面議（經常性薪資達4萬元或以上） 台北市松山區 5年工作經驗 3天前更新
Objective
The position is responsible for achieving sales targets and supporting Artivion’s business objectives in Taiwan across all product lines (Artivion legacy, AMDS, Jotec). This includes promoting the full product portfolio through local distributors and executing strategies to drive secondary sales.
Job Responsibilities
📈 Commercial:
- Expand sales of Artivion products throughout the territory
- Develop and execute strategic business plans meeting well defined goals as per timelines
- Forecast primary sales and follow secondary sales for each product line on a monthly basis.
🤝 Distributor Management:
- Lead local distributor(s) - influence and drive market development opportunities in Territory of Taiwan by:
＞Developing, aligning and executing on annual marketing and training plans for Artivion Therapies
＞Driving therapy penetration rates; accelerating introduction, acceptance, and adoption of all Artivion therapies
＞Developing and leading Quarterly Business Review initiatives with distributors
- Communicate developments in techniques and technologies, impact of education programs, competitive activities, and customer response back to Asia Pacific leadership team
- Lead, develop and inspire the local team to exceed their business and professional growth objectives
- Drive professional and effective sales and marketing management in terms of organisation, administration, inventory management and expense planning and control
- Lead the development of a business growth plan that has a 12-month and 3-year horizon.
🔗 Channel Management:
- Develop and maintain professional business relationships with distributors/4PL and their employees. Identify and develop new channels to market that enable us to get closer to the customer and drive better penetration of our therapies.
- Manage such channel change appropriately
- Track PO pending, consignment placements, stock replenishment and other service deliverables to monitor 4PL and ensure that our products and therapies have proper penetration
- Organize and communicate product training, education, and related information to distributor network on a continuous basis
- Travel with distributor sales representatives, sales managers, and product managers to support their sales efforts and to meet with key surgeons and prospective customers
- Organize and participate in regular meetings with distributor principals to drive sales growth
👨⚕️ Customer Management:
- Maintain and develop relationships with KOLS and decision makers
- Support clinical cases in the lab with proper inventory and tech knowledge that positions Artivion as an exemplary organization with excellent patient service capabilities
- Maintain knowledge of competitor’s products, activities, and strategies in the territory
- Generate very deep market knowledge of potential, size, share, usage patterns around the country and areas to drive growth.
- Tailor channel, product marketing and KOL engagement strategies to maximize growth.
👥 Team Engagement:
- Collaborate with Marketing, Clinical and Distributor to develop innovative activities to achieve sales targets and to allow the business gain market share and differentiate from its competitors within set marketing budgets
- Partner with regional team to build a culture that is customer focused, growth oriented and one where trust and respect is paramount for the organization.
🗂️Administrative Responsibilities:
- Submit accurate and timely reports to management monthly regarding travel and support rendered
- Support clinical study compliance requirements
- Complete expense reports with necessary documentation
- Schedule travel arrangements to ensure multiple objectives are accomplished
- Maintain certification eligibility, training requirements
- Identifies and maintains all requirements for hospitals in Territory of Taiwan
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📈 商業發展
- 擴展 Artivion 產品在台灣的銷售。
- 制定並執行具體的業務策略與計畫。
- 每月預測初級銷售並追蹤各產品線的次級銷售。
🤝 經銷商管理
- 領導當地經銷商，推動市場發展機會：
- 制定並執行年度行銷與訓練計畫。
- 提升療法滲透率，加速導入與採用。
- 與經銷商進行季度業務回顧。
- 向亞太區領導團隊回報市場與競爭動態。
- 帶領並激勵當地團隊達成業務與專業成長目標。
- 有效管理組織、行政、庫存與費用。
- 制定 12 個月與 3 年期的業務成長計畫。
🔗 通路管理
- 與經銷商與第四方物流（4PL）建立專業合作關係。
- 發掘並發展新通路以貼近客戶並提升療法滲透率。
- 妥善管理通路變更。
- 追蹤採購單、寄售庫存與補貨狀況，確保產品覆蓋。
- 定期為經銷商提供產品訓練與教育。
- 與經銷商代表一同拜訪關鍵醫師與潛在客戶。
- 定期與經銷商高層會議以推動銷售成長。
👨⚕️ 客戶管理
- 維繫並發展與 KOLs 及決策者的關係。
- 在臨床現場支援手術，提供適當庫存與技術知識。
- 掌握競爭對手產品與策略。
- 深入了解市場潛力、市佔率與使用模式，並調整策略以推動成長。
👥 團隊合作
- 與行銷、臨床與經銷商合作，開發創新活動以達成銷售目標。
- 與區域團隊合作，建立以客戶為中心、重視成長與信任的文化。
🗂️ 行政管理
- 每月準時提交差旅與支援報告。
- 支援臨床研究合規要求。
- 完成報銷文件與必要證明。
- 安排差旅以達成多重目標。
- 維持認證資格與訓練要求。
- 確保符合台灣地區醫院的所有要求。
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