As a Business Development Manager (BDM) in a fast-growing sleep health company, you will play a pivotal role in driving business expansion across Malaysia. This position is critical in identifying and developing new hospital accounts, new departments (Respiratory, Paediatrics, Surgical, and Private Specialist Centres), and mentoring the sales reps to convert leads into successful partnerships. You will work hand-in-hand with the central leadership team to grow our presence in the Central-Southern regions, empowering healthcare providers to deliver better sleep health outcomes to patients.
Key Responsibilities
- Market Expansion & Business Growth
- Identify, penetrate, and develop new hospital accounts, including key departments such as Respiratory, Paediatrics, Surgical, and Private Specialist Centres.
- Expand market coverage beyond the central region into Central-Southern Malaysia.
- Map potential accounts and establish relationships with key opinion leaders, specialists, and hospital procurement units.
- Lead Conversion & Sales Enablement
- Manage doctor-generated leads from key hospitals by assigning and guiding sales reps.
- Coach, mentor, and support the sales reps to achieve higher lead-to-sales conversion rates.
- Conduct joint customer visits and product presentations to strengthen engagement and drive closures.
- Strategic Sales Leadership, Pipeline, & Go-to-Market (GTM)
- Develop and execute business development strategies in alignment with company objectives.
- Develop and execute comprehensive Go-to-Market (GTM) plans for all new product launches and market expansion initiatives to ensure maximum impact and successful adoption.
- Monitor sales performance, market share, and competitor activities to identify opportunities for growth.
- Provide regular reporting and pipeline updates to management.
- Evaluate current products in the sales pipeline (brought in by the Regional Director, Sales Manager, or team) for commercial viability, strategic fit, and resource prioritisation.
- Relationship Management
- Build and maintain strong, trust-based relationships with healthcare professionals, specialists, and hospital administrators.
- Represent The Air Station at medical conferences, exhibitions, and professional networking events.
- Cross-functional Collaboration
- Work closely with the Marketing, Product, and Supply Chain teams to ensure smooth execution of sales initiatives.
- Provide feedback from the field to support new product launches and marketing strategies.
Requirements
- Bachelor's Degree in Biotechnology, Medical Science, Biomedical Engineering, or equivalent.
- Minimum 5 years of medical sales or business development experience.
- At least 1 year in a supervisory or manager role, preferably in Sleep Care, CPAP, Respiratory Devices, or Medical Equipment.
- Strong leadership and coaching ability to inspire and develop sales teams.
- Excellent interpersonal and communication skills, with the ability to engage healthcare professionals effectively.
- Proven track record in market development, account penetration, and achieving sales targets.
- Proficient in CRM tools, data-driven sales analysis, and reporting.
- Highly self-motivated, strategic thinker with strong business acumen.
- Deep understanding of market needs, product differentiation, competitive intelligence, regulatory classification and registration timeline for products, and reimbursement requirements for products.
