Santen is a specialized company with a proud 130-year heritage focused exclusively on eye health. As a Japan-originated, global company with our footprint in over 60 countries and regions, our mission is to provide essential and significant value to patients and society through our products and services created from our expertise in ophthalmology and from the patient’s perspective.

As Santen Vietnam continues to grow and expand its business, we are looking for a strategic and talented individual to join us as a National Hospital Field Force Manager. 

Based in Ho Chi Minh City - Vietnam, the National Field Force Manager will be responsible for leading, motivating, and developing a high‑performing Hospital Field Force team across Vietnam to achieve and exceed ETC sales and revenue targets. This role drives the execution of Santen Vietnam’s commercial strategy in alignment with country, Asia, and corporate directions by enhancing the reach and impact of Santen’s differentiated value offerings.

The National Field Force Manager will establish and implement effective field force and territory strategies to deliver fast, sustainable growth and outperform the market, while building and maintaining a capable, engaged, and sustainable sales organization. Through strong customer buy‑in, high‑quality sales execution, and disciplined territory management, the role ensures consistent financial performance and long‑term business success.

What you will do

1. Commercial Strategy & Planning:

• To achieve business targets through developing AFFMs and field force teams in skills and product knowledge, motivating, coaching, and counseling.
• To develop annual revenue plan and forecast which is realistic but reasonably challenging for each product and territory (based on historical data, market trends, competitive dynamics, promotional strategy and field force effort) associated with reasonable operating costs.
• To manage AFFMs and field force teams in developing and executing business plan which covers revenue and expense, meeting targets, and promotion of Santen brand throughout Vietnam.
• Develop and implement effective sales strategies and processes to drive revenue growth aligning with business department and company’s direction.
• Assign sales territory and set realistic, yet challenging, sales targets for individual team members.
• Translate company-wide sales strategies into actionable plans for the team.

2. Team management and coaching

• To monitor the performance of AFFMs and field force team by establishing and applying systematic approach on reporting and communications involving such reports and periodical review meetings.
• To develop and implement a specific plan which describes the expectation and performance standards for each AFFMs and field force teams and revenue target for the territory of each AFFMs and field force team.
• To strengthen the talents’ capability of AFFMs and field forces teams through planning talent development, recruitment, direction, organization of teams and proper management.
• To coach AFFMs and field force team for better performance on a regular basis along with plan.
• To facilitate collaboration across relevant functions including marketing, FFE, and MA&KA to maximize the impact of product strategy and field force strategy.
• To ensure that all field force activities are in accordance with the guidelines of Code of Conduct.
• Conduct regular one-on-one meetings to review performance and provide constructive feedback and coaching on sales techniques, product knowledge, and communication.
• Help resolve team conflicts and address underperformance with clear action plans.
• Create a positive, collaborative team culture that fosters professional growth and morale.

3. Stakeholder Management

• Build strong relationships with key opinion leaders and key stakeholders (medical society, decision maker, etc.) through various communication methods.
• Oversee key accounts and support team members in resolving customer complaints and issues.
• Ensure that the team maintains a high standard of customer satisfaction and builds strong relationships with clients.
• Collaboration and Leadership
• Lead collaboration and communication with Marketing, Commercial Operations, Other Sales Team,  and Patient Journey Solutions department, to ensure alignment and integration of marketing strategies and initiatives.
• Provide guidance, support, and mentorship to team members
• Develop frameworks and processes within the team for alignment while maintaining consistency with Business department’s direction.
• Other tasks assigned by company

4. Regulatory Compliance and Ethical Standards

• Ensure all therapeutic area activities comply with relevant laws, regulations, and ethical standards governing pharmaceutical marketing and patient engagement.
• Uphold high ethical standards in all interactions with patients, healthcare providers, and external partners.

What you will bring to the role

• Bachelor's degree in pharmacy or medical: advanced degree is a plus.
• Minimum 15 years in the pharmaceutical or healthcare industry, preferably with a focus on Ophthalmology; respective therapeutic area experience is a plus.
• Strong Commercial & Negotiation Skills: Persuade clients and negotiate terms to close sales effectively.
• Proven experience in leadership to lead high performance team.
• Good relationship with hospitals in Vietnam and highly sensitive with market changes & growth
• Medical Knowledge: A strong understanding of medical terminology, disease areas, and the products being promoted.
• Customer Relationship Management: Ability to build, maintain, and leverage relationships with healthcare professionals.
• Organizational & Time Management: Manage a territory, plan visits, and coordinate multiple activities efficiently.
• Analytical Skills: Analyse sales data and market information to identify needs and opportunities.
• Self-Motivation: The ability to work independently in a field-based position.
• Knowledge of compliance and regulatory guidelines within the pharmaceutical industry
• Passion for improving patient outcomes and driving innovation in healthcare.
• Ability to travel (domestic or overseas) based on business needs

Grow your career at Santen

A career at Santen is an opportunity to make a difference. We aspire to contribute to the realization of “Happiness with Vision” by providing eye health products and services to patients, consumers, and medical professionals around the world. Guided by our CORE PRINCIPLE, “Tenki ni sanyo suru”, Santen is engaged in the global research & development, manufacturing, and sales and marketing of pharmaceutical products in ophthlamology. We have team members around the world using their diverse talents to unlock new modalities and drive innovations for patient outcomes, education and treatment. At Santen, we believe in empowering all our team members with flexible ways of working and a highly inclusive work environment.

The Santen Group is an Equal Opportunity Employer. We are committed to building diverse teams and ensuring a safe and inclusive physical and virtual workplace for every one of our team members. All employment decisions are based on business needs, role requirements and individual qualifications regardless of race, color, ethnicity, national origin/ancestry, religion, sexual orientation, gender, gender identity/ expression, age, disability, medical condition, marital status, veteran status, or any other characteristic protected by law.

If you require any kind of accommodation during our recruitment process, please let the recruiter from our team know.