Business Development Manager, Malaysia

Primary Purpose of Role:

The Business Development Manager (BDM) is a field-based sales and sales-liaison role for the assigned territory. This role is responsible for all aspects of intermediary relationships to achieve successful execution of sales revenue, margin goals, and market growth in all DR, consumable and new products and services for the Company. The role is expected to critically analyze the market, develop a go-to-market strategy, develop and deploy annual performance metrics for channel partners, operationally assess channel partner performance against goals, develop trusted strategic relationships with partners, and deliver assigned business results across the DR, consumable and new product portfolio.

The BDM creates and owns channel partners, distributors, and other alliance relationships, which serve as an indirect sales force for the Company. The BDM also manages public customers that Carestream serves directly.

Specific Roles & Responsibilities:

• Achieve revenue and margin goals, and initiate creative solutions to market needs, to achieve desired business and market share growth for the Company
• Manage relationships of all intermediaries in the territory, including contract negotiation, establishing strategic personnel contacts, and managing operational activities
• Assess new partnerships, and perform and manage due diligence activity on all intermediaries
• Establish revenue and margin goals to meet the assigned territory sales quota, co-creating agreements, reporting methods, tracking, and processes for monitoring and execution of plans with intermediaries
• Design and execute quarterly business status meetings with all intermediaries utilizing a partnership plan and methodology to co-monitor mutual business progress
• Manage direct customers including tender preparation, quoting and order collection,
• Establish ongoing working relationships with the sales and service teams of the business partners.
• Support and drive marketing and training programs into the intermediaries
• Own intermediary satisfaction with their Company relationship, and serve as their advocate internally
• Maintain and share product offering expertise in features, functions, configurations, pricing, services, and installation with intermediaries
• Manage the financial relationships with all appropriate distribution partners and cooperate with Finance and Credit organization in managing business partner Accounts Receivables
• Uphold the highest levels of Company professional ethics and conducts in all engagements
• Provide accurate and timely forecasts using the appropriate sales tools and processes, and maintain all relevant information about customers, prospects, campaigns, leads, and opportunities in the company CRM
• Take responsibility to update, analyze, and manage data as part of effective territory management

Job Requirements

• Bachelor's degree (BS/BA) or equivalent experience; MBA is advantageous.
• 10+ years of successful sales experience in capital medical equipment, medical imaging, medical devices, medical IT, or related fields
• Proven ability to manage multiple client relationships across a large geographic territory
• Experience in both direct and indirect (channel/intermediary) sales are preferred
• Fluent in English