Commercial Business Manager- China

As a Commercial Business Manager, you will play a pivotal role in enhancing distributor performance, managing pricing principles and contracting within the country. You will support the sales processes, implementing price management strategies, and fostering collaboration across departments to maximize business opportunities. Your role will engage with distributor, analyzing market data, and leading strategic initiatives to meet commercial objectives. Additionally, you will ensure compliance with company policies and procedures while maintaining a strong focus on distributor and customer satisfaction and profitability. 

The main responsibilities will encompass, but will not be limited to:
Manage the Business:
• Supports the Area Business Manager, Regional Business Managers & Clinical Support Specialist in the sales processes to ensure sales and profitability for that region are achieved.
• Creates, monitors and applies price management principles in the region in-conjunction with commercial business analyst.
• Clearly demonstrates an in-depth knowledge of the distributor contract and VBP/tendering environment to benefit and impact commercial business.
• Participates in meetings with distributors to drive relations, distributor perception and awareness of the price management principles.
• Uses and educates the team on the commercial toolbox so that sound commercial judgements and actions are taken.
• Create and manage a timeline inclusive of key Vascular activities and projects within APAC and develop, lead and implement strategies to track and ensure execution of the China business plan in alignment with Vascular global and
regional goals
• Create strong relationships with key stakeholders to allow for the development of value-based opportunities.

Customer:
• Supports distributor interaction enhancing experience and sales opportunities.
• Maintains a general knowledge of applicable Cook products/procedures and competitor products.
• Ensures business planning and pricing is efficient, effective, profitable, and compliant with company guidance while meeting the needs of our customers.
• Leads comprehensive distributor business reviews as needed, including defense of current business, identification of new opportunities, and communication of custom Cook solutions.
• Has high level knowledge about the ordering process and key contacts within distributor accounts to improve this process as applicable.
• Demonstrates a strong ability and use of communication skills with internal and external stakeholders.
• Analyze, understand, and communicate causes of lost business and collaborate with business/sales teams on plans to recover.
• Understands distributor structure, roles, and responsibilities to aid the collaborative approach.
• Leads and participates in commercial tasks to protect current business and creates new opportunities via this business route.
• Leads and manages the assessment of distributor commitment to contracts and products to uncover opportunities to grow commitment or reassign pricing tier.

Collaboration:
• Leads collaboration to utilize company resources across divisions as needed effectively and efficiently to identify, qualify, and prioritize opportunities to maximize growth and profitability.
• Strategize with relevant clinical sales teams and lead a comprehensive approach to new opportunities, stakeholder alignment, and value analysis engagement in assigned accounts.
• Maintains relationship with all colleagues to support business requirements.
• Demonstrates strong communication abilities with internal and external stakeholders.
• Understands our company structure and the associated roles to support the collaborative approach.
• Manages and collaborates in commercial tasks to protect current business and creating new opportunities.
• Analyze, understand, and communicate causes of lost business and collaborate with business/sales teams on plans to recover.

Organizational:
• Meets or exceeds the administration requirements related to job role.
• Understand their role and how it fits into the Cook structure to ensure distributor and business objectives are met.
• Proves in their actions that they understand the importance of teamwork and how it aligns with the companies’ policies and expectations.
• Employee acts in compliance with company policies including but not limited to, the Cook Employee Manual, Cook Code of Conduct, Cook Electronic Information Policy, Product Complaints, Privacy regulations and Cook Policy & Guidance Interaction with Healthcare Professionals.
• Working closely with the Area Business Manager, Regional Business Managers, Commercial Business Analysts, Commercial Account Specialists and the Clinical Support Specialists to ensure commercial goals are achieved and aligned with business plan.

• Language Skills - Strong written and verbal command of English and other relevant languages
• BS/BA degree or equivalent is desirable, and 3-5 years relevant industry experience is preferred
• A proven track record of successful medical sales, sales management, marketing is preferred; Business to Business Selling, national accounts, or procurement group purchasing experience is desirable
• Proven experience in managing distributor relationships, ensuring alignment with company objectives and driving performance improvements.
• Ability to interact and communicate at all levels within an organisation
• Knowledge of Hospital Materials Management procurement, inventory and contracting processes is desirable
• Proven ability to both lead others and work in a team
• Analysis, administration and selling skills are all required
• Clinical awareness preferred
• Knowledge of the product line is an advantage
• Computer skills in Microsoft Excel, Word, PowerPoint, Access and Business Objects
• Availability and willingness to travel on company business