Regional Director – South East Asia & Sri Lanka

About the job

About Martin Dow

Martin Dow is a fast-growing healthcare company dedicated to making quality healthcare accessible through innovation, trusted partnerships, and a diverse portfolio of healthcare solutions. Driven by a purpose to improve lives, we continue to expand our impact across local and international markets.

Role Description

The incumbent will be responsible for driving commercial performance, market development and execution across the region.

This role will lead the development and execution of country-specific business strategies, with full ownership of the P&L, market expansion and performance management. The position requires deep engagement within regional markets to build marketing-driven and customer-focused businesses, ensuring consistent execution of commercial plans.

The role will operate closely with Marketing, Data Analytics, Regulatory and Operations functions to deliver business outcomes.

Key Responsibilities

Commercial Strategy and Market Development

• Develop and implement country-specific commercial strategies aligned with overall International Business objectives
• Support country teams in translating business goals into actionable sales strategies, action plans, customer targeting approaches, and coverage models
• Implement standardized sales management frameworks, tools, and governance standards across country teams
• Identify growth opportunities across customer segments, geographic expansion and product portfolio development
• Build detailed understanding of market dynamics, competitive landscape, customer behavior and prescribing patterns

Performance Ownership and Execution

• Own delivery of revenue targets across the region
• Create practical operating rhythms for monthly business reviews, pipeline reviews, and field productivity tracking
• Work closely with country managers and country sales leaders to improve sales planning and execution
• Implement sales force effectiveness processes and KPIs covering call planning, customer segmentation, targeting, territory alignment, productivity metrics, and field execution standards
• Monitor performance at country, business unit, product and territory level
• Implement structured weekly and monthly performance review processes
• Develop and execute corrective action plans where required
• Ensure consistent execution of commercial and promotional plans
• Develop and implement sales incentive plans that drive strategic priorities

Country Team Leadership and Capability Development

• Work closely with country leadership teams to strengthen execution capability and improve performance management discipline
• Support country and sales leadership in improving the quality of field coaching and performance discussions.
• Contribute to evolution of country-level organizational structures as markets scale

Cross-Functional Coordination

Collaborate closely with:

• Marketing (brand strategy, product positioning)
• Data Analytics (reporting, insights, performance tracking)
• Operations (order fulfilment, product availability, inventory tracking)
• Maintain close and structured liaison with regulatory team to ensure on-time dossier filing and product registrations
• Work closely with finance to monitor financial performance, ASP deployment and cash flow cycles of the countries

Performance Expectations

• Achievement of country-level revenue, profitability and growth targets
• Improvement in product and territory-level performance visibility
• Consistent implementation of structured performance management processes
• Development of stronger market-level execution capability
• Expansion of market presence and customer coverage

Candidate Profile

• 12–15 years of pharmaceutical commercial experience
• Experience of sales management, business leadership and product launches
• Experience in Sri Lanka and Cambodia will be an added advantage
• Strong capability in market development and demonstrated track record of delivering commercial growth.