Business Unit Manager (BCT) at Terumo in Kajang, Selangor, Malaysia

About the Company

As a global medical device company originating from Japan, we pursue reliable quality and technology to contribute to healthcare in more than 160 countries and regions around the globe. We promise to walk alongside healthcare professionals to continue to make great contribution to society, now and into the future.

Summary of the Role

The incumbent will report to the Regional Commercial Manager, North Asia and SEA 2, and will be accountable for leading and driving commercial goals in Malaysia. This role is responsible for achieving or exceeding the commercial plan for Malaysia across the full range of TBCT products.

The incumbent will also be responsible for planning, designing, and executing sales strategies by working closely with the SEA Marketing team, the Malaysia team, and cross-functional teams to facilitate business growth and market penetration.

Key Functions / Responsibilities

1. Direct Sales Management

• Identify market opportunities by assessing market trends, understanding customer needs, analyzing competitor activities, and monitoring policy dynamics; translate market intelligence into actionable operational plans.
• Develop account strategies and provide input to the Regional Commercial Manager, North Asia and SEA 2, aligning with customer needs to build strong relationships and credibility.
• Prioritize accounts to determine coverage, assess opportunities, and develop new business.
• Maintain up-to-date customer profiles and sales funnels in the Customer Relationship Management (CRM) system.
• Coordinate and manage resources to provide necessary customer support, including working closely with the Supply Chain team to ensure replenishment of the Malaysia warehouse.
• Plan and conduct sales calls incorporating sales process tools and strategies to achieve sales goals.
• Respond to requests for technical information, identifying appropriate sources of technical expertise as required.
• Prepare and submit tenders and quotations in line with customer and organizational requirements.
• Follow up on purchase orders, deliveries, installations, and product usage to ensure a positive customer experience.
• Build long-term, trusting relationships with shareholders, business partners, and authorities to strengthen the company’s image among stakeholders, including blood centers, hospitals, and biotech companies.
• Provide business insights to support strategic decision-making through data analysis and performance evaluation, identifying growth opportunities, optimizing revenue streams, and improving operational efficiency.
• Work cross-functionally with Sales, Marketing, Finance, and Operations to drive commercial success through analytics and insights that guide pricing strategies, customer segmentation, profitability analysis, and business planning.
• Drive commercial performance by aligning strategic goals with the interests of key internal and external stakeholders, combining commercial strategy, relationship management, and data-driven decision-making.
• Serve as a key liaison between business units, customers, suppliers, and leadership teams to balance priorities, maximize opportunities, and ensure decisions are informed by strong business insights.
• Lead strategic initiatives by translating market insights and business intelligence into actionable commercial plans to support sustainable business growth.
• Identify new growth opportunities, optimize commercial performance, and align business objectives across stakeholders to support the organization’s long-term vision.
• Demonstrate a proactive, results-oriented mindset, thriving in fast-paced environments and moving quickly from planning to execution to deliver tangible business outcomes.

2. Strategic Growth, Planning & Execution

• Combine strong commercial acumen with an action-driven mindset, turning opportunities into measurable outcomes.
• Lead the development and execution of commercial strategies, ensuring alignment across business functions and driving operational excellence.
• Act as a hands-on leader capable of directing work effectively, developing clear commercial plans, and aligning stakeholders to deliver strategic and financial objectives.
• Drive ownership and accountability for business results and commercial performance.
• Collaborate effectively across functions, emphasizing teamwork, stakeholder engagement, and partnership to achieve commercial goals.
• Demonstrate nimble learning and strategic agility by adapting to changing market conditions, leading through uncertainty, and making informed decisions with incomplete information.
• Embrace change, transform ambiguity into opportunity, and drive commercial strategies that keep the business competitive.

3. Drive Commercial Success In The Region

• Work closely with the Malaysia team and distributors (if any) to understand the business landscape, market trends, customer needs, competitor activities, and policy dynamics.
• Develop country plans and mid- to long-term business strategies with clear priorities and strong operational relevance, in collaboration with the SEA Commercial Team.
• Lead and guide the Malaysia team and distributors (if any) to achieve sales targets and execute business strategies effectively.
• Develop and implement Key Account strategies in close collaboration with the Malaysia team and distributors.
• Provide implementation and process optimization support for Terumo BCT products in coordination with the SEA Marketing Team.

Functional / Technical Skills

• Business Acumen: Strong commercial insight and business judgment.
• Problem Solving: Ability to identify solutions beyond the obvious.
• Interpersonal Savvy: Ability to build effective relationships across levels, functions, and cultures; capable of influencing without authority.
• Nimble Learning: Demonstrated learning agility and curiosity for new technologies and trends.
• Managing Ambiguity and Complexity: Comfortable working with uncertain, complex, or contradictory information and delivering practical solutions.
• Situational Adaptability: Sensitive to cultural and working-style differences and able to adapt swiftly.
• Experience with tendering processes and participation in Singapore.
• Excellent command of English, both written and spoken.
• Strong ability to adapt to diverse cultural environments and quickly understand situational nuances.

Education & Experience

• Bachelor’s degree in Business Management, Medical, Life Sciences, or other relevant disciplines.
• Proven people-management experience.
• Direct selling and distributor management experience.
• Key Account Management experience.
• Demonstrated ability to manage complexity.
• 5 to 10 years of professional experience, preferably in Diagnostics, Medical Devices, or Life Sciences, including at least 3 to 5 years in an ASEAN business environment.

Note to External Recruitment Agencies:

Terumo does not recognize candidate submissions from any recruitment agencies and will not be responsible for payment of any recruitment fees due to the hiring of candidates whose resumes were submitted to Terumo employees or offices without the recruiting team's acknowledgement.