Bausch + Lomb Companies Inc., (NYSE/TSX: BLCO), is one of the best-known and most respected healthcare companies in China, offering the widest and finest range of eye health products including contact lenses and lens care products, pharmaceuticals, intraocular lenses and other eye surgery products, and aesthetic products. Our highest priority is the well-being of the people we serve. By listening to our customers and patients, by constantly honing our innovation edge, by executing with integrity and excellence, we strive to earn the trust of our partners and stakeholders.
Financial and In-Market Objectives
Responsible for Cluster/Country Surgical P&L:
Attain or exceed market share and growth targets
Attain or exceed quarterly sales and profit objectives,
Carefully and proactively manage OPEX and Assets in regards of sales to protect EBITA
Work closely with finance support for contract and sales recognition
Organization & Sales Force Management
Establishes a high-performance organization through the commitment to training, coaching, performance evaluations and resource allocation:
Regularly adjust the sales organization and if necessary, the business model to adapt to local business needs for delivering aggressive growth
Supports and supervises recruitment, training, coaching and overall motivation of sales teams with emphasis on effective selling skills, account management and territory planning.
Works with Sales Effective Team to enhance overall sales effectiveness. This includes the implementations of tools that support the sales team as well as timely and relevant data/ dashboards that supports business objectives.
Develop a commercial policy supporting profitable growth, focusing on High potential customer and cross selling when locally possible and legal
Lead CRM adoption and proper usage to execute targeting actions plan per products, per customers and control execution
Prepares periodic sales report showing sales volume, potential sales, and areas of proposed client base expansion
Develop Sales incentive plan driving growth and focus aligned with Country business plan and strategic drivers
Reviews and analyzes sales performances against programs, quotes and plans to determine effectiveness
Conducts regular product knowledge assessment to make sure our teams to deliver the best possible training to the surgeons (including but not exclusively online certification)
Maintains regular scheduled work performance reviews evaluating progress, strengths and development areas.
Ensures that proper training and development is planned and executed to support the development of the team/individuals.
Has the ability to manage performance in a proactive manner identifying both low performers and high potentials and managing them accordingly to enhance performance inclusive of a performance improvement plan (PIP).
Oversees succession planning for current & upcoming headcount vacancies
Strategy, Promotion, Market Access & Execution
Demonstrates full understanding of business portfolio, international marketing strategy and marketing materials
Work with Marketing Manager
Ensures alignment of Product Brand strategy and messaging in accordance with International Guidelines
To adapt and roll-out marketing strategies & materials to local situation and needs in timely fashion
To conduct annual situation analysis (Market, Regulation, Competitors) and submit Marketing operational and strategical marketing plan
To propose local promotional strategy in line with regional business and product objectives and strategies.
Monitors competitor products, sales and marketing activities
Ensures effective control of marketing results, and takes corrective action to guarantee that achievement of marketing objectives falls within designated budgets
Oversees and evaluates market research and adjusts marketing strategy to meet changing market and competitive conditions
Establishes and maintains relationships with industry influencers and key strategic partners
Oversees new product introductions – pre-launch and launch planning processes in accordance with International Marketing Guidelines
Tracks competitor activity and report to the international marketing group
Develops a thorough deep expertise of local regulations and processes around reference pricing and reimbursement; develop innovative/competitive market access strategies.
KOL Identification, Mapping and Development
Identification and mapping of key national leaders in support of portfolio and or specific products to enhance clinical messaging, product performance to enable adoption enhance product brand and overall company image.
Personally, conducts regular visits with top tier KOLs
Actively participates in regional and national congresses
Facilitates establishment of advisory boards to ensure input into local promotional strategies and programmes.
Meets with key clients, assisting sales representative with maintaining relationships and negotiating and closing deals
International alignment
With International Surgical marketing
Follow international strategy, develops and recommends local tactics adapted to the market specifics
Establishes and maintains at any time a consistent corporate image throughout all product lines, promotional materials, and events
With International Technical service organization
Responsible for managing the Technical service manager following the internationl technical service manager guide lines, providing technical support to B+L customers in order to ensure customer satisfaction and patient safety
Manage technical field service activities and installed base on existing B+L SOPs, FDA, cGMP, ISO 13485, MDR, local regulation
Manage and track Local Spar parts stock maintaining optimal stocks to mitigate Assets value and Scrap risk that may be induced by slow moving parts
With International Customer Service OrganizationProduct training update, business alignment, commercial strategy
Support Function, Logistics & Regulatory/Compliance
Coordinates liaison between sales department and other support function: HR, finance, IT, Legal, Compliance, other business units.
Work closely with finance partner for planning and forecasting purpose, making sure to be have a detailed understanding of the latest company SOPs as well as Sales contract management or revenue recognition
Implementation and monitoring of monthly quarterly and annual supply,
Deliver rolling 12-month demand forecast supply Plan (per SKU) with 70% minimum monthly forecast accuracy to ensure consistent commercial supply of all products to minimize back orders, obsolescence risk and excessive inventory on-hand.
Works closely with regulatory departments to speed up products availability and launch in the market
Ensure compliance with all local regulations, Bausch SOP’s and code of conduct
Always ensures that, sales and marketing programs, marketing materials, T&E and customer engagement activities are handled in accordance with our company compliance policies and procedures.
Must work with the local Compliance Officer to ensure annual training is completed as well as to ensure pro-active engagement of Compliance as required.
This position may be available in the following location(s): [[Shanghai, China]]
Bausch + Lomb Companies Inc. is committed to leveraging the talent of a diverse workforce to create great opportunities for our business and our people. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.
