning and executing Segmentation & Targeting (S&T), sales force sizing and territory alignment for Vietnam CSO, with the support of a dedicated SFE manager.
- Oversee the annual update/refresh of outlets segmentation and targeting exercise for Independent pharmacy channels on annual basis and in ensuring the sales route/personal journey plans of sales team are optimized post the segmentation.
- Assess Route-To-Market Model and develop the recommendation on right GTM design that provide a good balance between reach and cost-to-serve. Assess if there are further opportunities to simplify the current model; without significant compromise to weighted coverage.
- Challenge the National Sales Manager in Sales Force Effectiveness initiatives and ensure the implementation of the appropriate SFE framework in the External CSO.
4. Collaboration and Coordination:
- Collaborate closely with marketing, product development, and supply chain teams to align sales strategies with product launches, promotions, and inventory management.
- Provide valuable market feedback to contribute to product development and enhancement efforts.
- Collaborate with Marketing and Sales managers to utilize shopper insights in crafting a channel/customer picture of success, providing actionable guidance for sales teams to implement.
5. Budget Management:
- Lead the redevelopment and roll out of the monthly Commercial Rolling Forecast model by brand
- Develop and manage the annual local sales budget, ensuring optimal allocation of resources to support sales initiatives.
6. Forecast Accuracy and Business Development:
- Contribute to the long-term growth foundation by identifying and capitalizing on business opportunities.
- Build confidence among contract sales organizations regarding product recommendations and designed products.
7. Market Analysis and Competitive Intelligence:
- Work in close collaboration with the Strategic Planner and the Dedicated SFE to Monitor market trends and competitor activity for each region.
- Utilize Daily Sales database for preparing weekly & monthly working plans and resource allocation plans.
- Propose to the Head of Commercial and General Manager any strategic adjustments to optimize sales performance.
8. Ad Hoc Sales Incentive Programs:
- Develop and propose sales incentive programs to drive motivation, goal achievement, and overall sales performance.
- Regularly review and adjust incentive structures propositions to the CSO management based on performance metrics and Mayoly objectives by brand.
9. Change Management:
- Lead change management efforts related to sales force effectiveness initiatives, ensuring smooth transitions and minimal disruptions
REQUIREMENTS
- 12-15 years of working experience in sales function, preferably in Consumer Healthcare / Pharma OTC / FMCG.
- Prior experience as National Sales Manager or BU head is required. SFE capabilities strongly needed.
- Health environment: regulation / hospital / pharmacy / Drug / Food supplement
- Strong leadership abilities with a demonstrated ability to inspire and lead teams to achieve sales targets.
- Excellent communication and negotiations skills, ability to drive change is mandatory.
- Analytical mindset with the ability to use data to drive decision-making.
- Strong business acumen and strategic thinking capabilities.
- Must be able to make professional and compelling presentations; communicate effectively verbally and in writing to large and small audiences.
- Ability to communicate clearly brand objectives, messages, tools and ensure motivation to sales force
- Ability to anticipate and manage time constraints
- Ability to interact with a global teams
- Comprehensive understanding of company division environment and priorities
- Strict adherence to regulation and company rules
- Skills: Interpersonal skills, team player, accurate, keen to data excellence, agile and autonomous
- Mindset: Curious, positive, action driven and sharp mind
- Scholarship: Pharmaceutical, and/or Business School
- Language: Fluent in English, Vietnamese or French as a plus
- Tools: Mastering in Excel & Powerpoint
- Key Internal stakeholders: General Manager, Head of Commercial, Head of Finance, Global Marketing teams,
- Key External contacts: CSO Management, Distribution Partner
Job Features
Job Category Pharmaceutical Contract Type 1 year Job Nature Fulltime Job Reference Unknown
JOB SUMMARY The CSO Performance Manager plays a pivotal role in optimizing the performance of our External Contract Sales Organization (CSO), maintaining commercial excellence within the external sale...View more
JOB SUMMARY
We are seeking an experienced Global Business Development Manager to lead and drive international growth initiatives for our pharmaceutical company. The Global Business Development Manager will be responsible for identifying and establishing strategic partnerships, expanding market presence, and driving revenue growth on a global scale. This role requires a strong understanding of the pharmaceutical industry, international market dynamics, and business development strategies.
