The Sales Manager for Thailand & Vietnam is responsible for driving commercial growth, market penetration, distributor performance, and key customer engagement across both markets. This position will lead the execution of sales strategies, manage channel partners, oversee product launches and registrations, and ensure alignment with regional business priorities.
The SM will work closely with cross-functional teamsincluding Marketing, Clinical Application, RAQA, Supply Chain, and Financeto deliver sustainable revenue growth and strengthen the company's presence in Thailand and Vietnam.
Responsibilities
Sales & Business Development
- Develop and execute strategic sales plans for Thailand and Vietnam to achieve annual revenue targets.
- Identify new business opportunities, market segments, and product expansion potential.
- Lead sales forecasting, budgeting, and performance reviews for both countries.
- Manage tender submissions, price strategy, and competitive positioning.
Distributor Management
- Manage distributors in Thailand and Vietnam with clear KPIs and quarterly reviews.
- Monitor distributor performance, ensure compliance with commercial policies, and provide continuous sales enablement.
- Conduct routine business reviews and joint customer visits with distributors.
- Strengthen distributor capabilities in product knowledge, clinical support, and market execution.
Key Customer & KOL Engagement
- Build strong relationships with surgeons, hospitals, procurement teams, and government stakeholders.
- Support clinical evaluations, workshops, and KOL development programs.
- Collaborate with the marketing and clinical teams to drive product adoption and brand visibility.
Product Registration & Market Access
- Coordinate with RAQA teams and local partners to oversee product registration submissions and approvals.
- Ensure timely renewal and compliance of licenses for all product categories.
- Work with commercial teams to plan product launch strategies, pricing frameworks, and market access pathways.
Marketing Execution & Events
- Plan and support participation in national congresses, workshops, masterclasses, and hospital demos.
- Provide market intelligence on competitor activities, pricing trends, and market dynamics.
- Ensure all marketing materials comply with local regulatory and corporate guidelines.
Operational Excellence
- Coordinate with supply chain for order planning, stock fulfilment, and customer delivery timelines.
- Ensure accurate reporting of sales activities, pipeline updates, and CRM data.
- Uphold compliance with internal SOPs, ethical standards, and local market regulations.
Qualifications
Education & Experience
- Bachelor's degree in Business, Life Sciences, Biomedical Engineering, or related field.
- Minimum 58 years of sales or business development experience in medical devices (surgical, laparoscopic, endoscopy, energy, or consumables preferred).
- Proven track record in distributor management and achieving sales targets.
- Experience in Thailand or Vietnam healthcare markets is required; dual-market experience is an advantage.
Skills & Competencies
- Strong negotiation, communication, and commercial planning skills.
- Excellent relationship-building capabilities with surgeons, KOLs, and distributors.
- Ability to work independently with strong ownership and accountability.
- Strategic thinking with hands-on execution capability.
- Fluent in English; Thai or Vietnamese language skills are a strong plus.
- Ability to travel 4060% across both markets.
Key Performance Indicators (KPIs)
- Achievement of annual sales targets for Thailand and Vietnam.
- Distributor performance (sell-in/sell-out growth, coverage, compliance).
- Successful and timely product registrations and launches.
- Expansion of hospital accounts and KOL engagement programs.
- Market share improvement across priority product categories.
