Ho Yan (Ernie) Kwan
Vancouver,B.C.
Summary
10 years of experience in multinational pharmaceutical and medical device industry with a Nursing background. Collaborative Key Account Manager with demonstrated success in relationship building, negotiating and developing new business within targeted and assigned accounts. Strong analytic, quantitative and technical aptitude with great attention to detail. Self-motivated, driven and adaptable with proven track record of exceeding goals.
Overview
9
9
years of professional experience
1
1
Certification
Work History
Key Account Manager
Baxter Healthcare Ltd.
03.2019 - 06.2023
- Exceeded sales goals by implementing aggressive sales programs, overhauling processes and facilitating market development. Over achievement of annual sales target of assigned territories by an average 105% during tenure
- Responsible for all sales activities for assigned territories under Medication Delivery business unit, products include class II medical devices, pharmaceutical drug and class I, II medical consumables
- Mentored junior salesforce
- Responsible for project management on 1. Dose IQ and IQ Enterprise Drug Error Reduction Software (DERS) launch for smart hospitals 2. EVO IQ infusion system market launch 3. Elastomeric-pump chemo-home therapy program and 4. TPN home therapy program
- Product demonstration and clinical training to HCPs and case support to physicians in OT/ICU/HDU
- Manage stock supply, sales forecast, product pricing and tender/contract preparation for hospitals and vendors
- Collaborated with multifunctional teams to tailor solutions specifically for key account needs, driving customer satisfaction and loyalty.
- Implemented CRM system for better customer tracking, leading to improved follow-up processes and higher conversion rates
Medical Advisor
Paul Hartmann Asia Pacific Ltd.
04.2018 - 02.2019
- Provided as a source of key medical knowledge for 4 business units: Wound, Continence Care, Personal Health Care and Surgical Risk Management
- Provided business support and clinical training to salesforce and distributors across Hong Kong, Macau and Taiwan.
- Organized medical affairs activities (e.g., seminars, congress, clinicians round table dinner, medical conferences etc.) and research collaboration with Hospitals and Universities
- Participated in the development of strategic plans and marketing materials in collaboration with sales and marketing team to drive business
Sales Executive
Paul Hartmann Asia Pacific Ltd.
02.2017 - 03.2018
- Over achievement of annual sales target by 102%, individual quarterly target by 110-126%
- Responsible for all sales activities of assigned territories under Wound Care business unit
- Product demonstration to HCPs from pharmacies, hospitals, clinics and medical associations
- Contract and bid negotitation
Product Specialist
Fresenius Kabi Hong Kong Ltd.
02.2016 - 01.2017
- Over achievement of annual sales target by 120%
- Responsible for all sales activities for assigned territories under Medication Delivery business unit
- Product demonstration to HCPs from pharmacies, hospitals, clinics and medical association (e.g. Red Cross)
- Sales presentation and contract negotiation
Branch Manager
Ceragem Ltd. - Self-run Business
03.2014 - 01.2016
- Implemented risk management strategies to minimize potential losses while maintaining a healthy balance between risk and return on investments.
- Responsible for all sales and marketing activities of rehabilitation-related medical devices
- Oversaw daily operations for streamlined efficiency, ensuring timely execution of tasks and optimal resource allocation
- Interviewed and hired talented individuals with top-level strengths, improving organizational talent, and skill set
Education
Diploma - Marketing And Sales Management
The University of British Columbia
Vancouver, BC06.2026
Bachelor of Science - Nursing
The University of Hong Kong
Hong Kong06.2014
High School Diploma -
Ho Fung College
Hong Kong06.2009
Skills
- Pharmaceutical and Medical Device industry expertise
- Nursing skills
- Business trends monitoring
- Account management
- Client relationship building
- CRM/ MS software proficiency
- Sales presentations
- Contract negotiation
- Bid preparations
- Data-driven decision-making
- Product marketing
- Task prioritization
Awards
- Hong Kong National Business Award of Healthcare Technology Category: EVO IQ infusion system and Starling Monitor best business case nomination, Baxter International Inc., 2022
- Best Compliance Ambassador Award (APAC Region), Baxter International Inc., 2020-2022
- Rising Star Award (Best individual annual commercial performance), Baxter International Inc., 2019-2020
Languages
English (CEFR level C1)
Full Professional
Cantonese
Native or Bilingual
Mandarin
Full Professional
Certification
- Registered Nurse, Hong Kong, 2014 to current
- Licensed Practical Nurse, British Columbia, 2024
- Investment Foundations Certificate, CFA, 2024
- Certified Territory Management Trainer, Baxter International Inc., 2022-2023
Volunteer Experience
- Auxiliary Medical Service, Health Protection Unit Grade II Nurse, HKGOV, 2015-2019
References
- Tim Hoh, Senior Worldwide Medical Manager, Baxter International Inc., Toronto, tim_hoh@baxter.com, +1(416)993-1378
- Neo Lam, Country Head, Baxter Healthcare Ltd, Board of Directors at The Hong Kong Association of the Pharmaceutical Industry (Business Unit Director), neo_lam@baxter.com, +852-9779-0399
- Dr. Pun Wai Ming, Doctor in Clinical Psychology, Master in Counseling, Master in Nursing, RN, Assistant Lecturer of School of Nursing, The University of Hong Kong, punwm313@hku.hk, +852-9305-0646
Timeline
Key Account Manager
Baxter Healthcare Ltd.
03.2019 - 06.2023
Medical Advisor
Paul Hartmann Asia Pacific Ltd.
04.2018 - 02.2019
Sales Executive
Paul Hartmann Asia Pacific Ltd.
02.2017 - 03.2018
Product Specialist
Fresenius Kabi Hong Kong Ltd.
02.2016 - 01.2017
Branch Manager
Ceragem Ltd. - Self-run Business
03.2014 - 01.2016
Diploma - Marketing And Sales Management
The University of British Columbia
Bachelor of Science - Nursing
The University of Hong Kong
High School Diploma -
Ho Fung College
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