Regional Manager APAC - Sales Development Specialist - Upstream

Posted 04 Apr 2019

Singapore, Singapore - Singapore

Req Id 190363


A career at our company is an ongoing journey of discovery: our 51,000 people are shaping how the world lives, works and plays through next generation advancements in healthcare, life science and performance materials. For more than 350 years and across the world we have passionately pursued our curiosity to find novel and vibrant ways of enhancing the lives of others.

The Regional Manager APAC-Sales Development Specialist is responsible for their regional UPSTREAM business.

  • Meets or exceeds sales targets for UPSTREAM products.
  • Is responsible for the orchestration of all sales development activities in their region.
  • Develops and implements a short and long term strategy to ensure sustainable, predictable, profitable sales growth for the UPSTREAM portfolio
  • Together with Sales managers, marketing and field marketing translates strategy into detailed tactical account plans and drives the execution of those plans
  • Prepares creative strategies to support complex negotiations, leads and opportunities within their region considering area growth, defining market share, opportunities for growth, manpower and other requirements (eg : investments).
  • Orchestrates, motivates and manages their regional team teams to drive for results
  • Has strong Regional and Global Knowledge driving activity and/or communications to their team and supporting teams – marketing, R&D, Field marketing and sales.

Scope of Responsibility:

  • Reach or exceed their defined region sales target and drive the sales target.
  • To manage the team with focus on their technical and personal development.
  • To understand and answer to the competitive landscape within the region.
  • To set challenging targets both financially and project based for all team members.
  • Partner with Technology Management, regional and key account managers to develop technology focused strategies for the regions and key accounts.
  • Responsible for analyzing market share and dynamics and maintain a strong understanding of industry dynamics.
  • Comfortable negotiating large, complex, multi-site price and/or contract discussions. 
  • Networks extensively within the region both internally and externally.

Product Knowledge:

  • Provides input to Global Marketing and Field Marketing for new product development and definition of current and future market needs via Voice of Customer initiatives.
  • Drives new product introductions to the customers, consultants, opinion leaders and account managers
  • Has an awareness of potential x-PS applications within the UPSTREAM, and communicates that to customers, consultants, opinion leaders and account managers

Financial Targets/Forecasting:

  • Meets or exceeds the REGIONAL sales or order targets and Seeding targets
  • Partners with Account and Sales Managers to assess future business targets and to contribute to the quarterly forecast 

Customer Relations:

  • Establishes and maintains influential relationships at all levels at customers. Demonstrated comfort selling to senior management within customers.
  • Build collaborations with customers utilizing UPSTREAM portfolio / technology and the customer’s evolving process.
  • Ability to implement effective pricing and contract negotiations and to close business deals with senior managers and/or executives.

Work Planning & Management:

  • Partner with Sales Senior Leadership, Field Marketing and Global Marketing to manage resources and time appropriately across the region/territory.

Candidate’s Profile:


  • Bachelor’s degree (preferably technical) or equivalent qualification, preference will be given to candidates with post graduate business qualifications
  • Higher degree in a relevant natural science (Chemistry, Biology etc.)
  • Fluent in English (knowledge of German is an advantage but not a must)

Work Experience:

  • Higher degree in a relevant natural science (Chemistry, Biology etc.)
  • Minimum of five (5) years in a major sales / technical support role within a Life Sciences Company or a proven business/sales development track record or 3-8 years of directly related experience
  • Chemist, Pharmacist , Engineer, Biologist
  • Experience in UPSTREAM technology (either on the Pharma side or on the supplier side)
  • Experience in managing team or able to demonstrate successes in Leadership
  • Multiple occasions of managing by influence

  Job-specific competencies and skills:

  • Action oriented with a high-level drive for results and perseverance acting in professional and positive manner at all times
  • Strongly goal oriented and self-motivated, capable of working with minimum direction
  • Able to work in a multi-cultural environment with the capability of managing diversity on an internal and external basis, good interpersonal skills
  • Possesses excellent communication skills: Convincing and inspiring internal and external partners to get their buy in and commitment
  • Effective facilitator with a strong internal and external customer focus together with a high level of tolerance and ability to build effective relationships where integrity, trust and respect is gained
  • Can make quick decisions in a timely manner under tight deadlines and pressure
  • Promotes risk taking and creativity and is an example of forward thinking
  • Has strong practical product knowledge accompanied with relevant technical skills along with a good understanding of our other products, applications, technologies, competition, trends and processes

What we offer: At our company, there are always opportunities to break new ground. We empower you to fulfil your ambitions, and our diverse businesses offer various career moves to seek new horizons. We trust you with responsibility early on and support you to draw your own career map that is responsive to your aspirations and priorities in life. Join us and bring your curiosity to life!

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