HEAD OF COMMERCIAL SALES (Located in East China)
Employer: Richard Wolf Medical Device Manufacturing (Taicang) Co., Ltd
The company
Richard Wolf is a globally recognized German medical technology company with more than 100 years of expertise in minimally invasive endoscopy and precision engineering. The company develops and manufactures advanced imaging and surgical solutions used across specialties such as urology, general surgery, gynecology, orthopedics, pulmonology, thoracic surgery, spine surgery, proctology, pediatrics and shockwave technology. With over 20 subsidiaries and more than 130 regional offices worldwide, Richard Wolf maintains strong collaboration with leading clinicians and medical institutions.
In China, Richard Wolf has built a solid commercial presence supported by its manufacturing facility in Taicang, Jiangsu Province, which enhances local production, assembly, and service capabilities. The company continues to strengthen its sales and service network across Greater China, reinforce long‑term distributor partnerships, and expand clinical education efforts. With consistent investment and a commitment to high‑quality localized operations, Richard Wolf is positioned for steady, long‑term growth in the Chinese market.
What makes this organization particularly attractive?
- Heritage of Innovation: A century of engineering excellence and clinical innovation, with a strong global reputation in minimally invasive surgical technologies.
- Global & Local Strength: A mature international organization with a growing and stable footprint in China, supported by the Taicang manufacturing site and an established clinical and service network.
- Quality & Clinical Confidence: Products trusted by leading hospitals and specialists worldwide, backed by German engineering and continuous R&D investment.
- Long‑Term Commitment to China: Ongoing investments in clinical education, distributor capability building, and localized service ensure sustainable, strategic growth in the region.
The role
As the Head of Commercial Sales, China, you will lead Richard Wolf’s commercial activities across the country, taking responsibility for distributor management, key account development, team leadership, and overall market execution. You will define the commercial roadmap, coach a small but high‑impact sales team, and work closely with Greater China leadership to ensure alignment with global strategy.
- Lead China commercial operations with full responsibility for sales performance, distributor engagement, and key account development.
- Manage and coach a sales team of approximately six people, fostering a culture of high performance, collaboration, and continuous improvement.
- Strengthen strategic relationships with distributors and major hospitals across key provinces.
- Drive execution of commercial strategies, pricing frameworks, and annual business plans.
- Ensure strong communication and alignment with global and regional teams, including Global Sales, Marketing, Quality, Regulatory Affairs, R&D, Production, and Service.
- Oversee forecasting, sales pipeline quality, and overall market visibility using structured and data‑driven approaches.
- Monitor competitive trends and market developments to identify growth opportunities or risks.
- Support training, product demonstrations, and clinical engagement initiatives to reinforce brand presence.
- Collaborate with the Taicang facility and service teams to ensure high‑quality customer support and operational readiness.
- Represent Richard Wolf’s values, quality standards, and customer‑centric mindset in all commercial activities.
Who will report to me?
You will lead the China sales team, including sales managers and commercial support roles.
Who will I report to?
You will have a functional reporting line to the Director of Sales Greater China, located at the HQ in Germany and a disciplinary reporting line to the General Manager Greater China, located in China.
What is the compensation?
The company offers a competitive base salary and an incentive structure linked to commercial performance. Specifics can be shared during a confidential discussion.
Where will I be located?
This role is based in China, with a preference for candidates located in the Jiangsu–Zhejiang–Shanghai region, given proximity to key customers and the Taicang facility. Regular travel to distributors, hospitals, and regional partners will be required.
The ideal candidate
- Minimum 8 years of experience in sales or commercial roles within B2B industries such as medical technology, capital goods, industrial equipment, or technology‑driven sectors.
- Experience in medical devices or endoscopy is a plus but not required.
- Proven ability to lead and develop small sales teams with strong coaching and communication skills.
- Successful track record in managing distributors and driving structured commercial execution.
- Strong stakeholder management capabilities with hospitals, clinical users, or complex B2B customers.
- Able to establish and maintain close working relationships with representatives from government, private hospitals, government hospitals, and military hospitals.
- Fluent in Mandarin and English, with strong cross‑cultural awareness.
- Data‑driven decision maker with solid analytical and planning skills.
- Able to work both strategically and hands‑on in a customer‑focused environment.
- Motivated, collaborative, and capable of operating in an international matrix structure.
Interested in this position?
If this sounds like you and you’re interested in learning more about this position, we’d love to hear from you.
Please get in touch with your CV.
Your contact persons
Partner, FES Partners
tmueller@fespartners.com
Associate, FES Partners
About FES Partners
FES Partners is the boutique executive search firm of choice for international mid‑sized companies seeking excellence and growth in China, Japan and Southeast Asia. For 40+ years, top talent and global market leaders have trusted us to find the perfect match, helping to turn their ambitions and potential into a reality.