Wee Min, Mindy Loh

• Responsible for program management and value realization of Project Skyline
• Drive partnership and collaboration with Global transformation office, APAC market commercial and cross-functional stakeholders to effectively manage Skyline
• Implement governance model, communication cadences and processes, and project management tools to successfully deliver on business commitments
• Drive effective communication and alignment to business strategy throughout the organization, leveraging change management and communication resources
• Quantify and influence decision making to achieve business transformation objectives, with attention to growth and cost/complexity reduction within across markets and platforms in APAC
• Led, facilitated and managed a regional Skyline team of direct-reports and markets' contracted resources in an inclusive, high-performance team environment
  to plan, execute, and control the project schedule while identifying and managing project risks
• Identify and secure required resources and funding, including shaping TO's buy-in and approval to market-specific exceptions in order to mitigate exits-related risks
• Led regular review of regional performance score card to ensure robust performance, financial reporting and alignment to TO Goals & Objectives

• Lead Sales and Marketing teams for multiple business units within SG Orthopaedic organization to achieve expected growth in a profitable fashion
• Full accountability on business results through optimum resource allocation & growing topline and management.
• Ensure all levels of cross-functional alignment and collaboration to ensure compliant, robust & sustainable access to the DPS offerings and leverage capabilities to support business needs.
• Guide BU leads to ensure excellence in LRR in preparation for all key brand launches, with focus on pivot to Medtech, especially on ensuring success of VELYS Robot launch in Q4 2023.
• Lead interface between the country Business unit, Regional marketing & Global counterparts to ensure the proper alignment of brand strategies and directions. Piloting of a Distal extremities and Digital team within SG TECA to drive adoption of end-end solutions in foot & ankle
• Partake in active discussions in assessing ideal GTM for all BUs in SG, and aligning on franchise platforms correction combination
• Ensure all BUMs take accountability on supply chain excellence, in ensuring discipline in demand reviews and S&OP alignment
• Drive external eco-system partnerships and collaborations-along side market access team, support businesses in shaping & influencing policies changes for example, ALPs tender negotiations and MTSL
• Lead a high-performance team and sustain a high performing culture. Supported the stabilization and turn-around Joints & Mitek Business.

• Managing a team of 3 regional marketers and 2 commercial education managers, am responsible for driving the overall performance of the Global Orthopaedics portfolio in Southeast Asia (SEA) region. Manage interface between Asia Pacific region, SEA markets and SEA marketing organization, including professional education (PE), and sales force effectiveness in SEA. Ensure sound marketing and execution plans are in place to effectively deliver growth objectives. Ownership of regional Key Opinion Leaders relationship to drive educational strategy and non-clinical stakeholders engagement to generate customer and market insights.

Key Responsibilities:

• Delivering overall business plan for SEA Global Orthopaedic group and for strategic platforms.
• Seek alignment with SEA Local BULs and ensure AP regional team visibility.
• Lead, identify, and develop strategic plans to gain share, expand market, and increase penetration.
• Lead SEA GO business planning and strategic planning. Ensure forecasts, financial commitments, and demand plans align to support new product launches.
• Identify, review and propose investment opportunities and evolve GTMs for less profitable platforms to further advance growth of GO BUs in the SEA region.
• Ensure SEA GO sales force effectiveness training efforts are aligned to commercial strategy and adhere to Global Education Solutions Standards. Identify opportunities to drive pilot projects in areas of digital education and omni-channel marketing. Eg Tele-mentoring, Virtual & Augmented Reality.
• Align adoption of Big Picture Marketing Framework, review and challenge marketing plans of local BUs and provide guidance and direction for execution. Governance of Launch Excellence framework (LEX) for all strategic launches
• Digital transformation ambassador to ensure eco-system partnerships are in place to facilitate capabilities building to navigate shift from med device to medtech organization

Managing a team of 15 across 2 portfolios. Responsible for year-on-year top-line financial deliverables achievement and overall portfolio health & performance.

