commercial director.

1. Regional Growth & P&L Leadership

• Steer regional P&L to deliver revenue, gross profit, margin expansion, market share, and customer retention targets across all four countries.
• Translate corporate goals into clear, actionable country roadmaps, commercial milestones, and resource allocation models.
• Deepen strategic relationships with key principals and tier-one customers, actively participating in closing high-value opportunities.
• Enforce commercial governance and pricing discipline to safeguard margins and optimize cash flow.

2. Commercial Talent & Leadership Development

• Directly coach, manage, and hold accountable the Heads of Sales in 4 countries within SEA, instilling ownership of localized performance.
• Build a sustainable regional talent pipeline, succession readiness, and a culture centered on collaboration, high performance, and continuous development.
• Raise front-line commercial capability across markets through structured coaching rhythms, objective-driven reviews, and clear performance standards.

3. Commercial Excellence & Coverage Optimization

• Institutionalize a disciplined commercial operating rhythm covering CRM management, pipeline hygiene, predictive forecasting, KPI dashboards, and quarterly business reviews.
• Re-engineer sales territories, account segmentation, and coverage models to deploy commercial resources where they generate the highest ROI.
• Clarify organizational boundaries across field sales, business development, inside sales, sales administration, and Customer Care to eliminate administrative drag and maximize client-facing selling time.
• Standardize core processes, decision rights, and operating cadences across markets while accommodating unique local regulatory and commercial nuances.
• Drive the adoption of AI-powered commercial tools for pipeline scoring, customer intelligence, forecasting, and automated reporting—empowering faster, higher-quality decisions while keeping strategic accountability with the commercial leadership team.

4. Customer Experience & Cross-Functional Execution

• Lead the regional Customer Care organization, setting rigorous operational standards for responsiveness, dispute resolution, retention, and baseline sales generation.
• Partner with Service and Applications teams to deliver an integrated after-sales support model that maximizes customer satisfaction and long-term lifetime value (LTV).
• Work closely with Corporate Strategy, Finance, Supply Chain, and HR to align operational readiness with commercial commitments.
• Leverage customer feedback, market intelligence, and sales analytics to proactively mitigate commercial risks and identify future growth vectors.

about the manager/team
Reports to CEO and board

skills and experience required

• Leadership Experience: 12+ years of progressive commercial and sales leadership experience, including at least 5 years leading multi-country commercial or distribution operations in Southeast Asia.
• P&L Track Record: Demonstrated history of managing full P&L and delivering sustainable, margin-protected revenue growth across varied operating environments.
• Domain Expertise: Deep industry background within healthcare, medical devices, diagnostics, laboratory equipment, life sciences, or a comparable technical B2B distribution sector.
• Sales Transformation: Proven track record of reshaping go-to-market strategies, redesigning territory coverage models, and embedding rigorous sales governance.
• People Development: Verifiable success in mentoring senior country sales heads and cultivating organizational succession depth.
• Operational & Analytical Acumen: Advanced command of CRM platforms, pipeline governance, sales efficiency metrics, and performance management frameworks.
• AI & Digital Literacy: Comfort evaluating and utilizing AI-enabled tools and commercial analytics to refine forecasting and customer insights without relinquishing executive judgment.
• Executive Presence & Agility: Strong cultural dexterity, resilience, and communication skills, with the ability to transition fluidly between boardroom strategy and direct field execution.
• Education: Bachelor’s degree required; an MBA or postgraduate business qualification is an advantage