Regional Sales Manager

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