We are the people who give possibilities purpose
BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our Purpose, and it’s no small feat. It takes the imagination and passion of all of us—from design and engineering to the manufacturing and marketing of our billions of MedTech products per year—to look at the impossible and find transformative solutions that turn dreams into possibilities.
Job Description
Channel & Distributor Management
Lead distributor strategy, selection, onboarding, capability building, product - solution training, performance management and commercial execution across assigned markets (Malaysia, Philippines, Thailand, Vietnam).
Drive trade sales/revenue, work with distributor to develop country growth plan based on customer needs, market potential, competitive dynamics and BD - distributors resources.
Establish operating cadence and performance reviews covering revenue, funnel, account activity, forecast, capability gaps and corrective actions.
Manage distributor agreement activities in partnership with Legal, Compliance, Finance and country stakeholders, including business requirements, commercial terms, governance, renewals and adherence to agreed obligations.
Monitor markets and competitor developments, channel effectiveness and business performance; propose actions to improve market access, funnel conversion and business sustainable growth.
Market Development & New-Account Acquisition
Identify, target and engage new hospitals, healthcare networks and priority customer segments; convert market whitespace into qualified opportunities.
Drive top-of-funnel demand generation and maintain strong opportunity qualification, prioritization and conversion discipline.
Partner with country in market sales and distributors to progress priority accounts, tenders and complex capital-equipment opportunities.
Build relationships with relevant hospital stakeholders across C-suite pharmacy, nursing, IT, biomedical/engineering, procurement and hospital management.
Collaborate with Marketing, Clinical, Professional Services and Application/Technical teams to lead coordinated solution pitches, value propositions and business cases for new accounts/new markets.
Regional Leadership & Commercial Execution
Deliver trade sales/revenue, maintain visibility of funnel health, forecast, purchase order - shipment progress, risks and opportunities.
Monitor market, competitor and channel performance; recommend actions to improve access, execution to drive business sustainable growth.
Coordinate cross-countries and cross-functional stakeholders in a matrix environment, with regular travel across assigned markets.
Operate effectively across multiple countries and cultures, influencing stakeholders without direct authority and coordinating complex cross-functional initiatives.
Ensure projects under the ownership of the role are delivered within approved budget, timelines and meet required quality standards.
Experience & Qualifications
Bachelor's degree in Business, Pharmacy, Biomedical Engineering, Healthcare or a related field; MBA or postgraduate qualification is an advantage.
Minimum 8 years of relevant commercial experience in medical equipment devices, healthcare technology, hospital solutions or a related industry, including at least 3 years at manager level or equivalent.
Demonstrated experience in distributor/channel management, market development in multi-countries.
Experience in capital equipment, complex solution selling, hospital technology or healthcare automation is strongly preferred; pharmacy automation industry experience is an advantage.
Strong commercial acumen, communication, presentation, negotiation and stakeholder-management skills in English; additional Southeast Asian language capability is an advantage.
Why Join Us?
To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of healthcare. At BD, you’ll discover a culture in which you can learn, grow and thrive.
We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.
To learn more about BD visit https://bd.com/careers.
Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, and other legally protected characteristics.
Required Skills
Optional Skills
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Primary Work Location
MYS Kuala Lumpur - Damansara Heights
Additional Locations
PHL Manila - Taguig City
Work Shift
