Clinical Specialist_ Malaysia

Three positions responsible for different regions in Malaysia：

1. Clinical Specialist, Malaysia - Central KL, Klang Valley and Pahang State
2. Clinical Specialist, Malaysia - Sarawak, Sabah & Brunei
3. Clinical Specialists, Malaysia - Central KL, Klang Valley, Putrajaya and Negeri Sembilan State

SUMMARY JOB DESCRIPTION:

The embecta specialists will provide leadership in the defined area of responsibility. S/He will be accountable for business growth objectives, customer relationships (hospital administration, KOL’s, End Users), clinical education, key accounts management, distributor coordination and other marketing/sales projects that may be assigned to her/him. In addition, s/he will be the liaison officer between embecta and Professional Organizations.

KEY RESPONSIBILITES

1. Formulate and executes business plans for the assigned area

Performs market analytics that includes defining market trends, competitor activities, customer trends and identifying market opportunities and threats.

Formulate and executes business plan for the assigned area which includes hospital coverage, itinerary planning, potential mapping, and sales/marketing tactics.

Formulate pricing models and sales proposals for account development and expansion.

2. Key Account Management

Spearheads account penetration strategy – identify key hospital personnel and critical links to install, develop and expand embecta portfolio.

Ensure implementation of high quality “In-service” programs in Key Accounts in order to position embecta as a leader in promoting Best medical practices.

Address customer complaints, issues and mitigate risks with the account.

3. Key Opinion Leaders Engagement & Development

The Clinical Specialist will identify and build relations with key opinion leaders of the Diabetes Care business in his/her area. Will liaise with leaders of key professional organizations to enhance embecta’s image and standing in the industry.

4. Business Performance

• Responsible for meeting annual business growth.
• Track in-market performance.
• Make regular update on account penetration/development milestones per specialist.
• Maintain accurate record of sales, prospecting activities, sales calls/presentations, and other tasks performed by specialists.

5. Driving sales through Distributor sales team

Ensure that we work well with our existing distributors and support them in demand creation (wherever agreed); that sub-distributor’s sales teams (if focused on demand creation) are suitably trained, motivated and rewarded for growing the embecta business.

6. Special Projects

Deliver milestones of projects that might be assigned by Business Leader or Regional Management.

7. People

Motivates distributor representatives/merchandizers in achieving/exceeding objectives.

INTERACTION

Internal parties:

• Interact with all levels of staff within country and Southeast Asia.
• Business Leader and Marketing Managers of Diabetes Care.

External parties:

• Interact with customers, distributors, government bodies and professional organizations.

POSITION REQUIREMENTS

Education:

• Degree in Nursing, Science or Biomedical, business, or equivalent.
• Relevant Experience:
• Minimum 5 years sales and marketing experience pharmaceutical or medical device industry.
• Extensive knowledge of local healthcare markets and practices.
• Experience in Diabetes Care therapeutic area preferred.
• Proven expertise in Key Account Management.
• Strong sales background, sharp business acumen and result oriented.
• Strong analytical and negotiation skills.
• Excellent communication skill.
• Willingness to travel.

KEY COMPETENCIES/PERSONAL ATTRIBUTES

Drive for Results

• Can be counted on to achieve/exceed goals successfully.
• Very bottom-line oriented.
• Steadfastly pushes self and others for results.
• Spends his/her time and the time of others on what’s important.

Process Effectiveness

• Good at figuring out the processes necessary to get things done.
• Knows how to organize people and activities.
• Can see opportunities for synergy and integration where others can’t.
• Can simplify complex processes; Gets more out of fewer resources.
• Makes tough decisions in a timely manner, has a bias for action.

Customer Focus

• Can quickly find common ground and solve problems for the good of all.
• Can represent his/her interests and yet be fair to other groups.
• Is able to build alliances within and across organizational boundaries.
• Good at focused listening.
• Understands others quickly.

Action Oriented

• Demonstrates willingness and commitment to work hard.
• Not fearful of acting with a minimum of planning.
• Seizes more opportunities than others.
• Takes decisive action when needed.

Influencing Others

• Establishes foundation of credibility based on integrity and past performance.
• Gives compelling reasons for ideas and recommendations.
• Is attentive to the different ways that others are persuaded.
• Gains acceptance by understanding the viewpoints of others and seeking win/win solutions.

Continuous and Versatile Learning

• Has the job, functional and technical knowledge and skills to do the job at a high level of accomplishment.
• Quickly learns new skills and knowledge.
• Learns quickly when facing new problems; enjoys the challenge of unfamiliar tasks.
• A relentless learner who utilizes diverse methods and opportunities to learn.
• Analyses both successes and failures for clues to improvement; learns from feedback/coaching.

Promotes An Inclusive Work Environment

• Actively pursues creative and diverse styles of thinking to stimulate innovation.
• Practices zero tolerance for inappropriate behavior and does not allow derogatory.
• Comments/inappropriate jokes to go un-addressed.
• Deals effectively with all races, nationalities, cultures, physical abilities, ages and both sexes.

Teamwork

• Listens effectively (actively listens).
• Constructively responds to points of view expressed by others.
• Gives others the benefit of the doubt.
• Provides support to those who need it.
• Recognizes the interests and achievements of others.
• Teaches others in order to support their continuous learning and to enhance own understanding.

Managing and Measuring

• Articulate “line-of-sight” between company, business, functional and individual goals.
• Set clear goals and measures; coach associates in doing the same.
• Monitor progress and results.
• Reward for accomplishments.
• Clearly assign and delegate responsibility for tasks and decisions to individuals.
• Demonstrate personal accountability for effectively managing the performance of his/her associates.