KEY RESPONSIBILITIES
- Develop and implement a comprehensive global business development strategy aligned with the company's overall growth objectives.
- Identify and evaluate potential international markets for expansion, conducting market research and competitor analysis to identify opportunities and challenges.
- Establish and nurture relationships with key stakeholders, including distributors, healthcare providers, regulatory bodies, and industry influencers, to drive business opportunities and partnerships.
- Lead the negotiation and execution of international licensing agreements, distribution partnerships, and joint ventures to expand market presence.
- Conduct feasibility studies and due diligence on potential collaborations, assessing market potential, regulatory requirements, and financial viability.
- Collaborate with cross-functional teams, including Sales, Marketing, R&D, and Regulatory Affairs, to align business development strategies with product development and commercialization efforts.
- Monitor and analyze global market trends, competitor activities, and regulatory changes to identify potential risks and opportunities.
- Prepare and deliver persuasive presentations, proposals, and business plans to internal and external stakeholders, including senior management and board members.
- Manage and coordinate international business development activities, ensuring timely execution and adherence to budgets and targets.
- Stay updated with industry developments, attend conferences and trade shows, and participate in networking events to enhance industry knowledge and identify potential business opportunities.
REQUIREMENTS
- Bachelor's degree in Pharmacy, Life Sciences, Business Administration, or a related field. Advanced degree (MBA, PharmD, etc.) is a plus.
- Proven track record of at least 7-10 years in global business development within the pharmaceutical industry or related healthcare sectors.
- Strong knowledge of the global pharmaceutical market, including regulatory frameworks, market access, and industry trends.
- Experience in establishing and managing strategic partnerships, distribution networks, and licensing agreements in international markets.
- Excellent negotiation, communication, and interpersonal skills, with the ability to build and maintain strong relationships with diverse stakeholders.
- Solid understanding of market research methodologies, competitive analysis, and financial analysis.
- Strategic mindset with the ability to identify and capitalize on market opportunities.
- Ability to work effectively in a cross-functional and multicultural environment.
- Strong project management and organizational skills, with the ability to prioritize and manage multiple initiatives simultaneously.
- Proficiency in English and Vietnamese. Knowledge of additional languages is a plus.
- Willingness to travel internationally as required.
Job Features
Job Category Pharmaceutical Contract Type 1 year Job Nature Fulltime Job Reference Unknown
JOB SUMMARY We are seeking an experienced Global Business Development Manager to lead and drive international growth initiatives for our pharmaceutical company. The Global Business Development Manage...View more
JOB SUMMARY
The Business Planning Manager is responsible for supporting the development and implementation of strategic plans to increase sales and profitability for the retail system. This position involves data analysis, business outcome forecasting, marketing project management, financial planning, collaboration with other departments, and employee training.
KEY RESPONSIBILITIES
1. Business Strategy Development:
- Assist in developing and implementing strategic plans to enhance sales and profitability for each store and the overall retail system.
- Conduct market research to understand market trends, assess competition, and analyze customer needs.
2. Forecasting and Planning Management:
- Analyze sales data and assist in forecasting business outcomes to determine goals and operational plans for each store and region.
- Support the creation of accurate forecasting models and assist in establishing appropriate budget plans.
3. Project Management and Marketing Strategy:
- Support the implementation of marketing and advertising strategies to enhance brand awareness and increase sales.
- Help manage marketing projects such as advertising campaigns, promotional events, and partnerships with affiliate vendors.
4. Data Analysis and Performance Evaluation:
- Utilize data analysis tools to measure business performance of each store and propose improvement measures.
- Analyze customer traffic, sales volume, and net profit, and provide insights for improvements.
5. Financial Planning:
- Assist in budget planning for business operations, including advertising costs, store operating expenses, and investments in infrastructure improvement.
6. Collaboration with Other Departments:
- Work closely with departments such as Sales, Marketing, Finance, and Product Management to ensure coordination and integration in implementing business strategies.
7. Employee Training and Development:
- Assist in guiding and developing staff in the Business Planning department, providing them with the tools and knowledge necessary to perform their jobs effectively.
REQUIREMENTS
1. Education
- Bachelor’s degree in Business Administration, Finance, Marketing, or related field.
- Proficiency in Korean and English is an advantage.
2. Knowledge
- Deep understanding of the retail market in Vietnam and consumer trends.
3. Work experience
- Experience in retail industry or similar.
