Develop and lead the Hospital & Clinic channel for Dermo-Cosmetics & Personal Care (DCPC) across the assigned territory in Vietnam by developing and executing commercial strategies that drive sustainable business growth and strengthen healthcare professional recommendation across dermatology hospitals, clinics, and other healthcare institutions.
This role is responsible for leading the Medical Representative team, managing hospital tender and listing activities, developing strategic partnerships with healthcare professionals and Key Opinion Leaders (KOLs), and collaborating cross-functionally to deliver commercial excellence while ensuring compliance with Company's ethical standards..
Key Responsibilities
- Develop and execute the annual Hospital & Clinic commercial strategy aligned with the overall DCPC business objectives.
- Identify new business opportunities and expand Company's presence across hospitals, dermatology clinics, aesthetic clinics, and other healthcare institutions.
- Optimize customer segmentation, territory coverage, and resource allocation to maximize business growth through market analysis, customer insights, and competitive intelligence.
- Build annual business plans, sales forecasts, and channel development initiatives.
- Drive growth and achieve business objectives for the Hospital & Clinic channel through effective execution of commercial strategies and customer engagement plans.
- Monitor business performance through sales analysis, productivity tracking, forecasting, and regular business reviews.
- Manage channel budget effectively to maximize return on investment.
- Recommend and implement actions to improve commercial performance.
- Build long-term partnerships with dermatologists, healthcare professionals, Key Opinion Leaders (KOLs), hospital leaders, and clinic decision-makers.
- Drive professional recommendation through scientific engagement and value-based customer interactions.
- Support the execution of scientific meetings, educational programs, workshops, congresses, and other professional activities.
- Strengthen Company's reputation as a trusted dermatological partner within the professional community.
- Lead, coach, and develop a high-performing team of Medical Representatives.
- Establish clear objectives and performance expectations while providing regular coaching and feedback.
- Conduct field visits to improve customer engagement quality, scientific communication, territory management, and execution excellence.
- Optimize territory coverage, customer targeting, call planning, and resource allocation to maximize field effectiveness.
- Support talent acquisition, onboarding, capability development, and succession planning for the team.
- Partner closely with Marketing, Medical Affairs, Regulatory Affairs, Supply Chain, Finance, and other stakeholders to execute commercial initiatives, support product launches and maximize patient conversion from professional recommendation to retail purchase.
- Ensure all commercial activities comply with Company's Code of Ethics, healthcare compliance requirements, and local regulations.
- Ensure accurate business reporting, CRM utilization, and compliance with internal policies and standard operating procedures.
Requirements
- Bachelor's degree in Pharmacy, Medicine, Life Sciences, Business Administration, or a related discipline.
- Minimum 5 years of experience in pharmaceutical, dermo-cosmetics, skincare, or healthcare industries.
- At least 2-3 years of people management experience leading a medical sales or hospital sales team.
- Proven experience managing Hospital & Clinic channels, including hospital tender and institutional account management.
- Strong network with dermatologists, hospitals, clinics, and healthcare professionals is highly preferred.
- Experience in dermatology, aesthetics, or dermo-cosmetics is an advantage.
- Results-driven with strong execution.
- Strong ability to utilize data-driven insights to influence decisions and present complex information in simple, persuasive formats.
- Customer-service minded with strong coaching and motivational skills.
- Knowledge or experience in skincare and personal care is a plus..
Client Overview
Our client is a highly reputable, global multinational healthcare organization with European origins. Renowned for their strong foundation in pharmaceutical research and development, they specialize in delivering innovative medical care and advanced dermatological solutions. With a decades-long commitment to improving patient health and everyday well-being, the company operates globally, offering a robust portfolio of science-backed, high-quality products. They are widely recognized not only for their ethical standards and clinical excellence but also for fostering a collaborative, purpose-driven culture, making them an employer of choice in the healthcare sector.
