[indonesia] Country Head

1 day ago


Jakarta, Indonesia Santen Full time

Company Description
**Santen is a specialized life sciences company with a proud 130-year heritage focused exclusively on ophthalmology. As a Japan-originated, global company with our footprint in over 60 countries, we are dedicated to delivering innovative treatments and digital solutions for eye health and addressing vision-related social issues for people around the world.**

**Purpose of Role**:

- Represent Santen in Indonesia for access and availability of Santen products and its educational services. This comes with initiating activities and strategic collaboration with medical societies, institutions, centres and communities
- Ensuring a heightened Santen presence is of paramount importance, with the need to increase the image of Santen in Indonesia especially in the arena of ophthalmology. This person must uncover unmet needs and explore business potentials in the ophthalmology TA
- Management of assigned distributors (Meiji) for all sales and marketing activities is a secondary part of this position. This requires the Head of Indonesia to work closely with the key functions and personnel to ensure alignment, both internally and externally
- This is a senior position where he/she must command the respect of the assigned sales and marketing managers with our distributor's company and manage them accordingly
- Attain 100% sales target and progressive market share development and profitable pricing management of the assigned_ _product line, consistent with company compliance policy, through effective KOLs management.

**Job Description**:
**1. Business Development**:

- Deep understanding and analysis of the ophthalmology market to plan and look for business opportunities in order to increase our Santen presence and visibility
- Looks for potential business and closely collaboration with the key institutions and KOLs is key for this role
- Works closely with Medical Affairs for educational services and Product Manager to create product marketing/ launch plan and ensures its implementation by the sales team in Ferron and Meiji
- Translates corporate/ regional _medico-marketing_ strategy into local policy by creating policies regarding strategy, pricing, and positioning of products
- Maintains close collaboration with institutions and KOLs to plan and execute medical workshop and symposiums, public screening for disease and patient awareness and work with KOLs for deep analysis of where the gaps are in ophthalmology and understand how Santen can support in these gap

**2. Financial Performance**:

- Develops a profitable operational strategic plan and budget (P&L) for the appointed product line by effectively managing ASP and marketing activity investments
- Executes monitoring systems to ensure margin optimization of the product portfolio

**3. Field Activity**:

- Field visits with at least two Sales Representatives/Manager a month
- Maintain and develop effective relationships with KOL customers
- Obtain through the sales force and field visits, competitive market data and activities, and proactively respond strategically versus competition

**4. Business Management Skills/ Administrative**:

- S&OP management. Monthly collaboration with distributors and Santen Asia SCM to achieve the target inventory level by managing the ordering schedule and sales forecasting
- Quality Assurance and Pharmacovigilance (QA/PV): Knowledge of and support to the quality management system through prompt reporting of adverse events, product complaints and suspected counterfeit Santen products within the prescribed timeline

**KEY PERFORMANCE INDICATOR**
- **_ 100%_** achievement of monthly, quarterly, and annual sales targets of assigned products (Net Sales i.e., sales net of discounts and returns)
- KOL Development to drive significant Santen Products’ Share of Voice (SOV) at major educational events
- Project Implementation (marketing programs, medical meetings and MD engagements)
- Budget / cash advance utilization (_wawa, project proposal & eClaims_ accurate and on-time submission)
- On-time completion of MBO/ SLC evaluation together with Manager (mid-year and annual)

**Qualifications**:
The Head of Indonesia’s role is to increase the visibility and enhance the presence of Santen in the ophthalmology arena. It is important that this person works effectively with cross functional teams and product managers to ensure there is alignment in the communication to all ophthalmology customers and distributor.

KOL management is key to this role as this person expected to work closely with Santen Medical Affairs and Ophthalmologists to drive medical education workshops and patient screening activities. This is to create a close collaboration with the medical community for the benefit of both the doctors and patients alike.

The Head of Indonesia role is accountable for ensuring profitability through the analysis of performance, determination of enhancements to the product, costing and marketing initiatives. As an integra


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