Business Manager - AWM Retail, VIP Markets

Life Unlimited. At Smith+Nephew, we design and manufacture technology that takes the limits off living!

The BM is responsible for helping the assigned VIP (Vietnam, Indonesia and Philippines) business & territory to obtain better brand recognition and profitable financial growth through distributor, Pharmacist & Strategic account management.

Create and implement a business strategy for the assigned market and drive activity towards this goal in line with the overall business objectives for all VIP markets.

Develop a good working relationship with Channel Partners/Distributors and help them grow through Pharmacist training/education, set/implant planning, and New Product Launches.

He/she needs to understand internal process and execute steps to contribute a successful launch of New Products and product positioning. This role needs to coordinate with internal and external stakeholders to review current market trends to propose new business ideas that can improve revenue & margins.

He/ She identify and support deal execution including due diligence coordination and maintaining pipeline reports, market mapping and trackers. In addition, takes an active role in the training of direct and indirect sales professional in achieving higher technical knowledge and profitable sales growth.

Develop and implement key opinion former strategies and keeping strong relationships with

key opinion leaders.

Responsibilities:

1) Sales achievement of assigned business unit:

• Achieve budgets for the assigned product portfolio.

• Report on business prospects, competitor activities, market trends and sales performance

within the assigned markets.

• Market Mapping for Distributor Markets.

• To do risk assessments, analysis, and evaluation of customer needs. Interface with business

unit partners and corporate functions on new opportunity evaluation and screening.

• Assist with coordinating deal execution process, including due diligence activities on

potential targets and transactions.

• Perform ad hoc analyses and execution of business projects.

• Maintain BD pipeline reports and trackers.

• Understand S&N Internal processes to drive NPLs.

2) Drive Growth across Portfolio by developing new Channel Partners:

• To do project management.

• To achieve sales through effective customer management along with Channel partners using

agreed business plans.

• Provide feedback on business processes as they relate to sales activities and processes.

• Work with Management team to improve the overall effectiveness and optimization of

business processes and portfolios.

• Follow-up with customers to ensure satisfaction with products and/or services provided.

• Maintain high level of knowledge on the assigned product range, roadmaps, competitor

product, pricing, market share and key product differentiation. Report on business

prospects, competitor activities, market trends and sales performance within the assigned

markets.

• Ensuring that marketing activities are suitably followed up within the assigned market and

that the investment of the business is returned via the sales effort. To contribute to the

forward strategy of the assigned business as defined by the Manager.

• Assist in the preparation of monthly and quarterly business reporting requirements and in

the annual budgeting processes.

3) Overall management of indirect (channel partner/distributor) sales personnel.

• Train and coach staff to maximise effort and performance.

• Continually develop excellence in product and technique knowledge, and selling skills of the

team, by continual coaching and training during field visits as well as drawing on other

resources within the company.

• Assure consistent high level of distributor capabilities to serve and develop customers in the

assigned geography.

• Continually assess sales territories and re-align as necessary.

• Conduct performance evaluations.

• Create and execute on detailed sales plan to achieve revenue objectives.

• Maintain monthly inventory and sales forecasting.

• Account planning.

• Ensure distributors complete all compliance training modules/requirements within the set

timeframes.

4) Develop and implement brand execution, activations, advertising, promotion for the deployment of the brand marketing plan

• Drive consumer demand for the brand through the deployment of different marketing mix in both online and offline store.

• Lead in-store brand activities, promotion deployment, POSM development, marketing collaterals, brand events and related operational activities.

• Responsible in managing brand budget. Monitor and control A&P expenditure within budget allocations.

• Lead on-going analysis and review of brand performance, promotional programs and competitive information, category trend and consumer preference and behaviour.

• Digital marketing activations (social media, websites, ecommerce, analytics) to drive consumer brand equity and demand.

5) Others:

• Provide technical and sales training to new/ junior sales personnel of distributors.

• Continually develop excellence in product and technique knowledge, and selling skills of the

team, by continual coaching and training during field visits as well as drawing on other

resources within the company.

• To always act in a responsible manner to avoid risk to self or to the company and comply

with the workplace safety and health and security policy.

• Any other duties involved within the role and/ or the tasks as assigned from time to time.

Requirements: -

• Bachelor's degree in any field

- Extensive Retail Experience in Chain Pharmacies with proven track record in managing relationships with major pharmacy chains such as Guardian and Watsons or local chains. Experience in negotiating and executing Trading Terms Agreements (TTAs) with central HQs.

• Strong Distributor Management, onboarding and managing distributors across. Ability to directly engage with HQs to sign agreements and ensure compliance.

- Strategic Business Planning -Capability to develop and implement comprehensive business strategies to achieve sales targets and brand growth. Experience in budgeting, forecasting, and P&L management to drive profitability.

• Proficiency in conducting market trend analyses and competitor benchmarking to inform strategic decisions.

• Strong exposure to emerging markets in Southeast Asia, specifically Vietnam, Indonesia, and the Philippines (VIP markets). Demonstrated experience operating in at least two of these countries is essential.

• Familiarity with modern trade channels and retail marketing strategies to enhance brand visibility and consumer engagement.

• Experience in executing in-store promotions and digital marketing campaigns.

• Effective Communication and Negotiation Skills