Regional Channel Director – Government & Defense

About the Position

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

Responsibilities

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.

Requirements

• 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.

We Offer

• Competitive salary
• Opportunity to work with a Fortune 100 company
• Professional growth and development

About the Company

Fortune 100 life sciences powerhouse and the undisputed global leader in serving science. With over 120,000 colleagues worldwide and more than $40 billion in annual revenue, they build the infrastructure that makes global discovery possible. From elite research institutions to massive pharmaceutical manufacturing facilities, the entire world relies on their technology.