Senior Manager - Revenue Funnel Management

About Our Client

Our client is one of the largest integrated solutions providers of medical equipment, supplies and services in Asia operating across Singapore, Malaysia, Indonesia, Philippines, Thailand and Vietnam. They have an extensive distribution network covering various healthcare institutions including government and private hospitals, day surgery centers, specialist and primary care clinics, laboratories and nursing homes. In line with its expansion program in the region, our client now successfully operates in 6 markets: Singapore, Malaysia, Indonesia, Philippines, Thailand and Vietnam

Summary:
The Senior Manager Revenue Funnel Management leads his/her team in reporting and analysing key metrics of sales performance and presents findings and insights to the management to set strategic agenda for current and future revenue growth. He/She manages the back end process of sales funnel management. He/She is the custodian of Item Master, Customer Master and Vendor Master data. He/She is also responsible for the preparation of quotation, tender documents and order acceptance

Job Responsibilities:
1. Sales Funnel Performance Management

• Develop and/or refine customer segmentation, targeting and positioning initiatives that support Head of Field Sales Services in deciding resource allocation based on the internal requirements and the external market.
• Drive change management and continuous improvement throughout the organization to improve business performance, sales funnel management and optimization and execution of sales incentive plans.

2. Sales Funnel Performance Management

• Design and implement the sales targeting process that enables visible and transparent management and utilization of resources; and to ensure the effectiveness of sales efforts and that they are aligned with the organizations goals and objectives
• Collaborate with Head of Field Sales Services to align planning, forecasting and budgeting initiatives with business objectives.
• Set metrics and KPIs, including but not limited to growth, win/loss rates, and length of sales cycle, to assess sales performance, identify performance gaps and drivers, develop remediation and action plans.
• Co-lead the Incentive Committee with representatives from the sales, finance and AR teams in the development and implementation of the incentive scheme that adequately motivate and drive performance of the sales team.
• Ensure accurate and timely provision of data on sales performance as part of the incentive scheme.
• Build reporting dashboards and drive analysis to increase the performance visibility to the business owners.

3. Product Tender, Quotation Order Acceptance 

• Drive continuous improvement of all sales related processes, systems and documents to eliminate bottlenecks and inconsistencies. 
• Design and implement process guidelines and forms to ensure process efficiency and standardisation of data. 
• Oversee the preparation of quotation and tender documents and order acceptance; and determine RFQ and tender priorities and policies. 
• Establish cost and list price matrices to deliver consistent and timely customer quotations and order acceptance. 
• Lead in the planning, implementation and control of commercial contracts and agreements legal matters to ensure the organisation plans for and meets contractual and compliance obligations; and to eliminate or mitigate related potential risks. 
• Review legal documents, including Non Disclosure Agreement, in relation to all commercial contracts and agreements. 
• Ensure proper recording and documenting of all customer contracts and principal agreements.

4. Data Management, Analytics Business Intelligence 

• Design and implement data management policies and procedures to ensure accuracy, integrity and consistency of data. 
• Review system database to ensure the accuracy and timeliness of the creation and update of data. 
• Lead and direct pricing strategy formulation and take necessary pricing actions to enhance profitability, ensuring integrity and accuracy in all pricing matters. 
• Set base prices and develop pricing and discounting management framework. 
• Report and present business analytics including revenue and product trends, business segment performance, leading growth indicators and sales effectiveness.
  
  

Qualifications:

• Recognised Degree in Business related fields.
• Minimally 10 years of relevant work experience in manufacturing, sales marketing
  distribution, sales operations or logistics operations.
• Experience in drafting commercial contracts and terms.
• Experience in QlikView QlikSense, Tableau or any other BI tools.
• Experience and knowledge in Business Intelligence and Market Analytics.
• Advance level in Microsoft Excel VBA would be an advantage. 

Remuneration

MYR 12,000 - MYR 15,000

Consultant in charge

Ashley Yuen l ashley.yuen@hunters-in.com l 017 819 9737

Jia Ling | jialing.koid@hunters-in.com | 016 559 9642