Candidate must reside in the APAC Region.Job Summary
Reporting to the Senior Director of International Sales, the Head of Business is accountable for the company's commercial performance and brand reputation within the assigned region.
This role leads a hybrid commercial model, managing both distributor partners and direct sales teams, ensuring optimal route-to-market execution based on regional dynamics. This role is responsible for driving sustainable revenue growth, strengthening partner performance, and delivering high-quality customer engagement across all channels.
Key Responsibilities
Regional Commercial Leadership
- Define and execute the regional commercial strategy, optimizing the balance between distributor-led and direct sales channels.
- Deliver and exceed regional revenue targets, ensuring profitable and sustainable growth.
- Own regional business planning, including forecasting, budgeting, and resource allocation.
Distributor Management (Primary Focus in Distributor-Led Markets)
- Develop and execute a structured distributor strategy aligned to regional growth objectives.
- Drive distributor accountability through clear KPIs, performance tracking, and formal business reviews.
- Identify and address capability gaps through training, coaching, and commercial support.
- Ensure consistent brand representation, pricing discipline, and compliance across all distributor activities.
- Partner with the Senior Director of International Sales to lead contract negotiations and manage commercial terms with distributor partners.
Direct Sales Leadership (Primary Focus in Direct Markets)
- Build, lead, and develop high-performing direct sales teams across the region.
- Drive disciplined sales execution, pipeline management, and conversion performance.
- Establish clear performance metrics and accountability frameworks for all team members.
- Coach and develop team capability to ensure strong clinical, technical, and commercial expertise.
- Identify opportunities to transition from distributor to direct models where strategically appropriate.
Market Development and Customer Engagement
- Build and maintain strong relationships with key surgeons, KOLs, and healthcare institutions.
- Identify new market opportunities and drive expansion strategies.
- Ensure consistent, high-quality customer engagement across all channels.
Cross-Functional Collaboration
- Partner with Marketing to drive product positioning, market development, and demand generation.
- Collaborate with Sales Training to enhance capability across both distributor and direct sales teams.
- Align with Regulatory, Operations, and Finance to ensure compliant and efficient market execution.
Performance and Governance
- Lead structured quarterly business reviews across both distributor and direct sales channels.
- Ensure accurate and timely forecasting (weekly, monthly, annual).
- Maintain full compliance with company policies, quality systems, and regulatory requirements.
Talent and Organization Development
- Recruit, develop, and retain top talent across both direct and indirect sales structures.
- Build succession plans and strengthen leadership capability within the region.
- Foster a high-performance, accountable, and collaborative culture.
Qualifications & Requirements
- Bachelor's degree in business or related field; MBA preferred.
- 5+ experience in international regional sales leadership within medical devices or a related industry.
- Proven track record managing both distributor networks and direct sales teams.
- Strong commercial acumen, including contract negotiation and channel strategy.
- Demonstrated ability to drive growth in complex, multi-market environments.
- Excellent leadership, coaching, and stakeholder management skills.
- Strong analytical and strategic thinking capabilities.
- Ability to travel internationally approximately 70%.
Key Success Factors
- Ability to optimize route-to-market (distributor vs direct).
- Strong partner management and influence without direct control.
- Execution discipline across diverse markets.
- Commercial agility and strategic decision-making.
