Strategic Partnership Manager (Vietnam), Specialty Diagnostics Group

Job Description

The Specialty Diagnostics Group (SDG) helps Thermo Fisher achieve its Mission by enabling human health care. We innovate with purpose, and we are passionate about improving clinicians’ abilities to diagnose disease and enabling labs to increase efficiency with informed decision-making, better care, and faster answers at every point along the individual’s health care experience.

With over 40 locations, we focus on in vitro diagnostics including test kits, reagents, culture media, instruments, and associated products to serve customers in health care, clinical, pharmaceutical, and industrial laboratories.

The Strategic Partnership Manager will develop business plans, go-to market strategies and execution plans to bring our brand as a leading innovative supplier of diagnostics and laboratories devices and products from the three divisions of SDG, namely CDD (Clinical Diagnostics Division), IDD (ImmunoDiagnostics Division), MBD (Microbiology Division) and TDX (Transplant Diagnostics Division).

Key Responsibilities:

• Actively participates in the preparation, submission and presentation of the SDG Vietnam Monthly business reviews (MBR) and quarterly business reviews (QBR).

• Recruit, train, review, develop and structure distributors in Vietnam to meet go-to market strategy. Able to provide strong direction, mentor and support to all distributors and its team, along with 100% compliance of corporate ethic's training.

• Drive business development and implement go to market action plans to increase SDG market share in Vietnam.

• Vietnam Key Opinion Leaders (KOLs) management - able to engage and establish key customer relationships with clinicians, pathologists, microbiologist, laboratory managers and medical technologist in clinical sectors, food industrial and pharmaceutical market to establish reference site for existing and new products. Champion strategic relationships and maintain contract with key influencers with regular visits.

• Ensure market entry requirement and products regulatory compliances are always duly followed.

• Stay abreast of competitors’ activities and provide valuable feedback on industry trends, Report on distributors’ marketing activities, market and trend updates to regional team regularly.

• Conduct adhoc face to face meetings to customers with distributors to meet key customers.

• Represent SDG in Vietnam during key customer discussions.

• Maintain a high degree of knowledge of company products and policies and ensure distributor training needs are fully met. Coordinate any training requirements with marketing and technical support.

• Ensure company processes are duly complied, includes CRM – salesforce.com, distributor management system, regulatory system and etc.

• Collaboration with regional functional teams (marketing, key account management, commercial operation, supply chain, financial shared services, IT, legal, and human resources).

• Collaborate with global commercial operation peers to develop joint initiatives to provide enhanced customer experience through Customer Allegiance Scoring (CAS) and our corporate customer programs.

• Be an advocate for Thermo Fisher Scientific and our 4i’s values. Support cross divisional collaboration with other commercial leaders to improve Thermo Fisher’s value proposition to the customer. Liaise with all local Thermo Fisher Scientific Division leaders in Vietnam to improve local processes, lead sharing, and “Connections” opportunities.

• Lead the company’s products portfolio in a positive manner and maintain/build our reputation in the marketplace, run and implement company defined sales and marketing strategies, with strong urge to perform with results.

Minimum Requirements/Qualifications:

• An undergraduate degree in Pathology or related fields.

• 5+ years experiences in diagnostics, medical device, or healthcare industries, including a background in sales, marketing, product management, and/or business development.

• Excellent strategy, planning and execution skills with proven track record to get results.

• Able to excel in a highly matrixed environment.

• Ability to handle ambiguity is a must.

• Highly developed commercial and eye for business; an ability to recognize growth opportunities and capitalize on them.

• Highly motivated.

• Customer orientated and able to drive activities that improve customer happiness.

• Interstate travel within Vietnam. 10% international travel requirement.

Non-Negotiable Hiring Criteria:

• Good performance track record.

• Must possess good verbal and written English & Vietnam communications skills plus demonstrate strong leadership capabilities.

• Basic microbiology experiences or knowledge in microbiology, pathology and laboratory setting.

• Computer literate with skills in Microsoft Office; Excel, Word and PowerPoint.