Regional Sales Manager, Southeast Asia & Export Markets

at  LEMAITRE PTE LTD

Position: Regional Sales Manager, Southeast Asia & Export Markets
Level: 6
Territory: Singapore, Malaysia, Export Markets in Asia
Supervises: 1 Customer Service, 1 Sales Rep Singapore, 1 Sales Rep Malaysia (based in KL), 1 Export Manager, Asia
Reports To: Senior Vice President, International (based in Singapore)
Position Location: LeMaitre Regional Headquarters
138 Robinson Road. #12-02. Oxley Tower. 068906 Singapore

JOB SUMMARY:

The Regional Sales Manager is responsible for direct to hospitals sales expansion in Singapore and Malaysia including the Customer Service Manager in Singapore, who manages both Singapore and Malaysia. The Regional Sales Manager is additionally responsible for the Export Manager covering different export markets (distributors) in Asia.

REQUIRED QUALIFICATIONS:

As a successful Regional Sales Manager, you will need to demonstrate strong sales skills, sales management capabilities and a desire to grow sales yourself and through a sales team. You should be a motivated self-starter with the ability to work with little or no supervision and possess the ability to assemble and manage teams. In order to succeed in this position, you need to be highly driven, have a passion for vascular products, and a desire to run a business with a high sales drive. You should expect a significant amount of travel days per year, potentially up to 100 days.
Successful candidates will have a proven track record demonstrating their understanding and business acumen as well as achieving sales targets and profit objectives. The candidate will have excellent interpersonal skills at all levels, including people-management, leadership and both written and verbal communication skills. A big part of being successful in this role lies in your ability to drive sales through a small sales team and through distributors.

Additionally, you should preferably possess the following:

• Strong leadership capabilities and ability to influence and motivate a team
• Awareness of the healthcare environment in Singapore/Asia and needs of external customers
• Minimum 10 years medical device sales. Vascular, Cardiovascular or Interventional Radiology industry experience preferred
• Minimum 5 years’ or more experience in sales management
• Great understanding of vascular anatomy and treatment modalities is an advantage
• Exceptionally well organized and driven by success
• Analytical thinker with superior problem solving skills
• Read, write and speak English at a high level
• Master’s degree, MBA or other relevant field, strongly preferred
• IT savvy. Experience in Salesforce.com a major advantage. Experience in similar CRM system an advantage.

The role is very diversified as it both includes direct sales rep management and an overall management of growing sales in export markets through distributors. The Regional Sales Manager’s primary objective is to develop LeMaitre’s sales and margins in Singapore and Malaysia directly through the salesforce as well as managing the sales and margin development in export markets. As the Regional Sales Manager you will also oversee LeMaitre Customer Service organization in Singapore, which includes everything around customer service but excludes P&L responsibility, regulatory and quality requirements. In Singapore we deliver medical devices direct to customers while in Malaysia, we deliver through a 3PL.
In lieu of LeMaitre’s sales expansion potential in Malaysia and Singapore, you will have a very high focus on driving the sales growth strategy here. As a significant amount of the role’s responsibility is the sales team of currently 2 people, the candidate must be someone who enjoys a client facing role and the challenge of growing sales. It is key parameter in this role to lead and motivate the sales team to higher performance, including adding more team members in the future, especially in Malaysia. A significant amount of time is expected to be on the road with the sales people and visiting key accounts independently. This also includes visiting key distributors in export markets with the Export Manager.
During the calendar year, a key part of the role of the Regional Sales Manager will be to produce clear and analytical business performance reports on a monthly basis. You will interface both with the direct reporting line in APAC as well as with Marketing, Finance, Quality, Regulatory and Legal departments at LeMaitre HQ, based out of Boston, US. The candidate should expect to occasionally attend conference calls in the evening time (morning time US).

Additionally, you will have the following responsibility:

• Drive internal team targets and performance and develop cooperative working relationships
• Ensure regulatory approval processes are on track, in close cooperation with the Senior Regulatory Manager (based in Singapore)
• Establish and continue to build strong partnership with both key surgeons and dealers.
• Evaluation of Asia distributor performance including potential discontinuation
• Oversee tight Inventory management with warehouse responsible, ensuring no Backorders
• Oversee Marketing campaigns, including trade shows, mailing campaigns etc.
• Conduct performance appraisals
• Continue to build a strong organization, culture and LeMaitre’s reputation in the market
• Work with professional integrity and morale upholding LeMaitre organizational values as well as adapt and conform to LeMaitre Vascular business culture, principles and philosophy
• Lead by example and inspire the team to develop themselves and achieve great results