Kai Su

Experience

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  台灣田邊製藥公司

  May 2001 - Feb 2005

  Senior Territory Specialist
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  Bayer HealthCare

  Feb 2005 - May 2010

  Territory Sales Supervisor
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  美敦力

  Mar 2013 - May 2020

  Territory Manager

  Position: Territory ManagerDuty: Direct selling (Diabetes department) Key Distributor Management (Patient Monitoring department)Successfully managed two distributor transition projects within the "Diabetes Products Business Department" and the "Patient Monitoring Products Business Department" when I joined Medtronic.- joined the transition from distributorship to direct sales for the "Diabetes Products Business Department(self-pay product)," overcoming contract conversion issues, user complaints, and client misunderstandings through six months of restructuring and education.Handled market marketing-related tasks in the "Diabetes Products Business Division," including assistance with reimbursement applications, organizing consensus meetings, creating professional training courses and certifications for healthcare professionals, developing SOPs for the 0800 hotline, and planning product launches and promotions.Played a pivotal role in obtaining reimbursement coverage for continuous glucose monitoring systems (CGMS) for type 1 diabetes patients, a significant achievement.-Managed distributor relationships in the "Patient Monitoring Products Business Department," taking swift action to terminate the existing distributor's contract due to compliance violations and successfully onboarded a new distributor, overcoming challenges such as malicious slander and a lack of market understanding.Achievements:-Achieved company target of 101.69% in the "Diabetes Products Business Department," which had been operating in Taiwan for 10 years.-Advanced consumable reimbursement for insulin pumps to the stage of joint formulation meetings.-Successfully secured reimbursement coverage for CGMS for type 1 diabetes patients.-Completed four stages of the Certified Pump Trainer (CPT) Program.-Developed five SOP processes for the 0800 customer service hotline and customer management.-Launched new products Show less

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  ResMed

  May 2020 - now

  Key Account Manager

  Position: Key Account ManagerDuty: New business Development & Key distributor management"ResMed" is a company dedicated to respiratory and sleep apnea medical devices（self-pay product). It operates through distributor channels in various countries, with one to two business managers responsible for all affairs in each country within the Emerging Asian market (including sales, marketing, regulations, finance, etc.).Achievements:-Sales performance Achieved consistent growth, increasing performance in Taiwan from $5 million to a target of $10 million over the past three years. FY21: 106% FY22: 112% FY23: should be 115%-Conversion of contractIn my first year of joining ResMed, my main responsibility was assisting with the conversion of contracts for new and existing distributors. We set the top ten major hospitals as our targets, and we successfully converted contracts with TMUH, CGMH, Tzuchi, SHH, KMUH, and EDAH. Afterward, I was in charge of developing new channels and partners, and successfully developed the following.-New Business DevelopmentAmCad company-sleep screening product partner to develop a new channel in health examination centres and enterprise corporate screening projects (AUO, GoGoro, Compal…etc.). Transgene company- an E-commerce channel (medical devices cannot be sold online). We sold the product of Airmini 100 units last year, and this year’s goal is to sell 400 units. I received the Innovative Idea Award in the Emerging Asia Market for this achievement.-Consensus meeting & GuidelineWe collaborated with three associations (Taiwan Society of Sleep Medicine, Taiwan Society of Cardiology, and Taiwan Society of Pulmonary and Critical Care Medicine) to hold a consensus meeting. We jointly formulated testing and treatment guidelines for the association between OSA and three diseases: Hypertension, Atrial fibrillation, and Heart failure. These guidelines were announced at the Taiwan Society of Sleep Medicine annual meeting 2023 Show less