Head of Sales, China
APAC Operations – APAC Operations /
At Diaceutics we believe that every patient should get the precision medicine they deserve. We are a data analytics and end-to-end services provider enabled by DXRX - the world’s first Diagnostic Network solution for the development and commercialization of precision medicine diagnostics. Diaceutics has worked on every precision medicine brought to market and provides services to 36 of the world’s leading pharmaceutical companies. We have built the world’s largest repository of diagnostic testing data with a growing network of 2500 labs in 51 countries.
Diaceutics business model is one that synergizes multiple inputs and research data streams to guide pharmaceutical clients in precision medicine and diagnostic strategy. This full-time permanent role will report to the Vice President, APAC.
The primary purpose of this position is to drive New Business Development with companies where we are cultivating opportunities. The Head of Sales China will play a key role in establishing and maintaining client relationships, ensuring client satisfaction and be able to identify new opportunities and build an extensive business network. The Head of Sales China will be committed to helping clients solve problems, realise their business goals with Diaceutics solutions and work with the Diaceutics Technical Domain Experts, Global Lab Team, Innovation and Project Managers in ensuring we deliver a quality product and delight our customers.
The ideal candidate will be apt in building strong relationships with strategic customers, be sales driven and able to meet annual sales targets. The Head of Sales China will be able to identify needs and requirements to promote our company’s solutions and achieve mutual satisfaction, be able to understand the client’s key issues and critical success factors. The successful candidate will be responsible for developing the sales pipeline through relationships, collaborative partnerships and strategic planning. The candidate will diligently update the company Customer relationship management (CRM) and Business Development tools and ensure its adherence, as well as reporting on annual KPI’s and sales targets to the VP, Asia Pacific. The candidate will have a proven track record in selling complex products/services into large pharmaceutical and biotech companies in the diagnostic setting.
The individual will be highly skilled in identifying needs and requirements of pharmaceutical clients and matching these to Diaceutics solutions. This role will require extensive travelling.
Duties & Responsibilities:
1.Develop and execute strategic plans for China, focused on pharma clients in need of Diaceutics’ services and data.
2.Deliver project sales, build client relationships and extend company presence in China to broaden the impact Diaceutics produces for each client, developing strategic relationships with key decision makers up to C Suite level.
3.Actively serve as customer advocate, collaborating with internal teams to deploy the essential resources, providing data driven insights supporting clients’ strategic decisions.
4.Collaborate with VP of APAC to deliver China regional sales targets and support regional business objectives.
5.Identify new business opportunities at pharmaceutical companies where we currently do not have an active relationship or with local Brand teams not currently engaged with Diaceutics.
6.Drive solicitation, communication and interactions to engage potential customers so they fully understand Diaceutics’ capabilities and range of services and where we can provide value for their companion diagnostic commercialization activities.
7.Create and implement strategic client plans to identify future business development opportunities, demonstrating in depth knowledge of company pipelines, emerging biomarkers and commercialization challenges.
8.Anticipate and execute directives from Diaceutics management that results in exceeding client expectations.
9.Assume full responsibility as client advocate for assigned projects and their progress through design, development, delivery and evaluation. Participate in key read outs and monthly internal progress review meetings, liaising with the PM and Technical Lead during the delivery process.
10.Delight internal and external clients through extraordinary account management, strong customer service and consistent delivery of projects that exceed requirements and expectations.
11.Promote Diaceutics culture and philosophy as reflected through completed projects, as well as quality of internal and external client interactions.
12.Through the efforts of the team, coordinate and deliver to client expected results by set timelines.
13.Assure ongoing strategic and tactical knowledge and proficiency in all aspects of the current and potential industries served by Diaceutics.
14.Represent the region at key conferences in China.
15.Co-support Conference readiness across the company with the Marketing Team.
16.Build relationships and lead/contact databases regularly working within the CRM database system.
17.Input into the development of proposals with clear definition on scope, client key expectations, business case and success criteria.
General Education and Experience:
1.Education – Bachelor’s degree required in life sciences, business administration, economics, statistics, computer science or a related field. MBA or higher degrees are preferred.
2.Experience – Minimum 3-5 years of sales experience in life sciences consulting, data services, CRO pharmaceutical or IVD industry. Commercial experience in data services is preferred.
3.Knowledge and Skills:
• Proven experience within the Diagnostic industry, preferable CDx.
• Knowledge of Precision Medicine.
• Experience in selling complex high value services/products into pharmaceutical companies.
• Strong interpersonal skills with aptitude in building relationships with professionals of all organizational levels.
• Excellent organizational skills.
• Ability in problem-solving and negotiation.
• Ability to establish and maintain successful networks.
• Strong account management and relationship building skills and experience.
• Experience in delivering annual sales in excess of $10M/yr.
• High levels of impact and influence – both internal and external across different functions.
• Strategic thinking, problem-solving ability, customer focus.
• Business and financial acumen.
• Entrepreneurial, positive, can-do attitude that seeks to identify innovative solutions.
• Excellent communication skills (written & spoken) with individuals with different cultural, professional and academic backgrounds, including the ability to simplify complex issues.
• Skilled and autonomous negotiator.
• Demonstrated experience with driving revenue within existing clients and in developing new prospects.
4.Computer and Software Knowledge and Skills – Proficient in Microsoft Office Suite, skilled user Excel and Powerpoint. Experience of CRM / SFDC is advantageous
Life at Diaceutics:
We are a multi-cultural, diverse team spanning 23 countries around the world with current expansion across Asia. One thing we all have in common is that we are dedicated people who are passionate about patient outcomes. 80% of our employees work remotely and we collaborate together as a global village. At Diaceutics, we live by our values, The Diaceutics EFFECT. Our employees are Empowered to take responsibility for their own personal development, encouraged to use strategic Foresight in leadership decisions, to build positive working relationships through Fun and productive engagements and to think independently like an Entrepreneur where the best idea wins no matter who said it. Communication flow is a key part of our inclusive working culture where team building leads to camaraderie and Trust between co-workers. We hire smart, fun people who care about our mission and about each other. Some interesting points about us:
• Competitive salary (and attractive bonus scheme dependant on role).
• Training and development budgets for every team.
• Remote / Virtual Working.
• 9 Day Working Fortnight.
• Generous Annual and Public Holiday allowance.
• Healthcare (including Vision and Dental) and Additional Benefits.
• Enhanced Maternity and Sick Pay Provisions.
• Robust Performance Management Framework and Individual Development Plan.
• Generous Staff Referral Scheme.
• Dedication to positive working culture with regular health and wellbeing activities and annual company get together.
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