Business Development Manager, South Asia

• →Identify, evaluate, and recommend distributor partners across all five markets based on market reach, capability, and strategic fit
• →Lead due diligence before onboarding; ensure new distributors are approved by Verathon's Quality organization per regulatory requirements
• →Continuously assess the distributor network and evolve the partner mix as the business grows

• Negotiate distributor pricing and discounts within Verathon's GDLP framework and delegated authority; escalate requests outside standard parameters to the VP of Asia
• Manage agreements using Verathon's standard contract templates; recommend non-standard terms for the VP of Asia's review — the VP of Asia retains contract ownership and sign-off
• Ensure all pricing and contracting activity aligns with Pricing Committee governance

• Design and deliver training on Verathon's Airway and Urology portfolio for distributor sales and clinical teams; partner with Marketing on product launches so teams are trained and equipped ahead of time
• Build referral networks and a repeatable onboarding/certification framework to accelerate adoption and ramp new reps quickly
• Provide direct clinical/technical support during evaluations and case reviews; develop "local champions" who can carry product advocacy independently

• Hold partners accountable to forecasting discipline, pricing execution, and revenue targets through structured business reviews; drive corrective action when targets or contractual commitments are missed
• Address underperformance proactively and constructively, escalating to the VP of Asia when more significant partnership changes are warranted
• Monitor partners on an ongoing basis for competitive conflicts of interest and for compliance with anti-corruption/anti-bribery requirements in government and tender dealings; escalate immediately if issues arise
• Own forecast input and pipeline visibility (Salesforce/CRM); drive revenue growth and margin discipline together, not one at the expense of the other

• Own end-to-end tender/RFP strategy for public and institutional healthcare bids across all five markets, from opportunity identification through submission
• Build TCO models and health economic value dossiers to justify premium pricing in cost-constrained, GPO-driven public healthcare systems
• Coordinate with distributor teams, Legal, and Regulatory on bid compliance; develop competitive bid positioning with Commercial Ops and Pricing
• Track win/loss outcomes and tender pipeline as a standing input to quarterly business reviews

• Build relationships with KOLs, reference sites, healthcare institutions, government health agencies, regulatory bodies, and professional societies relevant to market access and tender success
• Represent Verathon at regional conferences and industry events
• Monitor competitive activity (e.g., Ambu, Olympus) and market dynamics; champion digital/AI tools to improve territory planning, forecasting, and distributor productivity
• Deliver structured quarterly business reviews to the VP of Asia — what's working, what isn't, and what needs escalation

• Coordinate with Customer Care, Technical Service, Finance, and Marketing to keep distributor operations running smoothly — order flow, service issues, credit terms, and product end-of-life transitions

• 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 (airway management, urology, or comparable surgical/endoscopy equipment) — sufficient to train and hold credibility with distributor teams and clinicians directly
• Demonstrated ability to navigate healthcare regulatory, tender/RFP, and pricing/contract processes across multiple SE Asia markets, including building health economic/TCO value propositions for GPO and tender wins
• Experience selecting, negotiating with, and managing performance of distributor/channel partners within standardized pricing/contract frameworks — this is not a bag-carrying rep role
• Comfortable operating across multiple countries and cultures without a local reporting structure; working knowledge of anti-corruption/anti-bribery compliance requirements (e.g., FCPA)
• Fluent English required; Bahasa, Thai, or Tagalog a strong plus
• Willing and able to travel regionally, often on short notice

• Track record of building training or certification programs from scratch
• Experience managing distributor transitions without disrupting revenue continuity
• Existing market knowledge/relationships within Singapore, Malaysia, Thailand, Indonesia, or the Philippines healthcare systems
• "Customer first" mentality — proactive service orientation with clinicians and distributor partners, not just quota focus

• Partner Selection: Quality/fit of newly recommended partners (ramp speed, early performance); time-to-resolution on underperforming relationships
• Education & Influence: Distributor training/certification completion rates; adoption metrics for priority products
• Accountability: Revenue growth and margin performance by country vs. target; forecast accuracy; pricing/contract compliance; zero unresolved compliance red flags; tender win rate and pipeline generated

Business Development, Distributor Management, Channel Sales, Partner Selection & Due Diligence, Pricing Strategy, Contract Negotiation, Health Economics & TCO Modeling, Anti-Corruption Compliance, Conflict of Interest Monitoring, Clinical Education, Sales Training, Territory Planning, Tender & RFP Management, Public Procurement, Key Account Management, KOL Engagement, Government & Regulatory Relations, Relationship Building, Market Research, Competitive Intelligence, Product Launch Support, Cross-Functional Collaboration, Performance Management, Salesforce/CRM Reporting, Negotiation, Medical Device Sales, Southeast Asia Market Expertise