Country Manager (IVD) - Focus India market

Our client is seeking a commercially driven IVD leader to own and accelerate its India business. With an established subsidiary and an approximately 12-person local team covering sales, engineering and application support, the priority is to strengthen sales performance, scale the distributor network and build profitable, sustainable growth.

This is a hands-on country leadership role: you will be accountable for business results, develop local talent and personally drive strategic distributor, lab chain and tender opportunities.

WHAT YOU WILL OWN

1 | India business performance & P&L

- Own annual revenue, gross margin, collections and instrument placements. Build the country plan and translate it into state-, channel- and account-level targets. Manage pipeline discipline, forecasts and recovery actions.

2 | Key accounts, tenders & strategic deals

- Lead negotiations and close major opportunities with national laboratory groups, large diagnostic networks and strategic customers. Drive government tender participation and coordinate bid strategy, pricing and execution.

3 | Sales, FAE & service team leadership

- Lead, coach and evaluate the India team across sales and technical/application functions. Set clear KPIs, run business reviews, recruit talent and reinforce strong commercial and compliance standards.

4 | Distributor network development

- Identify, evaluate and develop state-level channel partners. Improve distributor coverage, pricing discipline, rebates, inventory visibility, sell-through tracking and partner accountability.

KEY RESPONSIBILITIES

5 | Regulatory, market access & clinical engagement

- Partner with HQ and local stakeholders on CDSCO registration, import licences and compliance. Navigate India tender and procurement practices; cultivate laboratory decision-makers, KOLs and clinical relationships.

6 | Cross-functional execution & reporting

- Work with product, supply chain, marketing and after-sales teams on launches, fulfilment and retention. Track competitive moves and submit timely performance reports, sales forecasts and risk alerts to HQ.

WHAT YOU BRING

- 6+ years of direct IVD sales experience, including 3+ years selling into the India market and 2+ years of formal team leadership.

- Hands-on product knowledge is essential in CLIA, clinical biochemistry, POCT or comparable mainstream IVD platforms; adjacent healthcare experience alone is insufficient.

- Demonstrated success delivering sales targets, building distributors, winning strategic accounts and navigating tender-led business in India.

- Working familiarity with the CDSCO framework, India market access and distributor commercial models.

- Bachelor's degree or higher in Medical Laboratory Science, Biochemistry, Biology, Pharmacy or a relevant field; MBA is advantageous.

- Fluently both English and Mandarin

- Comfortable working remotely from Malaysia or Singapore, with readiness for frequent pan-India travel and hands-on market engagement.

IDEAL FOR

A market-builder who knows IVD products, understands how to win in India, and is willing to travel and personally drive results.

COMPENSATION & WORKING ARRANGEMENT

- Monthly base salary: attractive with flexibility for exceptional, highly relevant candidates.

- Incentive: annual commission linked to sales revenue and achievement.

- Contract setup: employer-of-record (EOR) arrangement or remote contractor model, depending on the candidate and local requirements.

- Business objective: indicative annual India sales KPI of RMB 5 million, subject to agreed business planning.

International Business Head