Business Development Manager, South Asia

Company Overview Verathonis a global medical device company focused on supporting customers by being their trusted partner, delivering high-quality products that endure over time and ensure clinical and economic utility. Two areas where Verathon has significantly impacted patient care, and become the market leader in each, are bladder volume measurement and airway management. The company’s BladderScan portable ultrasound and GlideScope video laryngoscopy & bronchoscopy systems effectively address unmet needs for healthcare providers and meaningfully raise the standard of care for patients. Verathon, a subsidiary of Roper Technologies, is headquartered in Bothell, Washington, USA and has international subsidiaries in Canada, Europe and Asia Pacific. For more information, please visitwww.verathon.com. Overview This is a commercial execution role — a genuine product expert with sharp market knowledge who can hold their own in a distributor sales meeting, a hospital tender review, or a pricing negotiation. The BDM owns the performance of Verathon's distributor network across Singapore, Malaysia, Thailand, Indonesia, and the Philippines — markets significantly underpenetrated relative to Verathon's global footprint, with substantial room to grow. The VP of Asia retains final contract ownership; this role drives the day-to-day commercial work, measured on three things:
- Finding the right partners— identifying and recommending distributors who can perform in-market
- Educating and influencing them— building partner sales teams' clinical and commercial capability
- Holding them accountable— to forecasting, pricing, and revenue targets, including compliant conduct in government and tender dealings Best suited to someone who has managed distributor performance before and drives outcomes through product credibility and follow-through rather than a direct reporting line. Responsibilities Partner Identification & Selection (~10%)
- Identify, evaluate, and recommend distributor partners across all five markets based on market reach, capability, and strategic fit
- Lead due diligence before onboarding; ensure new distributors are approved by Verathon's Quality organization per regulatory requirements
- Continuously assess the distributor network and evolve the partner mix as the business grows Distributor Negotiation & Commercial Terms (~15%)
- Negotiate distributor pricing and discounts within Verathon's GDLP framework and delegated authority; elevate requests outside standard parameters to the VP of Asia
- Manage agreements using Verathon's standard contract templates; recommend non-standard terms for the VP of Asia's review — the VP of Asia retains contract ownership and sign-off
- Ensure all pricing and contracting activity aligns with Pricing Committee governance Partner Education & Influence (~25%)
- Design and deliver training on Verathon's Airway and Urology portfolio for distributor sales and clinical teams; partner with Marketing on product launches so teams are trained and equipped ahead of time
- Build referral networks and a repeatable onboarding/certification framework to accelerate adoption and ramp new reps quickly
- Provide direct clinical/technical support during evaluations and case reviews; develop "local champions" who can carry product advocacy independently Partner Accountability & Performance Management (~20%)
- Hold partners accountable to forecasting discipline, pricing execution, and revenue targets through structured business reviews; drive corrective action when targets or contractual commitments are missed
- Address underperformance proactively and constructively, escalating to the VP of Asia when more significant partnership changes are warranted
- Monitor partners on an ongoing basis for competitive conflicts of interest and for compliance with anti-corruption/anti-bribery requirements in government and tender dealings; elevate immediately if issues arise
- Own forecast input and pipeline visibility (Salesforce/CRM); drive revenue growth and margin discipline together, not one at the expense of the other Tender & Public Bid Management (~10%)
- Own end-to-end tender/RFP strategy for public and institutional healthcare bids across all five markets, from opportunity identification through submission
- Build TCO models and health economic value dossiers to justify premium pricing in cost-constrained, GPO-driven public healthcare systems
- Coordinate with distributor teams, Legal, and Regulatory on bid compliance; develop competitive bid positioning with Commercial Ops and Pricing
- Track win/loss outcomes and tender pipeline as a standing input to quarterly business reviews Stakeholder Relationships & Market Intelligence (~15%)
- Build relationships with KOLs, reference sites, healthcare institutions, government health agencies, regulatory bodies, and professional societies relevant to market access and tender success
- Represent Verathon at regional conferenc