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

1. 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

2. 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

3. 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

4. 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

5. 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

6. 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

7. 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