Key responsibilities

1) Sales and people management

• Direct management responsibilities over 3 sales managers. Setting of business direction and expectations to ensure sales leaders are proficient in crafting and execution of business strategies and account plans
• Continual coaching with emphasis on imparting business acumen, financial metrics interpretation and translation capability to direct reports
• Progress tracking & resource allocation
• Educate team on adoption of enterprise mindset

2) Strategic marketing and portfolio management

• Lead & provide guidance to product manager to aid development of robust portfolio strategies. Financial control over A&P responsibilities
• Develop innovative market campaigns to increase engagement with surgeons and drive brand exposure
• Align with regional marketing team on New Product Introductions. Ensure discipline in adoption of LEX framework to track launch plans. Enabling functions buy-in to ensure alignment of priorities and timeline
• Collaboration with Commercial Excellence and Finance team to evaluate, develop and implement product/portfolio pricing strategies to ensure healthy gross profit is maintained
• Tender management & negotiation in a compliant manner with strategic mindset
• Differentiate and position Singapore as Center of Excellence for Advanced Learnings through constant partnership with local KOLs
• Stakeholders' engagement to enhance clinical and economic value proposition of product platforms

3) Organization and talent development

• Create a trusting and cohesive work environment built on teamwork across my organization and enabling functions so as to minimize attrition and ensure business continuity
• Provide leadership and secure training & development opportunities for the team through on-the-job learning, education, project work to improve competencies

Results and Achievements

2018:

Joints: 100% BP achievement, 5% growth vs PY

Mitek: 96% BP achievement, -3% growth vs PY

2019:

Joints: 102% BP achievement, 7% growth vs PY

Mitek: 117% BP achievement, 26% growth vs PY

Others:

• Achieved Singapore market share leadership position for hips portfolio (39%) and a strong 28% market share for knees FY 2019
• Successfully negotiated and sealed a 3- year ALPS tender for Hip & Knee Portfolio, with high single-digit price increase
• Piloted digital wearables validation study in SGH, work in progress for 2nd wearables project in NUH to incorporate PROMS tracking.

In the newly-established organizational structure of ONE JNJ SEA, was responsible as a subject matter expert for Joints and Mitek franchise, supporting the 3 clusters of Singhealth, National Health and Private in terms of business development, product management and operational excellence.

Key responsibilities
Strategic marketing
• Drive base business growth, new product launch initiatives and support cross-franchises collaborations

• Establish, implement and achieve marketing objectives and strategies

• Build and maintain relationships with KOLS to support professional medical education and market development activities

Launch & Pricing Excellence
• Develop demand forecast and plan for new products

• Lead and collaborate with internal stakeholders to ensure timely new product launches

• Devise launch plan and pricing guidance with emphasis on competitive and pricing analysis

Advertising and Promotional Expertise
• Develop creative sales aids, demonstration kits and promotional materials

• A&P Control

Professional Education & Internal Training

• Develop and manage relationship with country KOLs as partners in professional education. Ensure succession planning through constant identification and development of rising stars

• Sets Sales Force Effectiveness direction and deliverables for sales managers and reps. Spearhead evidence-based selling training sessions to guide sales team to effectively use promotional materials

Results and Achievements
• Led the Joints and Mitek franchises in delivering strong growth YOY across 2015-2017
• Doubled joints business size from SGD $4M to SGD $8M in 3 years with success in new accounts conversion in CGH and TTSH
• Top Marketer of Year 2015

Sales force and Key Accounts Management

• Responsible for Joints portfolio business performance with sales revenue of approximately SGD $4M.
  
