Job Description : Regional Sales & Market Development Manager – Advanced Heart Failure (Southeast Asia)
Role Overview
The Regional Sales & Market Development Manager is responsible for driving commercial performance, therapy adoption, and operational execution for Advanced Heart Failure solutions across Southeast Asia. The role combines strategic regional leadership with hands-on territory execution, including sales, clinical support, KOL engagement, and distributor management.
Key Responsibilities
- Sales Execution & Territory Management
- Conduct product in-servicing and sales calls to current and prospective customers across assigned territories
- Develop and execute territory-specific sales plans to achieve revenue targets and maximize market share
- Maintain account profiles, sales tracking, and forecasting reports for all key customers
- Drive new business acquisition through value-based selling vs. conventional therapies
- Ensure customer retention and satisfaction through consistent engagement and support
- Commercial & Regional Leadership
- Deliver top-line revenue growth and manage operating expenses across Southeast Asia
- Lead direct sales for Acute Surgical portfolio (Singapore) and partner with distributors on Chronic MCS
- Ensure accurate forecasting and pipeline management to support financial planning and resource allocation
- Operate effectively within a remote leadership structure, demonstrating autonomy and accountability
- Market & Therapy Development
- Plan and execute sales and marketing initiatives to drive therapy adoption and achieve marketing objectives
- Lead Advanced Heart Failure therapy expansion, including Chronic MCS and Acute Surgical portfolios
- Identify and address barriers to referral pathways and therapy adoption
- Generate and utilize market intelligence (competitor activity, pricing, customer insights, policy changes)
- Maintain strong understanding of local healthcare policies and market dynamics
- KOL Engagement & Clinical Education
- Identify and develop Key Opinion Leaders (KOLs) in Cardiology and Cardiothoracic Surgery
- Execute clinical education programs, including :
- Webinars, conferences, and roundtables
- Hands-on workshops and device implantation training
- On-site and remote proctorships
- Provide training to nurses, referral physicians, and healthcare professionals
- Foster long-term partnerships with established and emerging KOLs
- Distributor & Channel Management
- Manage distributor partners across Southeast Asia
- Conduct quarterly business reviews, ensuring alignment on performance and growth plans
- Oversee inventory and consignment stock management within assigned territories
- Ensure accurate sales reporting and inventory control
- Maintain distributor clinical certification and service standards
- Clinical Support & Product Expertise
- Provide technical and clinical support across the care continuum : Operating Room, ICU, wards, and clinics
- Deliver product training and in-servicing to healthcare professionals and internal teams
- Maintain deep expertise in heart failure therapies and device application
- Serve as an expert trainer and mentor, supporting capability development across the region
- Operations, Compliance & Quality
- Manage customer complaints in a timely manner in accordance with company policies and regulatory requirements
- Ensure all activities comply with Abbott Medical SOPs and SEA regulatory standards
- Support clinical research activities where required
- Perform additional duties and responsibilities as assigned by the supervisor
Key Requirements
Education
Bachelor's degree in Science, Biomedical Engineering, Biology, or Health Sciences
Experience
- Minimum 5–8 years experience in medical device sales, preferably in cardiology or cardiothoracic surgery
- Strong understanding of heart failure therapies and clinical environments
- Experience in territory management, distributor management, and regional markets is preferred
Skills & Competencies
- Strong sales execution and territory management capability
- Excellent clinical aptitude and ability to provide technical support
- Proven ability to engage and influence KOLs and healthcare professionals
- Strong analytical skills, including forecasting and market intelligence gathering
- High level of ownership, discipline, and self-motivation
- Effective communication, training, and stakeholder management skills
- Strong understanding of compliance, quality, and regulatory standards
Success Metrics
- Achievement of sales targets and revenue growth
- Market share expansion and therapy adoption rates
- Strength and engagement of customer and KOL relationships
- Accuracy of forecasting and territory planning
- Quality of clinical support, training, and customer satisfaction
- Distributor performance and inventory discipline
