BD (Becton, Dickinson and Company) Product manager_LA & PoC in South Korea HQ, South Korea
Job Description Summary
The Laboratory Automation Product manager is responsible for being the subject matter expert (SME) of Lab Automation product line which includes: TLA, WCA, & InoqulA, cultivating key business relationships and market creation activities to generate long term revenue.
The point of care Product manager is responsible for country marketing activities and related budget supporting Point-of-Care Diagnostics platform teams and product management for the Point-of-Care Diagnostics business including: Market sensing – customer needs, requirements, Environment – trends, competitors, Pricing – per product per market per segment, Marketing communications – advertising, promotions, e-marketing, Tactical marketing mixes to maximize the go to market in the region, Meeting strategy – trade shows, conventions, conferences.
Will need to know BD DS’s long term strategic direction and be able to communicate that strategy to the customer. Using this knowledge, demonstrate the value proposition of the entire product portfolio to be consistent with the needs of the customer. Builds and maintains relationships with key decision makers that lead to future business opportunities.
Responsible for developing and closing accounts within Korea nationwide to drive the adoption of above products and to grow the focused product business lines.
Effectively deploys clinically relevant product features / benefits and economic justification using existing selling tools as well as creating new tools specific to each customer situation to define the value of our product offerings. Manages and coordinates all decision makers to arrive at a contractual purchase agreement for these products. Responsible for maintaining realized revenue stream and ensuring customer satisfaction through consistent customer contact.
Work with respective country’s sales teams to attain or exceed the overall sales plan for the designated platform of product; maximize the potential of all contract terms realized between BD and customer.
Manage the sales process consisting of the clinical laboratory (molecular, microbiology, virology, cytology); pathology, epidemiologists and infectious disease clinicians; and hospital administration in the assigned territory.
Foster existing, and establish new, relationships with clinical lab Administration and CEOs in Korea market.
Maintains full ownership of the entire sales process, including conducting lab diagnostics (for example, Quick Scans), and developing business cases to assist in committee reviews and the budgeting process.
Work with the project manager and service engineers to manage customer logistics (e.g., IT, power, and architecture), drive change management of lab processes, implementation of instrument, and training.
Call on prospective customers, create demand, communicate medical, clinical and patient outcome benefits, along with workflow efficiencies through product information and demonstrations, prepare proposals and quotes within company guidelines.
Effectively demonstrate the soft and hard costs associated with the product portfolio by persuading multiple decision makers and influencers to orchestrate a successful product conversion within the institution.
Work closely with the WW Lab Automation team based in the Singapore(AP) and also Netherlands, involving training, forecasting, support services, manufacturing requirements and marketing requirements for Korea.
Provide continuous support including post sales activities. Coordinate a successful installation transitioning to the long term customer satisfaction of the product.
Manage administrative duties as assigned: monitoring expenses to budget, timely administrative and call reporting, funnel and competitive data entries, new contracts and renewals.
Live the BD Values, including but not limited to, the BD Code of Conduct.
KNOWLEDGE AND EXPERIENCE:
BS/BA Degree required, preferably in (Bio) Medical field
Min 7-8 years of relevant experience
Strong knowledge of the pathology industry and experience in selling and implementing large automation platforms.
Knowledge of selling process and the components to build / maintain customer loyalty, particularly with large capital acquisitions.
Preparation, presentation and closing skills to include direct sales, use of distribution channel and/or team selling approach.
Appreciate the principles of Lean and 6 Sigma and understand their application in developing a value proposition for the customer.
Strong organisational skills: Territory management, account assessment and relationship development. Analytical with financial orientation applicable to contract proposals and profitability, budget, and expense management.
Ability to develop markets for new technology.
Excellent communication skills and interpersonal interaction required.
Computer savvy – working knowledge of MS Office applications, Blackberry and / or other connectivity devices.
Primary Work Location
KOR South Korea HQ - Seoul
BD is a leading global medical technology company that creates medical technology, devices and laboratory equipment for a variety of needs across the healthcare continuum. At BD, we are looking for candidates who possess passion, innovative solutions and a commitment to our one mission of improving access to groundbreaking medical and biotechnology services for people near and far, delivering state-of-the-art technology and cutting-edge research in the battle to fight and cure infectious diseases. With a global reach that extends across 50 countries worldwide, our network of professionals collaborates on effective measures to deliver enhanced patient quality such as lower health care delivery costs, improved health care and safety, and expanded health care for all. Join our company and see how you can become a part of one global mission to make a difference in human health.