• Led team of 3 sales reps to achieve franchise revenue deliverable
  
• Areas of Function & Expertise Include:

- Business Development

- Sales Management & leadership

- A&P responsibilities

- Cross functional responsibilities

- Operational Excellence

-Team growth and talent development

Results and Achievements

• Successfully negotiated and executed a 3- year hip & knee contract with Singhealth GPO (largest joints revenue contributor in Singapore) with average 5% price increment across principal and option years

• Successfully launched ATTUNE Knee and generated close to SGD $1M worth of revenue in first year of launch (200 attune cases)

Individual contributor role with account responsibility over Knee Portfolio in SGH, with approximate revenue size of SGD $2.5M. Accountable for YOY BP attainment and revenue growth.

Results & Achievements

• Year on Year BP achievement across 2011-2013
• SEA Top Sales Achiever Award (Joints) in 2012
• Launched MBT revision system in SGH and successfully partnered with KOLs (Prof Yeo SJ/ Dr Chin Pak Lin) to educate and drive MBT adoption in Singapore and rest of SEA countries
• Participated in the planning/lobbying and final execution of inaugural joints residency program in Singapore

• Individual contributor role responsible for leading the creation and implementation of sales and business development strategies and tactics to drive surgeons’ adoption of Arthrex portfolio in Sports Arthroscopy
• Accounts include SGH, TTSH & CGH
• Oversee and support the management of inventory and sets deployment
• Sales force education, recruitment and training

Sales & Account Management

• Drive business growth and ensure month on month target achievement for Hepatitis B and Immuno-suppressant portfolio in NUH, CGH and Private
• Spearhead and oversee the smooth-running of monthly liver transplant journal club to facilitate multi-disciplinary discussions and consensus

Brand management

• Responsible for launch excellence of inaugural Hepatitis B anti-viral-SEBIVO
• Supported the sales team in obtaining formulary listing within key institutions
• Piloted Patient Capture Program to drive adoption for SEBIVO
• Events Organization: Led the planning and execution of Annual Scientific Meeting for the Society of Transplant
• Neoral Tender working committee. Oversee data analytics to ensure pricing excellence, generated ground insights, active lobbying of KOL representation in GPO. Successful award of 2- year Neoral Tender worth $5 million

Individual contributor role responsible for business development and new accounts conversion for the newly-launched franchise of Mitek Sports Medicine in Depuy.

Key responsibilities

• OR case coverage and trouble shooting
• Planning and executing of in-services/ workshops to educate and train prospective new surgeons
• Attainment of month-on-month BP targets
• Operations and sets deployment

Results & Achievements

• Successful conversion of competitor accounts including -SGH (Prof Paul Chang and Andrew Tan) -Alexandra Hospital (Dr James Loh/Dr Michael Soon/ Dr Wong Lee Yuen) -CGH (Dr Chang Haw Chong, Dr Lim Yeow Wai) -Private (Dr Tan Jee Lim and Dr Yeggapan)
• Met and exceeded Mitek monthy BP targets

Responsible for recruitment and placement of candidates in pharmaceuticals/life science industry.

Key responsibilities

• Business development
• Candidates profiling & interviewing
• Leads generation through cold calling
• Contracts negotiation
• Priming and preparation of applicants for interviews
• Building relationships with clients

• Responsible for managing Key Accounts in General Practitioner and Private Specialists for the Vaccines team.
• Successfully achieved >100% of sales target for year 2005 and 2006. Assisted in successful launch of new product, Rotarix.

• Responsible for growing the Cardiovascular and Anti-Infective Franchise for the restructured hospitals in the NHG cluster and Private Hospitals.
• Generated sales and buy-ins through structured detailing and establishing good working relationships with key opinion leaders.
• Establish close collaboration with marketing division by actively executing operational and strategic plans. Penetration of market and acquisition of accounts for newly launched products.

Results and Achievements

• Satisfied the criteria ‘Exceed’ and ‘Meet’ according to the population distribution curve for financial year 2003 and 2004 respectively
• Achievement of 100% YTD for 2003 and 2004, with approximately 35% growth over 2003
• Assisted in 3 successful product launches in 2 years
• Winner-Pfizer annual detailing competition 2003 & 2004