Three positions responsible for different regions in Malaysia：

1. Clinical Specialist, Malaysia - Central KL, Klang Valley and Pahang State
2. Clinical Specialist, Malaysia - Sarawak, Sabah & Brunei
3. Clinical Specialists, Malaysia - Central KL, Klang Valley, Putrajaya and Negeri Sembilan State

SUMMARY JOB DESCRIPTION:

The embecta specialists will provide leadership in the defined area of responsibility. S/He will be accountable for business growth objectives, customer relationships (hospital administration, KOL’s, End Users), clinical education, key accounts management, distributor coordination and other marketing/sales projects that may be assigned to her/him. In addition, s/he will be the liaison officer between embecta and Professional Organizations.

KEY RESPONSIBILITES

1. Formulate and executes business plans for the assigned area

Performs market analytics that includes defining market trends, competitor activities, customer trends and identifying market opportunities and threats.

Formulate and executes business plan for the assigned area which includes hospital coverage, itinerary planning, potential mapping, and sales/marketing tactics.

Formulate pricing models and sales proposals for account development and expansion.

2. Key Account Management

Spearheads account penetration strategy – identify key hospital personnel and critical links to install, develop and expand embecta portfolio.

Ensure implementation of high quality “In-service” programs in Key Accounts in order to position embecta as a leader in promoting Best medical practices.

Address customer complaints, issues and mitigate risks with the account.

3. Key Opinion Leaders Engagement & Development

The Clinical Specialist will identify and build relations with key opinion leaders of the Diabetes Care business in his/her area. Will liaise with leaders of key professional organizations to enhance embecta’s image and standing in the industry.

4. Business Performance

• Responsible for meeting annual business growth.
• Track in-market performance.
• Make regular update on account penetration/development milestones per specialist.
• Maintain accurate record of sales, prospecting activities, sales calls/presentations, and other tasks performed by specialists.

5. Driving sales through Distributor sales team

Ensure that we work well with our existing distributors and support them in demand creation (wherever agreed); that sub-distributor’s sales teams (if focused on demand creation) are suitably trained, motivated and rewarded for growing the embecta business.

6. Special Projects

Deliver milestones of projects that might be assigned by Business Leader or Regional Management.

7. People

Motivates distributor representatives/merchandizers in achieving/exceeding objectives.

INTERACTION

Internal parties:

• Interact with all levels of staff within country and Southeast Asia.
• Business Leader and Marketing Managers of Diabetes Care.

External parties:

• Interact with customers, distributors, government bodies and professional organizations.

POSITION REQUIREMENTS

Education:

• Degree in Nursing, Science or Biomedical, business, or equivalent.
• Relevant Experience:
• Minimum 5 years sales and marketing experience pharmaceutical or medical device industry.
• Extensive knowledge of local healthcare markets and practices.
• Experience in Diabetes Care therapeutic area preferred.
• Proven expertise in Key Account Management.
• Strong sales background, sharp business acumen and result oriented.
• Strong analytical and negotiation skills.
• Excellent communication skill.
• Willingness to travel.

KEY COMPETENCIES/PERSONAL ATTRIBUTES

Drive for Results

• Can be counted on to achieve/exceed goals successfully.
• Very bottom-line oriented.
• Steadfastly pushes self and others for results.
• Spends his/her time and the time of others on what’s important.

Process Effectiveness

• Good at figuring out the processes necessary to get things done.
• Knows how to organize people and activities.
• Can see opportunities for synergy and integration where others can’t.
• Can simplify complex processes; Gets more out of fewer resources.
• Makes tough decisions in a timely manner, has a bias for action.

Customer Focus

• Can quickly find common ground and solve problems for the good of all.
• Can represent his/her interests and yet be fair to other groups.
• Is able to build alliances within and across organizational boundaries.
• Good at focused listening.
• Understands others quickly.

Action Oriented

• Demonstrates willingness and commitment to work hard.
• Not fearful of acting with a minimum of planning.
• Seizes more opportunities than others.
• Takes decisive action when needed.

Influencing Others

• Establishes foundation of credibility based on integrity and past performance.
• Gives compelling reasons for ideas and recommendations.
• Is attentive to the different ways that others are persuaded.
• Gains acceptance by understanding the viewpoints of others and seeking win/win solutions.

Continuous and Versatile Learning

• Has the job, functional and technical knowledge and skills to do the job at a high level of accomplishment.
• Quickly learns new skills and knowledge.
• Learns quickly when facing new problems; enjoys the challenge of unfamiliar tasks.
• A relentless learner who utilizes diverse methods and opportunities to learn.
• Analyses both successes and failures for clues to improvement; learns from feedback/coaching.

Promotes An Inclusive Work Environment

• Actively pursues creative and diverse styles of thinking to stimulate innovation.
• Practices zero tolerance for inappropriate behavior and does not allow derogatory.
• Comments/inappropriate jokes to go un-addressed.
• Deals effectively with all races, nationalities, cultures, physical abilities, ages and both sexes.

Teamwork

• Listens effectively (actively listens).
• Constructively responds to points of view expressed by others.
• Gives others the benefit of the doubt.
• Provides support to those who need it.
• Recognizes the interests and achievements of others.
• Teaches others in order to support their continuous learning and to enhance own understanding.

Managing and Measuring

• Articulate “line-of-sight” between company, business, functional and individual goals.
• Set clear goals and measures; coach associates in doing the same.
• Monitor progress and results.
• Reward for accomplishments.
• Clearly assign and delegate responsibility for tasks and decisions to individuals.
• Demonstrate personal accountability for effectively managing the performance of his/her associates.