Senior Commercial Manager

Role Overview:

The Senior Commercial Manager is responsible for driving regional sales growth and commercial performance across assigned markets, with a strong focus on distributor management, market development, and customer engagement. The role manages the full sales pipeline from opportunity identification through negotiation and commercial closure, while developing and holding distributors accountable for sales targets and market execution.

The position also builds relationships with hospitals, clinicians, key opinion leaders, and other healthcare stakeholders to support the adoption of Biobot Surgical’s technologies. Working closely with Product, Application, Marketing, and Operations teams, the role supports product demonstrations, training, regional marketing activities, delivery planning, and customer requirements while ensuring effective sales forecasting, reporting, and compliance with the Company’s commercial processes.

Role & Responsibilities:

1. Regional Sales & Commercial Performance

• Achieve sales performance targets as defined by management in line with company objectives.
• Own the sales pipeline from opportunity identification and qualification through quotation, negotiation, tender support and commercial closure.
• Maintain disciplined sales forecasting, pipeline reviews, opportunity probability and expected closing timelines.
• Develop country-level sales plans and go-to-market priorities based on market potential, installed base, clinical adoption and commercial readiness.

2. Distributor & Channel Management

• Manage, develop and hold distributors accountable for agreed sales targets, pipeline development, customer coverage and execution plans.
• Assess distributor capability, market coverage and performance; identify gaps and recommend corrective actions, development plans or channel changes where required.
• Conduct regular business reviews with distributors covering pipeline, forecasts, inventory, training needs, marketing activities and market issues.
• Support the evaluation and onboarding of new distributors and contribute commercial input to distributor agreements, territory plans and performance expectations.

3. Market Development & Customer Engagement

• Develop direct relationships with hospitals, urologists, key opinion leaders, procurement teams and other healthcare stakeholders alongside distributor partners.
• Identify new accounts, clinical advocates and strategic reference sites that can accelerate adoption of Biobot Surgical technologies.
• Monitor market trends, competitor activity, pricing, or market-access considerations and translate insights into practical commercial actions.
• Attend customer meetings, workshops, demonstrations and other regional commercial activities.

4. Clinical & Cross-Functional Commercial Support

• Work closely with Product and Application teams to coordinate product demonstrations, customer training, case support and distributor competency development.
• Partner with Marketing on regional campaigns, exhibition activities, lead generation and country-specific market-development initiatives.
• Coordinate with Operations team on purchase order, delivery planning, service requirements and customer escalations.

5. Commercial Governance & Reporting

• Maintain accurate and timely CRM/pipeline records, forecasts, customer activity reports and management updates.
• Ensure quotations, discounts, distributor commitments and commercial arrangements follow the company's approval matrix and SOPs.
• Take ownership of assigned commercial projects and process-improvement initiatives that support scalable regional growth.

Requirements:

• Bachelor's degree in Business, Marketing, Biomedical science, or a related field.
• Minimum 10 years and above of relevant commercial, sales and distributor management experience with proven record of strong commercial results in medical devices / MedTech, including diverse healthcare markets globally.
• Demonstrated track record of achieving sales targets and progressing complex B2B healthcare opportunities through long sales cycles.
• Experience working across Southeast Asia and/or broader Asia-Pacific healthcare markets, with the ability to manage different distributor and hospital environments.
• Experience in urology, surgical robotics, diagnostic imaging, minimally invasive therapy or other procedure-driven medical technologies is a strong advantage.

Commercial & Operational Competencies

• Strong distributor management, negotiation, commercial judgement and stakeholder-management skills.
• Competent in sales budgeting, forecasting, pipeline/opportunity management and go-to-market execution.
• Able to interpret market and competitive information and convert it into actionable country and account strategies.
• Comfortably engaging clinicians, hospital management, procurement teams and distributor principals at different levels.
• Independent, resourceful and highly accountable, with the ability to work effectively in fast-paced environment.
• Strong communication and presentation skills.
• Willing and able to travel frequently across assigned regional markets.