Job Detail
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Job Description
Job Summary:
The APAC Distribution Manager will manage the company’s sales efforts in the Asia Pacific region through a network of regional distributors. This individual will work closely with MaxCyte’s EVP Global Sales & Distribution to establish key objectives and to develop region-specific business strategies  to achieve market leadership and become the dominant player in supplying the Company’s products in the APAC region. This involves maintaining relationships with existing partners, identifying suitable distribution partners in target regions, and effectively supporting them by leveraging resources across MaxCyte to foster business and promote our brand. They will be responsible for addressing  day-to-day needs of our distributors by working with MaxCyte team members located in Japan, China and at our HQ in Rockville, MD. In addition, the incumbent will provide the necessary support to MaxCyte’s FAS and marketing teams to execute on customer support and broader awareness initiatives.
Work Location:Â Ideal candidates will reside in the APAC region (Thailand/Korea/Singapore/Australia)
- Propose, negotiate, and execute distribution/channel sales agreements to meet region-specific commercial and strategic targets in line with MaxCyte’s values and goals.
- Regularly travel in the field with the representatives of distributors located throughout APAC to ensure consistent use of product sales tools and product positioning to ensure proper transmittance into the commercial/academic organizations
- Actively train distributors in order to develop their selling skills/product knowledge and value propositions.
- Ensure lead generation and pipeline growth through our partner distributors that will sustain revenue targets. Ensure that pipeline opportunities are loaded into Salesforce.
- Develop and maintain direct relationships with key biotechnology and pharmaceutical, KOL academic customers through regular work in the field throughout the Asia Pacific region.
- Provide periodic market intelligence and updates related to market segmentation, competition, applications, and sales pipeline.
- Actively participate in the development of the Company’s overall strategic plans, providing input and guidance on new market entry opportunities.
- Collaborate as appropriate with the EVP Global Sales and Distribution and the EVP of Global Marketing to assess and acquire innovative products that enhance the product portfolio and drive profitable growth.
- Lead, coordinate, and execute on regional sales and marketing campaigns.
- Provide proactive feedback to the marketing and product development teams to ensure that new products and applications. are developed with the benefit of a direct understanding of unmet customer needs, thereby enhancing competitive advantage
- Accountable for achieving a deep understanding of APAC customers’ needs, generating and channeling Voice of Customer, and for acting as the value creation ambassador for the region. Work closely with the FAS, customer support, operations, and finance teams to deliver products and services through our distributors that exceed customers’ expectations.
- Maintain appropriate operational and financial controls to ensure adherence to budgets and to regulatory requirements.
- Responsible for the overall customer satisfaction and the success of MaxCyte’s business model in the region.
Requirements
- Bachelor’s degree (or equivalent) in a related scientific field.
- Experience working in different customer segments / Channels such as but not limited to protein, cell therapy and cell based assays.
- 10+ years of outside sales experience with a demonstrated track record of life sciences sales success, and 5+ years of sales management experience.
- The candidate needs to have strong technical/scientific background with demonstrated technical sales skills. Also experience in bioprocessing and /or cell and gene therapy is a plus.
- High degree of creativity and intelligence. Excellent problem-solving skills. Strong analytical capabilities. Ability to perform exceptionally in fast paced, small company environment.
- Experience in selling in many different cultures throughout Asia region.
- Proven ability to assess, manage, and develop distributors ensure they meet performance expectations and future expansion needs.
- Previously demonstrated abilities as a consensus builder. Strong, self-confident, decisive leader with good listening skills. Self-starter with drive, initiative, and forcefulness.
- Emotional maturity and ability to create change in an environment where the structure may evolve rapidly.
- Must be results-oriented but able to get distributors excited about selling MaxCyte’s products in Asia Pacific.
- Demonstrated ability to communicate and effectively interact with people across cultures, ranges of ability, genders, ethnicities, and races,
- Able to work in an environment where sharing responsibility for the success and failure of others on the team is critical to the company’s overall success.
- Domestic and International travel is required.
Critical Competencies for Success:
- Market Knowledge and Commercial Savvy: The qualified candidate will possess a demonstrated understanding of the interrelationships between a company, its distributor, customers, and the competition, and know how to use such understanding to develop a comprehensive sales plan. Of particular value is the ability and desire to interact with key opinion leaders and customers to identify and capitalize on new systems placements, increased utilization on existing systems and new product concepts.
- Leadership: Proven ability to lead and motivate a team of distributors. Achieves organizational focus on key priorities, provides clear direction, actively communicates, and coaches our partners. A committed mentor/people developer and team builder.
- Collaboration Skills: The APAC Distribution Manager will lead through influence as well as through direct authority. Confirmed capability to work effectively in a team-based organization and collaborate cross-functionally across the organization. Builds commitment to work together as a team to achieve results, and respect for all those the company comes in contact with including employees and customers.
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