regional channel director – government & defense.

We are seeking an impact-driven Commercial Leader to head the Southeast Asia (SEA) business operations for our specialized analytical instrumentation portfolio.

In this regional leadership role, you will take full ownership of our commercial footprint across SEA. You will be responsible for driving market share growth, managing a high-performing network of local Channel Partners, and building deep, trusted relationships with enterprise and public sector accounts. You will work closely with cross-functional teams to design and execute growth strategies that outperform the competition.

Channel & Distributor Management

• Architect Channel Strategy: Develop and execute localized commercial plans to meet and exceed regional growth targets alongside local country teams.
• Drive Partner Performance: Optimize distributor networks using a robust channel management framework—continuously assessing performance, driving commercial motivation, and elevating customer engagement.
• Enablement & Training: Upskill channel partners to improve their sales capabilities, technical competency, and positioning against competitors by delivering targeted training and collateral.
• Compliance & Governance: Conduct rigorous due diligence and ensure all channel operations strictly align with corporate compliance, ethics, and legal policies.

Market Development & Public Sector Engagement

• Capitalize on Tenders: Actively identify, shape, and navigate high-value government procurement and public sector tender frameworks across the region.
• Institutional Networking: Act as the primary brand ambassador in the region, engaging with key accounts, attending industry trade conferences, and leading strategic engagement sessions with defense and government agencies.
• Gather Market Intelligence: Monitor the competitive landscape, evaluate regional market shifts, and deliver timely business development feedback to senior leadership to protect and expand market share.

Commercial & Operational Excellence

• Data-Driven Forecasting: Utilize Salesforce CRM as the primary management tool to accurately forecast territory results, maintain pipeline visibility, and track sales objectives.
• Value-Based Selling: Implement value-selling methodologies across teams and distributors to secure premium positioning for high-tech instrumentation.
• Cross-Functional Alignment: Partner with the regional Marketing and Business Unit functions to design local marketing campaigns that match localized demands.

skills and experience required

• Educational Background: Bachelor of Science in Chemistry, Chemical Engineering, or a closely related technical field.
• Industry Experience: 5–7 years of proven commercial or sales experience managing distributor networks, with a dedicated focus on the defense, homeland security, and government sectors.
• Technical Expertise: A strong, demonstrable track record in Optical Spectroscopy Instrument sales.
• Procurement Savvy: Deep familiarity with navigating complex public sector/government tender and bidding processes within Southeast Asia.

To apply online please use the 'apply' function, alternatively you may contact at .
(EA: 94C3609/ )