Our client is a pioneering, global medical technology innovator specializing in disruptive, non-invasive, image-guided therapeutic platforms. Their advanced surgical technology changes the way complex diseases are treated, offering patients incision-free alternatives to traditional surgery. As they scale our footprint across key Asia-Pacific markets, they are seeking a high-caliber commercial leader to drive capital equipment adoption, center creation, and market expansion.
Requirements
Education & Experience
Degrees: Bachelor’s degree in Life Sciences, Biomedical Engineering, Business, or a related field.
Experience: 5–8 years of high-performance medical device and/or complex capital equipment sales experience.
Track Record: Proven success in selling high-value, multi-departmental capital systems within the APAC healthcare landscape.
Institutional Knowledge: Strong understanding of hospital procurement structures, complex tender processes, and capital budgeting cycles across both public academic institutions and private hospital groups.
Language Skills: Full fluency in written and spoken English is required; proficiency in additional regional languages is a distinct advantage.
Travel: Willingness to travel extensively across the APAC region (approx. 30%).
Preferred Qualifications
Clinical Verticals: Prior experience selling image-guided therapies, advanced energy-based surgical platforms, stereotactic systems, or complex equipment into multi-disciplinary environments (e.g., advanced neurosurgery, radiology, oncology, or interventional suites).
Market Exposure: Prior commercial familiarity with regional healthcare markets such as Korea, India, and Australia.
Disruptive Technology: Experience scaling newly approved or highly disruptive medical technologies from early market adoption to broader commercialization.
Health Economics: Familiarity with reimbursement-driven selling and positioning health economics data to C-suite hospital administrators.
Imaging Modalities: Basic familiarity with advanced diagnostic imaging platforms (e.g., MR, CT) is highly advantageous.
Key Competencies
Strategic Execution: Ability to think strategically while remaining highly execution-oriented and hands-on in the field.
Executive Presence: Exceptional communication, presentation, and negotiation skills tailored for C-suite hospital executives and senior clinicians.
Clinical Credibility: High learning agility with the capacity to engage peer-to-peer with leading medical specialists.
Cultural Fluency: Ability to navigate diverse business cultures and regulatory environments across the APAC landscape.
Resilience: Proven adaptability and stamina required to navigate long, complex capital equipment sales cycles.
Key Responsibilities
1. Sales & Revenue Leadership
Target Ownership: Own and deliver APAC regional sales targets for proprietary high-value capital systems, service contracts, and specialized consumables.
Strategic Execution: Develop and execute country-specific commercial strategies aligned with regional growth priorities across designated APAC markets (e.g., North Asia, South Asia, and Australasia).
Pipeline Management: Drive pipeline creation, deal progression, and complex contract closure with academic hospitals, private hospital groups, and healthcare networks.
Tender & Deal Structuring: Lead complex capital equipment tenders, institutional negotiations, and commercial contracting, including multi-year and multi-system frameworks.
Site Success: Collaborate with internal clinical and application teams to ensure rapid post-sale site onboarding, clinical adoption, and expansion of treatment volumes.
Channel Governance: Act as the primary point of contact and strategic lead for specialized business partners and distributors within your assigned territories.
2. Market Development & Center Creation
New Site Development: Identify and establish new advanced therapeutic centers by engaging hospital leadership, economic buyers, and multi-disciplinary clinical departments (including advanced surgery, radiology, and interventional specialties).
Centers of Excellence: Support the creation and execution of a Center of Excellence (CoE) strategy, building a network of reference sites, lighthouse accounts, and regional clinical training hubs.
Indication Scaling: Enable market penetration and indication expansion strategies as localized regulatory approvals and reimbursement landscapes evolve.
3. Key Stakeholder & KOL Engagement
Relationship Architecture: Build and sustain strategic relationships with key opinion leaders (KOLs), department heads, multi-disciplinary clinicians, economic buyers, and hospital executives.
Value Proposition: Partner with leading physicians to effectively articulate the clinical, economic, and patient-outcome value propositions of our disruptive platform.
Industry Presence: Support and leverage regional scientific meetings, clinical workshops, site visitations, and symposia to build clinical awareness and market demand.
4. Distributor & Channel Management
Partner Enablement: Manage and optimize APAC distributor networks, establishing clear commercial goals, forecasting models, and rigorous performance management.
Commercial Support: Deliver advanced sales training, complex deal support, and strategic commercial guidance to distributor sales forces.
Channel Optimization: Continually evaluate distributor capability and recommend channel optimization strategies or direct-to-market transitions where appropriate.
5. Forecasting, Planning & Reporting
Commercial Hygiene: Maintain rigorous and accurate sales forecasts, opportunity tracking, and CRM hygiene.
Leadership Reporting: Provide structured, regular updates to regional commercial leadership regarding pipeline health, market dynamics, competitive activity, and risk mitigation.
Business Planning: Contribute to annual operating plans, territory prioritization frameworks, pricing strategies, and institutional quotation workflows.
Process Adoption: Implement the corporate Commercial Playbook across business partners to establish a unified, high-performance sales culture.
6. Cross-Functional Collaboration
Marketing Alignment: Collaborate closely with Marketing on targeted go-to-market campaigns, clinical value messaging, and new regional product launches.
Clinical & Operations: Partner with Clinical Applications and Service/Operations teams to ensure seamless system installations, maximum platform uptime, and high customer satisfaction.
Market Access: Align with Market Access and Health Economics teams to leverage regional reimbursement strategies and localized economic value dossiers.
Private-Pay Strategy: Contribute to specialized commercial plans designed to maximize market penetration within the private-pay and self-pay healthcare sectors across APAC.