ASEAN Channel Manager (Medical Device)

Monroe Consulting Group; Remote; MYR 120,000 - 160,000; Full time

Job summary

A leading executive recruitment company is seeking an experienced ASEAN Channel Manager based in Malaysia for a remote role. This position involves driving commercial success across multiple markets, managing distributor performance, and leading strategic planning efforts. The ideal candidate will have at least 10 years of relevant experience, a strong commercial acumen, and a proven ability to manage complex distributor relationships. Key responsibilities include market expansion, commercial negotiations, and cross-functional collaboration.

Qualifications

• Minimum 10 years' experience in regional sales or channel management within healthcare or medical devices.
• Proven track record of managing distributor networks in ASEAN or APAC.
• Strong understanding of healthcare systems and market access pathways in ASEAN.

Responsibilities

• Develop and lead the regional channel strategy to drive market share growth.
• Manage all aspects of distributor performance and assess market potential.
• Identify and onboard new channel partners to support growth initiatives.

Skills

Regional sales management

Distributor relationship management

Strategic planning

Commercial negotiations

Market analysis

Education

Tertiary qualifications in Business, Marketing, Science, or related fields

Job description

Overview

Executive recruitment company Monroe Consulting Group Malaysia is recruiting on behalf of a leading MNC company in medical devices. Our distinguished client is looking for an ambitious and experienced professional for the role of ASEAN Channel Manager. The opportunity is a remote role based in Malaysia.

The Channel Manager - ASEAN Markets is accountable for driving commercial success across Malaysia, Thailand, Hong Kong, Brunei, and select regional distributor-led markets. The role's core purpose is to deliver sustainable revenue growth and market expansion by building, managing, and holding high-performing distributors accountable to strategic and financial goals. This role acts as a key regional growth enabler - responsible not only for optimizing current partnerships, but also for identifying new business opportunities, accelerating product adoption, and executing go-to-market strategies through indirect channels. The role requires a strong balance of strategic planning, tactical execution, commercial governance, and stakeholder leadership.

Job Responsibilities

Channel Strategy & Market Expansion

• Develop and lead the regional channel strategy to drive market share growth, new product penetration, and geographic expansion.
• Assess market potential by country and segment to optimize channel coverage and market access.
• Lead execution of channel-specific go-to-market plans aligned to business unit and portfolio priorities.
• Evaluate and restructure existing distribution models where required to improve agility, efficiency, or profitability.

Distributor Performance & Relationship Management

• Manage all aspects of distributor performance, including target setting, performance reviews, ROI on commercial investments, and adherence to commercial terms.
• Establish structured joint business planning processes and quarterly reviews for each major distributor.
• Implement clear KPIs, dashboards, and performance tracking tools to ensure visibility and accountability.
• Build collaborative, trust-based relationships with distributor leadership to foster alignment and shared success.
• Strengthen indirect engagement with key end-user stakeholders - maintaining positive relationships, building product familiarity, and creating market pull that encourages end users to preferentially request and choose our products through distributor channels.

Business Development & Commercial Execution

• Identify, assess, and onboard new channel partners to support growth in white-space geographies, adjacent segments, or product portfolios.
• Drive execution of sales and marketing initiatives through the distributor network, including product launches, campaigns, and local events.
• Lead commercial contract negotiations, pricing frameworks, and investment planning with all distribution partners.
• Support tender submissions and public procurement opportunities through market insights and channel readiness.

Cross-functional Leadership

• Collaborate with Supply Chain, Regulatory, Finance, and Marketing to support channel readiness and execution.
• Partner with demand planning and operations to ensure inventory availability and reliable supply continuity in all assigned markets.
• Act as the internal advocate for distributor partners while ensuring alignment with company standards and compliance requirements.

Market Intelligence & Competitive Insight

• Monitor market trends, competitive activity, and customer dynamics across the ASEAN region.
• Leverage insights to shape pricing, positioning, promotional activity, and portfolio strategy.
• Represent the company at regional industry forums, distributor conferences, and trade events.

Job Requirements

• Minimum 10 years' experience in regional sales, commercial, or channel management roles within healthcare, medical devices, or B2B consumables.
• Proven track record of managing distributor networks across ASEAN or APAC region, including setting and achieving aggressive sales targets.
• Strong understanding of public and private healthcare systems, market access pathways, and procurement mechanisms in ASEAN.
• Demonstrated ability to lead joint business planning, enforce commercial accountability, and manage channel conflict or transitions.
• Experience launching new products via indirect sales models, with evidence of structured planning and execution.
• High degree of commercial acumen and negotiation capability; able to balance margin, volume, and partner dynamics.
• Tertiary qualifications in Business, Marketing, Science, or related fields
• Strategic Thinking - Translates insights and trends into viable growth strategies
• Executional Excellence - Drives outcomes through rigor, ownership, and structure
• Commercial Acumen - Understands value drivers, pricing, and profitability levers
• Influencing & Relationship Building - Develops credibility and trust across internal and external stakeholders
• Analytical Rigor - Uses data to drive decisions and prioritize actions
• Adaptability - Navigates ambiguity, adjusts quickly to change, and leads through complexity
• Accountability & Results Orientation - Takes ownership for success, addresses barriers proactively.