Southeast Asia Distributor Growth Leader (Remote)

Verathon; Singapore; Remote; SGD 100,000 - 160,000; Full time

Job summary

Verathon is seeking a Business Development Manager, South Asia to oversee distributor performance across Singapore, Malaysia, Thailand, Indonesia, and the Philippines from a remote Singapore base. The role emphasizes partner identification, pricing strategy, education, and governance to drive revenue growth.

You will negotiate terms, manage contracts, and develop training programs with close collaboration with Marketing and Clinical teams.

Qualifications

• Bachelor's degree in Business, Life Sciences, Healthcare, or related field.
• 5–7 years of experience in business development, channel/distributor management, or commercial roles within medical devices, capital equipment, or healthcare.
• Strong product and clinical knowledge of relevant device categories to train distributor teams and clinicians.
• Demonstrated ability to navigate healthcare regulatory, tender/RFP, and pricing/contract processes across multiple SE Asia markets.
• Experience selecting, negotiating with, and managing performance of distributor/channel partners within standardized pricing/contract frameworks.
• Comfortable operating across multiple countries and cultures without a local reporting structure; knowledge of anti-corruption/anti-bribery compliance (e.g., FCPA).
• Fluent English required; Bahasa, Thai, or Tagalog a strong plus.
• Willing and able to travel regionally, often on short notice.
• Preferred: Track record of building training or certification programs from scratch.
• Preferred: Experience managing distributor transitions without disrupting revenue continuity.
• Preferred: Existing market knowledge/relationships within Singapore, Malaysia, Thailand, Indonesia, or the Philippines healthcare systems.
• Preferred: "Customer first" mentality — proactive service orientation with clinicians and distributor partners, not just quota focus.

Responsibilities

• Identify, evaluate, and recommend distributor partners across five markets.
• Lead due diligence before onboarding; ensure new distributors are approved by Verathon's Quality organization.
• Continuously assess the distributor network and evolve the partner mix as the business grows.
• Negotiate distributor pricing and discounts within GDLP framework; escalate outside parameters to VP Asia.
• Manage agreements using standard templates; recommend non-standard terms for VP Asia review.
• Ensure pricing/contract activity aligns with Pricing Committee governance.
• Design and deliver training on Airway and Urology portfolio for distributor teams.
• Partner with Marketing on product launches so teams are trained ahead of time.
• Build referral networks and onboarding/certification framework.
• Provide clinical/technical support during evaluations and case reviews; develop local champions.
• Hold partners to forecasting discipline, pricing execution, revenue targets via reviews.
• Address underperformance; escalate to VP Asia when needed.
• Monitor for compliance issues in government/tender dealings; escalate as needed.
• Own forecast input and pipeline visibility in Salesforce/CRM; drive revenue/margin together.
• Own end-to-end tender/RFP strategy for public and institutional bids.
• Build TCO models and health economic value dossiers for premium pricing.
• Coordinate with distributor teams, Legal, and Regulatory on bid compliance.
• Track win/loss outcomes and tender pipeline.

Skills

Distributor Management

Channel Sales

Pricing & Contracts

Healthcare Industry

Tender/RFP Management

Market Access

Sales Forecasting

Cross-Cultural Communication

KOL Engagement

Education

Bachelor's degree in Business, Life Sciences, Healthcare, or related field

Job description

Verathon is seeking a Business Development Manager, South Asia to oversee distributor performance across Singapore, Malaysia, Thailand, Indonesia, and the Philippines from a remote Singapore base. The role emphasizes partner identification, pricing strategy, education, and governance to drive revenue growth.

You will negotiate terms, manage contracts, and develop training programs with close collaboration with Marketing and Clinical teams.