Country Manager, Indonesia

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Description
 

The role of the Country Manager, Indonesia is to manage the operations of Elekta Indonesia, executing and delivering the Indonesia business strategy, driving profitable growth and business optimisation in line with company expectations. The Country Manager will lead the sales budgeting, forecast, marketing activities and manpower plans. The role will strategise the go-to-market plans in conjunction with the stakeholders, ensure execution and monitoring of the plan's success, and make recommendations as necessary. The Country Manager is expected to develop and manage key clients’ relationships and be active in the Indonesian market to represent the company brands and engage with Medical Societies and Government agencies.

Responsibilities
 

• Lead sales and marketing personnel to meet or exceed targeted sales and margins of all Radiationtherapy and RadiationSurgery solutions via developing new prospects, engaging current customers and increasing market share against competition.

• Ensure that the sales and marketing team can articulate the unique selling points and the value proposition of the solutions or services they are selling, with the implementation of a continuous learning culture within the team.

• Formulate the go-to-market strategies in conjunction with local and regional stakeholders and be the driver to lead execution and monitoring of the success of the plan, making recommendations to improve the strategy plan and execution whenever necessary.

• Drive overall growth and commercial execution in-country, including driving optimisation and performance of distributors across Indonesia.

• Regularly interacts with senior executives and/or major customer’s stakeholders. Interactions frequently involve special skills, such as negotiating with customers or management or attempting to influence senior-level leaders regarding matters of significance to the organization.

• Actively involved in analysing the Radiotherapy landscape and policies in Indonesia, understanding and mapping out the customer buying process to ensure effective sales processes are implemented/updated within the organisation to increase sales effectiveness.

• Be an avid promoter of SalesForce tools to the team and in the organization to ensure that quotations, tenders and account information are updated, while cooperating with relevant Business Lines to support business and market strategies.

• Plan for and work with the Marketing team to orchestrate online and physical marketing campaigns for identified products. Implement systems to measure marketing effectiveness. Ensure that activities between the marketing and sales teams are well coordinated and aligned.

• Ensure that marketing leads are effectively converted to sales opportunities, which are effectively converted to sales orders.

• Responsible for the budget bottom-up process and regular sales and marketing results forecasts to the management team.

• Provide guidance to Sales force to help them negotiate and administer the terms of sales contracts consistent with sales, business and market strategies and maximize sales opportunities.

• Maintain and develop frequent contacts with potential customers by organizing customer demos, attending symposia and meetings, and assessing their requirements to develop new customers and maximize business and market strategies.

• Work closely with the legal/finance/regulatory/compliance representative to ensure compliance with company policies, local rules and regulations and management of expenses

• Lead the employee engagement process in the country to groom talented staff and take actions to improve the weak performers together with HR to ensure good employee management.

• Ensure that information on all customers and products is maintained to ensure updated information is available at all times

• Lead cross-functional teams with clear directions and action plans to support the profitable and sustainable growth of the business in Indonesia

• Ensure that any customer complaint or incident is reported to Regulatory and Quality Affairs to ensure they are informed of all complaints and incidents. They can appropriately document them according to the company policy and respective local regulations and inform responsible authorities.

• Perform other duties as assigned.

Relevant Knowledge, Skills and Competencies
 

• Minimum a degree in Medical related degree, or Engineering or Business degree. MBA will be a Plus.

• 12+ years of related experience in the commercial management of sizeable medical capital equipments and medical software solutions with a solid track record of success will be valuable.

• Strong leadership attributes and have led and managed teams in Indonesia, and have successfully coached and improved the team's capabilities, structure and process optimisation experience.

• Have worked closely with marketing professionals and have experience coordinating marketing activities with sales efforts. The candidate will need to gain a sound understanding and application of contract structuring, composition contract negotiation and application of Customer Leads Management business processes and procedures. This will include the production of detailed quotations and financial proposals that will be negotiated with the customers.

• Must be energetic, hands-on and effective in communications and written skills

• Preferably familiar with all the regulatory, import and reimbursement policies and requirements for medical products in Indonesia.

• Fluency in English and Bahasa Indonesia.

• Extensive travel within Indonesia