Channel Sales Manager
Agfa-Gevaert · home based
Agfa Radiology Solutions sells digital radiography rooms, mobile systems and detector retrofits to hospitals across Southeast Asia through distributor partners. ASEAN is our largest untapped market: a market of roughly EUR 65 million a year where we hold about 3 percent share, with the best historic win rate of any region when we compete. The plan is to more than double the business by 2031, through partners rather than around them.
We are looking for an experienced Channel Leader to take full ownership of our distributor network across Vietnam, Indonesia, Malaysia, Thailand, the Philippines, Cambodia, and Myanmar.
In this role, you will be responsible for shaping and executing our channel strategy across the region. You will evaluate which partnerships to invest in, which to improve, and where change is needed. Most importantly, you will develop high-performing distributors that can independently identify opportunities, compete effectively, and drive sustainable growth.
This is a channel management role, not a direct sales role. Success will be measured by your ability to build, enable, and lead a distributor ecosystem that delivers results without requiring your involvement in every customer conversation.
If your strength lies in creating, developing, and empowering channel partners to win business on their own, rather than personally closing every deal, this could be the ideal opportunity for you.
Partner Leadership and Growth
- Manage and develop our distributor partnerships across the seven ASEAN markets, including our partners in Vietnam, Indonesia, Cambodia and Thailand and the direct hospital group empanelment in Malaysia.
- Build and execute annual joint business plans with each strategic partner, aligned to the regional growth targets for rooms, mobiles and retrofit.
- Drive accountability for revenue, order intake, pipeline and market development, with a monthly performance rhythm and a quarterly business review per partner.
- Segment the network into strategic, growth and transactional partners, score every partner against the Agfa Ideal Distributor Profile, and act on the result: grow the proven partners, upgrade or replace the weak ones, and sign new partners where a market has none.
- Shift the operating model from Agfa doing the work to the partner doing the work: the partner takes the product, runs the deal, installs and owns local service, and earns a margin that makes it worth leading with Agfa.
Business Development
- Generate and develop new sales opportunities across public hospitals, ministry programs and private hospital groups.
- Work shoulder to shoulder with partners to win strategic and ministry level deals, including large mobile and room tenders.
- Build a strong, clean pipeline in our CRM and improve conversion rates and forecast accuracy across the region.
- Expand Agfa's footprint into the markets where we are absent or opportunistic today, through a partner and not through headcount.
Co-Selling and Deal Execution
- Support partners in tenders, negotiations and solution positioning; get specifications shaped before tenders publish, and make sure partners get pricing, references and technical answers from Agfa within 48 hours.
- Lead key opportunities when required, and apply value based selling on image quality, workflow and artificial intelligence against low cost competitors.
- Own deal economics: know the competitor price, the partner margin and the Agfa margin on every material deal, and escalate early where a deal needs pricing flexibility.
Partner Enablement
- Train and coach distributor sales and applications teams on Agfa's solutions, so partners can demonstrate and sell the clinical value themselves.
- Strengthen product knowledge, tender capability and service readiness at each partner, with certification and onboarding programs.
- Collaborate with marketing on regional campaigns, installed base and retrofit programs, and partner co marketing.
What we are looking for
- Proven experience in channel sales and distributor management across several countries in Southeast Asia, with a track record of growing revenue through partners rather than direct sales.
- An enablement mindset: you build tools, training and playbooks so partners win on their own, and you measure partner capability, not only your own activity.
- A real operating rhythm: business reviews, joint planning and pipeline reviews with a defined cadence, inputs and outputs.
- The ability to diagnose a territory, segment partners, and find the revenue and the gaps before acting.
- Experience driving partners to compete: lifting a passive distributor into one that generates pipeline, runs campaigns and defends deals.
- Experience managing underperformance: confronting a weak or complacent partner and changing the outcome, with replacement as the last lever and not the only one.
- Medical technology, healthcare or capital equipment background preferred; understanding of public procurement and tender driven buying with long capital cycles.
- Commercial acumen, strong influencing and negotiation skills, and fluent English; a regional language is an advantage.
- A self starter with an entrepreneurial, results driven mindset, comfortable running a region with a small team and a large partner network.
What we offer
- A competitive base salary with a performance bonus under the Agfa sales incentive plan.
- A Singapore base with flexibility for the right candidate, and international exposure inside a global indirect organization.
- Career progression within Agfa Radiology Solutions.