BDM (Medical Device / Notified Body)

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Job details

Company overview

Our client is world famous company specializing in Testing, Inspection, Certification and Training for international standards.

Responsibilities

The Business Development Manager is primarily responsible for selling company products and services to new and existing customers across a defined product suite. This role is responsible for identifying and managing sales opportunities, building an in-depth understanding of client business needs and drivers, to position how company products and services can enable organizations to improve and manage the sales process to a successful conclusion.To achieve sales targets to grow the share of wallet with large existing customers and to expand into new accounts by representing the entire range of company products and services.
Main responsibilities:

• Sales Process:
  • Lead and support the businesss' focus sectors-based business growth.
  • Establish a network and relationship with the key/global accounts to nurture bigger business potential converted in the bigger closed won.
  • Proactively network with existing customers to sell additional company products.
  • Identify new prospects to grow the company's customer base through targeted calls to generate sales revenue in line with new business targets.
  • Execute business sales process to investigate, explore and understand customer needs in order to sell relevant products/services.
  • Investigate relevant resources required and provide a timeline for delivery to meet customer orders & solve any customer issues.
  • Routinely review sales activity and quality KPIs, based on sales ratios to plan future sales activities to deliver on financial and activity targets.
• Sales Tools:
  • Manage potential through account and opportunity management to develop a solid pipeline. Produce accurate sales forecasts in a timely manner.
  • Effective use of price books and tools to propose main products and services.
  • Use relevant sales/product collateral to illustrate how a range of company products meets identified customer needs.
  • Accurately and effectively applies standard, commoditized, T&Cs.
  • Accurately record sales and order information in the CRM (Salesforce).
• Product Knowledge:
  • Remain up to date with developments in the standards industry and be able to explain the standards development process to customers.
  • Apply product features and benefits to customers’ needs in order to win business.
  • Apply knowledge of competitors to explain the full business advantages of company products.
• Sales Skills:
  • Possess a deeper and wider knowledge of the products/services of the business and their application to specific customer sets. Use reporting function of sales tools to aid account management and new business development.
  • Strong telephone communication with customers. Ability to create effective proposals and produce presentations to customers.
  • Accurately define requirements, including buying process, budget, positioning vs competition, and actual circumstances which positively affect potential sales. Identify further and future opportunities.
  • Able to question effectively to gain a deeper understanding of customer needs to identify up-selling opportunities. Able to provide a range of targeted solutions to the customer.
  • Accurately summarize customer needs. Identify company products or services. Get customer agreement to price and delivery.
  • Handle objections. Use knowledge and experience to provide an answer. Gain customer commitment before progressing. Identify high-impact issues for customers and give up on those with a low value to the business. Ensure understanding of business and personal value of company product/service to the customer.
• Sales Management:
  • Plan on a short-term basis (1-3 months) to achieve immediate performance goals.
  • Ensure the area of responsibility is delivering to plan. Identify & propose changes/solutions to drive & increase targeted delivery.

Requirements

Minimum requirements:

• Life science industry background
• Experience in running a commercial business unit, including P&L responsibility
• Commercial understanding and experience in working with the marketing function, including an appreciation of campaign planning and execution through multiple channels
• Commercial understanding and experience of the sales function
• Good influencing / transverse management skills
• Good verbal and written communication skills and an eye for detail
• Be self-motivated, and flexible, and have excellent time management/planning skills
• Able to work under pressure
• Willing to travel on business intensively
• An enthusiastic and committed team player
• Well presented with good public speaking
• Japanese native language and business level in English

Preferred qualifications:

• Medical Device industry or Notified Body work experience
• Business development skills will be considered advantageous
• Commercial understanding and experience of the sales function in both tele-sales and field sales
• Experience in running a commercial business unit, including P&L responsibility, in commercial events/training/publishing or related

Salary

7 - 10 million yen

Location

Tokyo