Business Development Director, SE Asia

Job Summary:

The Business Development Director is responsible for driving competitive conversion and generating new business for their Region. This position manages a regional Business Development & Clinical Specialist team who are responsible for further developing and building senior-level client relationships.

Reporting Relationships:

This job reports to: President MENAT, Africa and SEA.

Reporting directly (or indirectly) to this position are the following job titles: Sales Manager, Clinical Sales Specialist, Clinical Specialist, and others.

Duties & Responsibilities:

• Build and maintain a world-class sales team and a successful team with a growing Business Development trend in all individual territories;
• Training and Development of a Regional Business Development team;
• Business Development and Distribution management across all Masimo products and services;
• Conduct a clinical/technical presentation/in-service training;
• Primary responsibilities include achieving the company’s revenue growth budgets across the region;
• Build positive network relations with the Masimo Clinical Support group and other colleagues;
• Corporate sales responsibility with homecare and long-term care regional accounts, as well as selected distributors;
• Primary corporate Business Development/sales contact for selected regional accounts and distributors;
• Ability to motivate a sales team to develop new business and successfully manage existing relationships to generate incremental Business Development and growth;
• Train and motivate the Business Development team to:

o Bring new Business Development opportunities to Masimo
o Increase Business Development of Masimo solutions like Rainbow and Patient Safety Net
o Have regional responsibility for Business Development growth with current national accounts

• Regional responsibility for Business Development growth with members of contracted buying groups;
• Business Development and Customer-Facing Field Business Development Strategy;
• Responsible for the development of:

o Annual Budget
o National and Regional Territory goal setting and ongoing measurement of results

• Develop high-impact customer-specific presentations and positioning that support the Business Development activity for the sales team;
• Maintain and maximize partnerships through proactive deployment and education of distributor and OEM partner sales forces and clinical specialists;
• Maximize penetration into each market and maximize adhesive sensor usage;
• Prepare and maintain budgets for all activities;
• Responsible for Business Development activity and quota achievements in the region;
• Develop the network through training and ensure the distributors have the skills and tools required to demonstrate Masimo technology, participate in tenders, and bring in new business in their regions/territories;
• Review the Region's results on a weekly, monthly, quarterly, and annual basis and discuss with the President; modify plans and strategies accordingly so that agreed-upon objectives can be met;
• Attend and assign necessary Business Development force personnel to attend trade shows and conferences, communicating specific objectives of their attendance;
• Submit accurate and timely reports regarding expenses, activities, results, market position, and forecasts;
• Present Masimo’s Value Proposition to Executive Leaders in the Hospitals in your region;
• Must be able to maintain a frequent travel schedule across ASEAN;
• Conduct Performance management discussions with the team;
• Create training and employee development plans;
• Perform special projects as requested.

Minimum & Preferred Qualifications and Experience:

• Eight or more years of field Sales/Business Development management experience in the Medical Device market, with a proven track record;
• Must have prior experience with Field Sales Management, Customer Service, Channel management in the ASEAN market, and New Business Development;
• Very strong written and verbal communication and interpersonal skills;
• Flexible communication style, highly motivated, team approach, and excellent listening skills;
• Strong sales presentation and relationship-building skills;
• Compelling trainer;
• Experience in supporting strategic Business Development projects;
• Organized and detail-oriented with demonstrated ability to manage multiple projects simultaneously;
• Experience communicating with and leading teams;
• Strong PC skills, including MS Office applications (e.g., Outlook, Word, Excel, and PowerPoint);
• Experience and proven ability to effectively lead productive conference call discussions;
• Strong work ethic with a positive attitude and ability to thrive in a fast-paced environment of teamwork and constant change;
• Demonstrated ability to meet deadlines with a ‘whatever it takes’ philosophy;
• Must be able to maintain a multi-state territory travel schedule up to 70% of the time.

Preferred Qualifications:

• Experience in support of key distributors and key account management;
• Experience with Anesthesia, critical care, and hospital automation;
• Experience with Surgery;
• Experience with Point of Care Hemoglobin Testing;
• Experience with Mechanically Ventilated Patients.

Education:

Bachelor’s degree with strong academic credentials is required.