[Hiring] Business Development Manager @Verathon

Role Description

This is a commercial execution role — a genuine product expert with sharp market knowledge who can hold their own in a distributor sales meeting, a hospital tender review, or a pricing negotiation. The BDM owns the performance of Verathon's distributor network across Singapore, Malaysia, Thailand, Indonesia, and the Philippines — markets significantly underpenetrated relative to Verathon's global footprint, with substantial room to grow.

The VP of Asia retains final contract ownership; this role drives the day-to-day commercial work, measured on three things:

• Finding the right partners — identifying and recommending distributors who can perform in-market
• Educating and influencing them — building partner sales teams' clinical and commercial capability
• Holding them accountable — to forecasting, pricing, and revenue targets, including compliant conduct in government and tender dealings

Best suited to someone who has managed distributor performance before and drives outcomes through product credibility and follow-through rather than a direct reporting line.

Responsibilities

• Partner Identification & Selection (~10%)
  • 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
• Distributor Negotiation & Commercial Terms (~15%)
  • 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
  • Ensure all pricing and contracting activity aligns with Pricing Committee governance
• Partner Education & Influence (~25%)
  • 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
• Partner Accountability & Performance Management (~20%)
  • 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
  • Own forecast input and pipeline visibility (Salesforce/CRM); drive revenue growth and margin discipline together, not one at the expense of the other
• Tender & Public Bid Management (~10%)
  • 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
• Stakeholder Relationships & Market Intelligence (~15%)
  • 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
• Cross-Functional Operational Support (~5%)
  • 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

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 (airway management, urology, or comparable surgical/endoscopy equipment)
• 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
• Comfortable operating across multiple countries and cultures without a local reporting structure
• 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
• 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

Success Metrics (First 12 Months)

• Partner Selection: Quality/fit of newly recommended partners; 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

Skills

• 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