River Pharma Asia – Business Manager

Position Summary 

This role is responsible for the sales and promotion of the product portfolio of Healthcare products. The objectives of the role are achieving sales to agreed levels by establishing and maintaining strong customer relationships, identifying new business opportunities with existing customers and identifying and securing new customers to grow the business. An important part of this role is understanding and participating in the negotiation, ongoing management and renewal of large to small contracts to secure sales.

Performance Measures 

Revenue

• Maintain and increase business in line with set company sales revenue targets
• Proactively identify sales opportunities and recommend solutions to customers to meet their needs and grow the business
• Leverage existing contracts to increase customer’s usage of Riverpharma Asia products
• Explore the sales pipeline and restrained / unrestrained opportunities
• Actively target new business opportunities with competitor’s customers
• Pro-actively seek new opportunities to participate in contract negotiations

Business acumen

• Ability to think strategically within territory
• Write, execute & monitor business plans in conjunction with Regional Sales Manager
• Ability to analyze territory sales to identify and report on territory gains and/or downturns
• Sound negotiation skills to secure contracts
• Extensive understanding of profit, cash flow, sales forecasting, profitability analysis
• Ability to manage multiple stakeholders within various levels of organization

Business Development

• Ability to identify new business opportunities within territory
• Utilise sales skills to generate new business opportunities focusing on customers’ needs within territory
• Ability to secure new business identified and minimize loss to competitors through tight contractual arrangements
• Develop strategies that help drive the business to sustainable competitive advantage

Customer Focus

• Plan and prioritize personal sales activities and customer contact to ensure that business aims are met
• Work with customers through the change process in moving to Riverpharma Asia supplied goods within agreed terms
• Work with customers to understand their internal processes, constraints and timing of relevant business activities uncovering opportunities to sell our product range.

Product Knowledge

• Provide sales and educational support to deliver the benefits of using Riverpharma Asia products to customers
• Maintain up to date knowledge of use of all existing products and new products
• Become knowledgeable on new products and develop skills in their use
• Demonstrates in depth market & competitor knowledge
• Recommend additional and/or alternative products for use by customers relating them to customers requirements
• Demonstrate self directed learning and basic knowledge of entire Riverpharma Asia Healthcare portfolio
• Demonstrate extensive knowledge of defined product specialty as measured through on-going assessment

Communication and Relationships

• Ensure effective communication throughout the division to ensure ongoing business activity
• Maintain effective communication with supply chain to ensure clarity and understanding of requirements
• Maintain professional communication with customers by adequately preparing prior to meetings and presenting in a professional manner
• Ensure appropriate relationships are built with all levels within the customer business
• Monitor and report on market and competitor activity to provide relevant information to management

People, Safety & Administration

• Practice safe work practices relevant to your role by following OHS guidelines as provided
• Ensure that administrative tasks, record keeping, and reporting are maintained in an effective manner and timeframe requests are met