Sales Manager - Distributor Channel

About the role

Resmed, a global leader in connected devices and digital health, is looking for a Sales Manager to expand its reach across hospital and non-hospital channels in Thailand. You will own key distributor and channel relationships, strengthen partner performance and develop new routes to market that improve patient access to sleep and respiratory care. The role works across Sales, Marketing, Clinical, Distribution, Finance and Legal.

Key responsibilities

• Own end-to-end relationships with distributors and channel partners, ensuring commercial alignment, KPI achievement and operational excellence.
• Expand the hospital channel by onboarding new hospitals, supporting tender activities and growing reimbursement-driven segments.
• Coordinate inventory, order fulfilment and service-level performance with partners.
• Conduct regular business reviews on pipeline, conversion, revenue and partner commitment.
• Develop non-hospital channels such as sub-dealers, home healthcare providers, clinics, sleep laboratories and digital marketplaces.
• Onboard new partners, especially in underserved and upcountry territories, and run expansion plans across B2B, B2B2C and emerging go-to-market models.
• Lead or co-lead commercial projects such as diagnostic partnerships, channel transformation and reimbursement or commission-based partnership models.
• Track sales performance, forecast accuracy, partner execution and competitor activity, and support annual planning.

Required profile

• Bachelor's or Master's degree in Business, Marketing, Healthcare or a related field.
• Approximately five or more years in commercial roles in medical devices, healthcare, pharmaceuticals, FMCG, health-tech or a related industry.
• Demonstrated success managing distributors, channel partners or indirect sales networks.
• Sound understanding of B2B sales, partner management, business development and commercial execution.
• Good command of English and Thai.

Required skills

• Negotiation, communication, relationship-building and stakeholder management.
• Planning, organisational, analytical and project management skills.
• Proficiency in Microsoft Excel and presentation tools.
• Nice to have: exposure to B2B2C or alternative go-to-market models, familiarity with e-commerce platforms, reimbursement programmes or consignment models.