Commercial Director, Indirect Channels, South East Asia in Bangkok at Stryker Corporation

Date Posted: 11/11/2020

Job Snapshot

Job Description

This newly created Commercial Director, Indirect Channels, South East Asia role provides leadership, strategic direction and execution of business strategy around our indirect sales franchises across the region to meet growth targets while delivering exceptional service for our customers. Experience in the medical products industry would be beneficial, but is not required… If you’re looking for a rewarding career and industry, this role could be for you.

You will play a key role in South East Asia and the East Asia Leadership Team and work with the Managing Director – South East Asia to set the strategic direction for the MedSurg and Spine franchises. You will be accountable for the P&L of the indirect businesses and serve as the key interface to build relationships and work with the indirect channel partners such as dealers, systems integrators and distributors. It will be your responsibility to maintain the overall integrity of Stryker’s indirect commercial business in South East Asia through exemplifying and reinforcing our high ethical standards. It will be paramount that you uphold and support the Stryker Values (Integrity, Accountability, People, Performance) and Code of Conduct in all that you do.

Who we need:

  • Talent developers. Growth-oriented managers who recruit and hire top-performing talent and prioritize the development and development of their team members.

  • Network builders. A leader who builds connections with external and internal stakeholders. This includes other teams, divisions, and external partners at all levels. Can coordinate cross-functional collaboration in a complex and multicultural environment, exercising cultural empathy and agility.

  • Compliance-focused orchestrators. Managers who carefully oversee people, processes, and deliverables to ensure compliance with company policies and procedures.

  • Managers who drive performance. People who implement process improvements and leverage the talent of their team to consistently increase performance and productivity.

  • Dedicated achievers. People who thrive in a fast-paced environment and will stop at nothing to ensure a project is complete and meets regulations and expectations.

  • Effective communicators. People who can interpret information clearly and accurately to concisely communicate results and recommendations to stakeholders, senior management, and their teams.

  • Resilient leaders. Optimistic, positive, and self-starting with the focus and energy to motivate and inspire others in a transparent environment.


As the Commercial Director you will:

  • Develop and execute the strategic plans for the indirect franchises across South East Asia to ensure all market goals, sales budget and profit objectives are met

  • Retain, manage and expand key distributor relationships to ensure comprehensive sales coverage and networks and identify new business opportunities

  • Manage indirect channel partners, including current partner evaluation, performance management against against budgets, sales forecasts and plans, potential new IC selection.

  • Support our partners throughout the sales process in all sales-oriented activities to achieve revenue targets (i.e. marketing, advertising, sales promotions and training).

  • Serve as the senior point of contact for managing relationships with the indirect channel partners

  • Ensure that the channel partners in South East Asia meet statutory requirements, Stryker corporate requirements and customer satisfaction requirements.

  • Undertake major customer & client visits as required to retain and win new business

  • Represent the Company to the appropriate Government industry bodies and serve on special committees as required to enhance the Company’s corporate image.

  • Ensure establishment of clear guidelines on commercial and sales roles, responsibilities and business processes

  • Maintain awareness of both the external and internal competitive landscape, opportunities for expansion, customers, markets, new industry developments and standards

  • Work closely with your direct team, and functional leaders of Finance, HR, Operations, RAQA, IS and Legal & Compliance to build Stryker’s corporate capability and reputation within the region.


As a People Leader, you will:

  • Develop and appropriately organize leadership and commercial team succession plans to best deploy and develop talent to achieve organizational goals

  • Effectively develop, mentor, and coach sales and commercial leaders to enhance their capability and competence around indirect channel management

  • Uphold the Compliance Culture and philosophy of the Company by ensuring the business is kept abreast and aligned to the highest code of ethic not limited to ADVAMED

  • Observe and comply with the provisions set out in any written policy, practice or procedure circulated by the Company from time to uphold Stryker’s values and a culture of compliance

  • Report any violations of these policies and procedures to Stryker management or in the manner outlined in Stryker’s Ethics Hotline Policy

  • Understand that compliance with the Code of Conduct, as it may be amended by Stryker Corporation from time to time, is a condition of continued employment with Stryker


What you need (required experience and qualifications):

  • Minimum of 10 years of Business Development / Sales Management experience including a minimum of 5 years leading and managing indirect channels successfully in South East Asia.

  • Demonstrated ability in accelerating the rate of change in shaping the culture of a for-profit organization

  • Excellent understanding of complex financial models when working with indirect channel partners

  • Experience in negotiation and conflict management skills

  • Unquestioned integrity, experience, confidence, stature and courage to address executive level interpersonal relationships and issues

  • Proven record of working with business complexity and able to prioritize effectively

Additional experience that would help you to be successful (preferred experience and qualifications):

  • Experience managing sales and distribution operations in South East Asia

  • Experience in the medical products industry

  • Experience in a high-growth, lean organization

  • Record of accomplishment of creative approaches and imaginative solutions that meet real business needs

  • Experience working in a US or International organization and building the relationships required to succeed

  • Excellent commercial understanding of the health care environment in South East Asia and a proven ability to leverage commercial acumen to produce superior results




Work From Home: Occasional

Travel Percentage: 40%

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