Business Development Manager

Company Overview

Verathon is a global medical device company focused on supporting customers by being their trusted partner, delivering high-quality products that endure over time and ensure clinical and economic utility. Two areas where Verathon has significantly impacted patient care, and become the market leader in each, are bladder volume measurement and airway management. The company’s BladderScan portable ultrasound and GlideScope video laryngoscopy & bronchoscopy systems effectively address unmet needs for healthcare providers and meaningfully raise the standard of care for patients. Verathon, a subsidiary of Roper Technologies, is headquartered in Bothell, Washington, USA and has international subsidiaries in Canada, Europe and Asia Pacific. For more information, please visit www.verathon.com.

Overview

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 — the VP of Asia retains contract ownership and sign-off
• 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; escalate immediately if issues arise
• 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) — sufficient to train and hold credibility with distributor teams and clinicians directly
• Demonstrated ability to navigate healthcare regulatory, tender/RFP, and pricing/contract processes across multiple SE Asia markets, including building health economic/TCO value propositions for GPO and tender wins
• Experience selecting, negotiating with, and managing performance of distributor/channel partners within standardized pricing/contract frameworks — this is not a bag-carrying rep role
• Comfortable operating across multiple countries and cultures without a local reporting structure; working knowledge of anti-corruption/anti-bribery compliance requirements (e.g., FCPA)
• 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, not just quota focus

Success Metrics (First 12 Months)

• Partner Selection: Quality/fit of newly recommended partners (ramp speed, early performance); 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