Sales Manager

Job Summary

The Sales Manager, Malaysia is responsible for managing and growing the company’s business within the country by working closely with both key customers and local distributor partners. The role exists to strengthen market presence, expand customer coverage, and ensure consistent execution of commercial strategies aligned with regional objectives.
The incumbent will focus on achieving sales and profitability targets, developing key opinion leaders (KOLs) and reference sites, and ensuring effective channel management through distributors. In addition, the role requires close collaboration with regional functions, including Product Management and Marketing, to ensure alignment on market positioning, and portfolio strategies.
The Sales Manager is accountable for providing accurate market insights, maintaining a healthy sales pipeline, and ensuring disciplined execution in the field to support sustainable business growth.
This position reports to the Regional Sales Manager based in Singapore.

Job Description

1. Business Growth & Strategy Execution

• Achieve country sales, profit, and margin targets by executing structured sales plans aligned with regional business objectives.
• Develop and implement country-level sales strategies based on market dynamics, customer needs, and growth opportunities.
• Identify and prioritize target accounts, customer segments, and growth opportunities based on strategic and commercial value.

2. Sales Performance & Pipeline Management

• Manage the sales pipeline with distributors by tracking opportunities and ensuring consistent progress toward conversion.
• Ensure forecast accuracy through regular review of distributor inputs, pipeline quality, and market developments.
• Monitor monthly sales performance and proactively implement corrective actions to address gaps and risks.

3. Distributor & Channel Management

• Partner with distributors on account planning to improve market coverage, penetration, and customer engagement.
• Set clear expectations with distributors, regularly review performance, and drive accountability for sales execution and opportunity follow-up.
• Support distributor partners in tender preparation, pricing alignment, contract discussions, and post-award execution.

4. Customer Engagement & Field Execution

• Build and maintain strong relationships with key customers, including clinicians, procurement teams, and hospital decision-makers.
• Conduct regular field visits to key accounts to identify opportunities, strengthen relationships, and support deal closure.
• Provide first-line product support and training to distributor teams and end-users to ensure effective product adoption.

5. Commercial Strategy, Pricing & Compliance

• Collaborate closely with Regional Sales Manager and Product Management to optimize pricing, positioning, and commercial strategies.
• Maintain pricing discipline in line with regional guidelines to support sustainable margin and profitability performance.
• Ensure all sales activities comply with company policies, local healthcare regulations, and ethical standards.

6. Market Intelligence & Cross-Functional Collaboration

• Gather and analyze market intelligence, including competitor activities and customer feedback, to identify business opportunities.
• Work with Marketing and Product teams to enhance portfolio positioning and adapt strategies to local market needs.

7. Reporting & Business Planning

• Prepare and deliver accurate sales forecasts, reports, and performance updates for management review.

8. KOL & Reference Site Development

• Develop and expand KOL networks and reference sites to strengthen clinical advocacy and brand credibility

Experience:

• Possess 5–10 years of relevant experience in healthcare consumables or medical device sales.
• Hold a bachelor’s degree in Business, Life Sciences, Healthcare, or a related discipline (preferred).
• Demonstrate strong experience in managing and growing business through distributor networks and partners.
• Have solid knowledge of OR/OT consumables, with preference for experience in drapes and gowns.
• Show a consistent track record of achieving or exceeding sales targets in a competitive market environment.
• Understand hospital procurement processes, tender management, and stakeholder engagement within healthcare institutions.
• Ability to work independently in a country role while maintaining strong collaboration with regional teams.
• Communicate, present, and negotiate effectively with diverse stakeholders across clinical and commercial settings.
• Be willing and able to travel frequently across Thailand to support business development activities.
• Be fluent in Bahasa and English to effectively engage with local customers and partners.

About Medine:
Medline is a leading global healthcare company providing quality medical and surgical supplies with superior value throughout North and South America, Europe, Asia and the Middle East. Our ability to create new products, produce less waste and deliver solutions our customers need quickly and cost-effectively is what sets us apart.
Founded in 1910, Medline has grown from a small manufacturer of surgical gowns and uniforms to a thriving global healthcare company driven by an entrepreneurial spirit and strong commitment to its customers. Fifty-four years of consecutive annual growth have led to 2021 sales of more than $20.2 billion worldwide and a stream of new products and services. Medline holds top-tier market share in more than a dozen major medical product categories around the world.

About Medline GSO:
We are Global Sourcing Organization. We provide global procurement, quality assurance, supply chain, marketing and trade compliance services for Medline.

We're 500+ dedicated healthcare professionals across Asia and Latin America. Our focus is on building a robust and sustainable global supply chain to help strengthen Medline's position as a leading provider of healthcare products and services.
Our goal is to deliver the best pricing, quality, availability and innovation through collaboration with our 25+ product divisions, R&D, quality and operations, as well as with our 500+ suppliers across the globe.