Business Development Manager

This is a fully remote position, open to applicants in Singapore.

📋 Description

• Identify, assess, and recommend distributor partners in Singapore, Malaysia, Thailand, Indonesia, and the Philippines.

• Lead the due diligence process for distributors and secure Quality organization approval for their onboarding.

• Continuously evaluate and enhance the distributor network.

• Negotiate pricing and discounts with distributors, adhering to Verathon's GDLP framework and delegated authority.

• Manage agreements using standard contract templates and propose non-standard terms for review by the VP of Asia.

• Ensure that pricing and contracts comply with the governance set by the Pricing Committee.

• Create and deliver training on the Airway and Urology portfolio for distributor sales and clinical teams.

• Collaborate with Marketing on product launches and develop onboarding and certification frameworks.

• Provide clinical and technical support during evaluations and case reviews.

• Cultivate local product champions.

• Hold partners accountable for their forecasts, pricing execution, revenue targets, and contractual commitments.

• Drive corrective actions and escalate significant changes in partnerships to the VP of Asia.

• Monitor competitive conflicts of interest and ensure compliance with anti-corruption and anti-bribery regulations.

• Own forecast inputs and maintain pipeline visibility in Salesforce/CRM.

• Oversee the complete tender/RFP strategy for public and institutional healthcare bids across five markets.

• Develop Total Cost of Ownership (TCO) models and health economic value dossiers.

• Coordinate bid compliance efforts with distributor teams, Legal, and Regulatory departments.

• Track tender win/loss results and pipeline data for quarterly business reviews.

• Build relationships with Key Opinion Leaders (KOLs), healthcare institutions, government health agencies, regulatory bodies, and professional societies.

• Represent Verathon at regional conferences and industry events.

• Monitor competitive activities and market dynamics.

• Conduct structured quarterly business reviews for the VP of Asia.

• Collaborate with Customer Care, Technical Service, Finance, and Marketing on distributor operations.

⛳️ Requirements

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

• 5–7 years of experience in business development, channel/distributor management, or commercial roles specifically within medical devices, capital equipment, or healthcare sectors.

• Strong product and clinical knowledge in airway management, urology, or similar surgical/endoscopy equipment.

• Ability to navigate healthcare regulatory, tender/RFP, and pricing/contract processes across various Southeast Asian markets.

• Experience in creating health economic/TCO value propositions to secure GPO and tender wins.

• Proven track record in selecting, negotiating with, and managing distributor/channel partners within standardized pricing and contract frameworks.

• Comfortable working across multiple countries and cultures without a local reporting structure.

• Familiarity with anti-corruption and anti-bribery compliance requirements, such as the FCPA.

• Fluent in English; proficiency in Bahasa, Thai, or Tagalog is a strong advantage.

• Willingness and ability to travel regionally, often with short notice.

🏝️ Benefits

• Remote work model.

• Opportunities for regional travel.

• Development opportunities in training and certification programs.

• Chance to represent Verathon at regional conferences and industry events.