Sale Manager - Distributor Channel

About the Company

ResMed is a global leader in connected devices and digital health. We help millions of people sleep, breathe and live better lives. As ResMed continues to evolve with the future of healthcare, our customer-centric organization focuses on cloud-connected devices and digital health technologies that are designed to help treat and manage sleep apnea, COPD, and other chronic respiratory diseases, that, together, affect over one billion people worldwide.

If you share a passion for transforming care, keeping people healthy and out of the hospital, and lowering healthcare costs, ResMed invites you to apply to an applicable role within the diverse and talented Sleep and Respiratory Care team.

About the Team

The Thailand commercial team is driving the next phase of growth in a rapidly evolving sleep and respiratory care market. With expanding reimbursement programmes, increasing market adoption, and new go-to-market opportunities, the team works closely with distributor partners, healthcare providers, hospitals, and internal cross-functional stakeholders to improve patient access to therapy across Thailand.

This role partners with Sales, Marketing, Clinical, Distribution, Finance, and Legal teams while managing an extensive partner ecosystem across both hospital and non-hospital channels. The position plays a critical role in accelerating channel expansion, strengthening partner performance, and executing strategic growth initiatives.

About the Role

The Sales Manager is responsible for driving ResMed Thailand’s channel growth strategy through partner management, new go-to-market initiatives, and strategic project execution. The role oversees both hospital and non-hospital channels, while identifying new opportunities to expand market reach and improve patient access.

Key Responsibilities

• Own end-to-end relationships with distributor and channel partners, ensuring commercial alignment, KPI achievement, and operational excellence.
• Drive hospital channel expansion by identifying and onboarding new hospitals and supporting tender activities.
• Coordinate inventory management, order fulfilment, and service-level performance with partners.
• Conduct regular business reviews to monitor pipeline health, conversion rates, and revenue performance.
• Strengthen partner commitment and drive growth within reimbursement-driven hospital segments.
• Develop and grow non-hospital channels, including sub-dealers, home healthcare providers, clinics, sleep laboratories, and digital marketplaces.
• Identify, evaluate, and onboard new partners to improve coverage, particularly in underserved and upcountry territories.
• Build and execute channel expansion plans across B2B, B2B2C, and emerging go-to-market models.
• Monitor partner performance through structured reviews, pipeline tracking, and joint business planning.
• Analyse competitor activities and recommend actions to protect and grow market share.
• Lead or co-lead strategic commercial projects that support channel transformation and future growth.
• Support development and execution of new partnership models, including reimbursement-focused and commission-based go-to-market initiatives.
• Drive diagnostic partnership expansion and other assigned strategic projects.
• Develop project plans, monitor milestones, manage risks, and provide regular progress updates to management.
• Challenge traditional sales approaches and identify innovative growth opportunities.
• Track sales performance, forecast accuracy, and partner execution KPIs across all assigned channels.
• Support annual planning and ensure channel sales targets align with business objectives and budgets.
• Monitor monthly and quarterly performance against targets and recommend corrective actions when required.

Qualifications

• Bachelor’s or Master’s degree in Business, Marketing, Healthcare, or a related field.
• Approximately 5 or more years of commercial experience within medical devices, healthcare, pharmaceutical, FMCG, health-tech, digital business, or related industries.
• Experience managing distributors, channel partners, or indirect sales networks.
• Strong understanding of B2B sales environments, with exposure to B2B2C or alternative go-to-market models considered advantageous.
• Demonstrated success in partner management, business development, and commercial execution.
• Ability to independently manage priorities and make sound business decisions within a dynamic environment.
• Strong negotiation, communication, relationship-building, and stakeholder management skills.
• Proven ability to lead initiatives, identify growth opportunities, and deliver business impact.
• Experience working with distributors, e-commerce platforms, reimbursement programmes, consignment models, or channel-based sales models is highly desirable.
• Strong planning, organisational, analytical, and project management skills.
• Growth mindset with a willingness to learn, adapt, and continuously improve.
• Ability to challenge the status quo and bring innovative thinking to commercial opportunities.
• Proficiency in Microsoft Excel and presentation tools.
• Good command of English and Thai.