Knowledge of market research methodologies and competitive analysis
4. Language
- English communication skills, knowing Korean is an advantage
5. Computer skills
- Proficiency in data analysis tools and software (e.g., Excel, SQL, BI tools).
6. Other skills
- Proven experience in business planning, forecasting, and data analysis.
- Strong analytical skills with the ability to interpret complex data and translate it into actionable strategies.
- Excellent project management skills and attention to detail.
- Strong communication and interpersonal skills to effectively collaborate with various departments.
- Ability to work independently and manage multiple tasks simultaneously.
7. Personal qualities
- Proactive problem-solving
- Strong communication, ethical conduct
- Willingness to learn and adapt
Job Features
Job Category Pharmaceutical Contract Type 1 year Job Nature Fulltime Job Reference Unknown
JOB SUMMARY The Business Planning Manager is responsible for supporting the development and implementation of strategic plans to increase sales and profitability for the retail system. This position i...View more
JOB SUMMARY
The Area Sales Manager (ASM) is responsible for driving sales growth and achieving business targets within the assigned geographic territory for Hospital channel and Ethical (ETC) products. The ASM will manage a team of Medical Representatives, focusing on promoting products to healthcare professionals, hospital purchasing departments, and institutional clients. This position requires a deep understanding of the hospital sales environment, strategic planning capabilities, and a strong track record in the pharmaceutical industry.
KEY RESPONSIBILITIES
1. Sales Strategy and Execution:
- Develop and implement territory-specific sales strategies to promote Hospital channel and ETC products, ensuring alignment with overall business goals.
- Achieve or exceed sales targets and objectives by managing and driving the performance of the sales team.
- Plan and organize activities to increase market share and enhance product visibility within hospitals and key healthcare institutions.
2. Team Management and Development:
- Lead, train, and motivate a team of Medical Representatives to maximize their performance and achieve individual and territory sales targets.
- Conduct regular field visits to support team members, evaluate their performance, and provide constructive feedback and coaching.
- Facilitate continuous training for the team on product knowledge, sales techniques, and customer relationship management.
3. Hospital and Institutional Relationship Management:
- Build and maintain strong relationships with key stakeholders, including doctors, pharmacists, hospital purchasing committees, and administrators.
- Develop and manage key accounts within the assigned territory to ensure long-term partnerships and effective engagement with healthcare professionals.
4. Market Intelligence and Analysis:
- Monitor and report on market trends, competitor activities, and industry developments within the hospital channel.
- Collect and analyze sales data to identify growth opportunities, optimize sales strategies, and make data-driven decisions.
- Prepare and present monthly and quarterly sales reports to management.
5. Promotional and Marketing Support:
- Collaborate with the marketing team to develop and implement promotional activities, educational events, and product presentations tailored to hospital needs.
- Support product launches and promotional campaigns by planning and executing events, workshops, and seminars targeting hospital stakeholders.
6. Compliance and Ethical Standards:
- Ensure that all sales and promotional activities comply with company policies, industry regulations, and ethical standards.
- Maintain a high standard of integrity and professionalism in all interactions with healthcare professionals and institutional clients.
REQUIREMENTS
1. Education:
- Bachelor’s degree in Pharmacy, Life Sciences, Business Administration, or a related field. An advanced degree is a plus.
2. Experience:
- Minimum of 5 years of experience in pharmaceutical sales, with at least 2 years in a managerial role focused on Hospital channel or ETC products.
3. Knowledge and Skills:
- Strong understanding of the hospital sales environment, including product positioning, tender processes, and institutional decision-making structures.
- Proven experience in managing and developing sales teams within the hospital and ETC segments.
- Ability to build and maintain relationships with key decision-makers in hospitals and healthcare institutions.
- Excellent strategic planning, analytical, and organizational skills.
- Proficient in CRM software and Microsoft Office Suite.
4. Other Requirements:
- Willingness to travel within the assigned territory as required.
- Strong communication, negotiation, and presentation skills.
- Fluency in English is preferred
Job Features
Job Category Pharmaceutical Contract Type 1 year Job Nature Fulltime Job Reference Unknown
JOB SUMMARY The Area Sales Manager (ASM) is responsible for driving sales growth and achieving business targets within the assigned geographic territory for Hospital channel and Ethical (ETC) products...View more
