Job Description
<Job Responsibilities> Set annual sales, revenue, gross profit, and KPI targets and take overall responsibility for business performance. Develop and execute sales, marketing, market development, and product strategies to drive growth and expand market share. Manage sales/demand forecasts, inventory, supply, pricing, expenses, and promotional investments with relevant functions. Analyze market trends, competitor activities, customer needs, healthcare policies, public hospital tenders, pricing, and reimbursement environments. Report sales performance, KPIs, risks, and growth strategies in English to the Managing Director and Japan headquarters. Lead nationwide sales activities through Sales Managers and Medical Representatives, including key account management, sales productivity, and customer coverage. Conduct customer visits and joint calls with major hospitals, physicians, KOLs, and key decision makers, supporting negotiations and business development. Drive hospital/formulary listing, tender/TOR preparation, government account management, market access, and product adoption at key institutions. Coach and develop Sales Managers, Medical Representatives, Product Managers, and team members to improve sales capabilities and performance. Utilize CRM, KPIs, and Sales Force Effectiveness to optimize sales activities, productivity, and resource allocation. Develop brand positioning, annual marketing plans, new product launch strategies, and post-launch growth plans. Lead congresses, CME, seminars, webinars, KOL initiatives, and other promotional activities while strengthening Sales & Marketing alignment. Build and maintain relationships with ophthalmologists, KOLs, hospitals, wholesalers, distributors, and business partners. Oversee distributor and partner activities for ophthalmic medical devices and evaluate performance through KPIs and regular business reviews. Collaborate with Medical, Regulatory Affairs, QA, PV, Finance, HR, Supply Chain, and other functions. Lead budgeting, forecasting, pricing, expense management, profitability, and ROI; adjust strategies based on business plan versus actual results. Oversee the sales and marketing organization, set team KPIs, conduct performance reviews, and support recruitment, talent development, retention, and succession planning. Build a high-performance organizational culture and ensure all sales, marketing, promotional, and partner activities comply with Thai FDA regulations, industry codes, ethical standards, company policies, and internal controls.
Job Requirement
<Necessary Skill / Experience> - Minimum 15 years of practical experience in the pharmaceutical or medical device industry. - Minimum 10 years of practical sales and marketing experience in the ophthalmology field. - Management experience overseeing sales and marketing teams, including Sales Managers, Medical Representatives, Product Managers, or related personnel. - Strong experience in sales strategy, marketing strategy, business planning, budgeting, sales forecasting, P&L, and KPI management. - Practical experience in KOL management, Hospital Listing, key account development, tenders, congresses, seminars, and related activities. - Experience negotiating and managing relationships with wholesalers, distributors, or partner companies. - Demonstrated achievements in sales target attainment, product launches, hospital adoption, tender wins, key account development, or sustainable business growth. - Business-level or higher English proficiency for reporting, discussion, and negotiation with the Managing Director, Japan headquarters, and overseas stakeholders. - Strong leadership, problem-solving, negotiation, stakeholder management, and communication skills. <Preferable Skill / Experience> - 10 or more years of experience specifically in the ophthalmology field. - Experience with glaucoma, IOL, cataracts, or ophthalmic medical devices. - Experience launching new ophthalmology products. - Experience in a Business Unit Head, Commercial Head, Business Unit Lead, or Commercial Lead position with P&L responsibility. - Experience in Market Access, NLEM, Formulary Listing, Hospital Committee, Tender/TOR, or Government Account Management. - Experience managing business expansion or organizational development through partner collaboration. - Experience in business turnaround, market share expansion, or significant sales and profit growth. - Work experience in ASEAN or a multinational company. - Ability to conduct business operations in Thai.