Distributor Manager - Southeast Asia

Key Responsibilities

Channel Partner Management & Strategy

• Provide strategic and technical business support to Channel Partners (CPs) to develop sales, achieve regional targets, and ensure high levels of customer satisfaction.
• Develop and strengthen long-term, win-win business relationships with existing CPs in assigned SEA territories.
• Identify and establish relationships with new Channel Partners, including market development, goal setting, and contract negotiations.
• Achieve win-win scenarios where gaps exist between customer demands and our current portfolio by fostering co-creation initiatives with CPs.
• Hold Channel Partners accountable for annual sales targets, marketing activities, and overall performance metrics.

Sales Execution & Business Development

• Collaborate with CPs to identify growth opportunities by product line and market segment.
• Manage the prospect lifecycle in cooperation with CPs, which includes:
  • Defining analytical problems and proposing tailored solutions.
  • Organizing product demonstrations, application work, and local customer activities.
  • Preparing quotations and leading sales and contract negotiations where required.
• Provide accurate business forecasting, pipeline management, and regular reporting to regional leadership.

Partner Enablement & Marketing

• Mentor newly recruited CPs, providing comprehensive sales and technical training to ensure they possess the required knowledge and tools for effective selling.
• Develop and implement programs to continuously elevate the technical, commercial, and sales skills of the CP network.
• Collaborate with CPs to identify and coordinate local marketing activities, including seminars, user days, and customer meetings.

Compliance & Operations

• Ensure Malvern Panalytical’s Code of Business Ethics (CoBE) and compliance standards are regularly communicated, understood, and strictly adhered to by all Channel Partners.

Qualifications & Experience

Education & Technical Knowledge

• Degree: BSc, MSc, or PhD in Chemistry, Chemical Engineering, Physics, or a closely related scientific field.
• Technical Acumen: Strong working knowledge of Physics and Chemistry, with a deep understanding of analytical problems and solutions.

Professional Experience

• Sales Experience: Minimum of 5 years of B2B sales experience, specifically within the Analytical/Scientific Instrumentation industry.
• Product Knowledge: Proven track record selling scientific instruments/equipment/systems (e.g., spectroscopy, microscopy, image analysis, X-ray analysis, particle characterization, physisorption).
• Regional Experience: Prior experience managing channels or direct sales within the South East Asian market is highly desirable.

Skills & Competencies

• Communication: Excellent verbal, written, and presentation skills. Ability to articulate complex scientific concepts to both technical and commercial audiences. (Note: Fluency in English is required; proficiency in regional languages such as Mandarin, Bahasa, or Thai is an advantage).
• Negotiation & Closing: Substantiated capability to negotiate complex contracts and close business effectively.
• Interpersonal Skills: Strong interpersonal skills, active listening, and a mature, positive disposition with a strong sense of commitment.
• Coordination & Independence: Ability to work independently with initiative, good ethical/business judgment, and the ability to coordinate activities across diverse, cross-functional teams.
• Organization: Strong organizational, planning, and time-management skills to handle multiple partners and territories simultaneously.
• Adaptability: Highly adaptive to dynamic, changing environments and diverse cultural contexts within Southeast Asia.

Working Conditions & Travel

• Localisation : Strong preference for Singapore but other countries in SEA can be considered.
• Travel Requirement: Ability and willingness to travel frequently and extensively across Southeast Asia (approximately 50% international/regional travel).

We provide market-leading, material characterization technologies for the world's most innovative companies, academic institutions, and government laboratories in the analytics of advanced materials.

We support our customers through their biggest challenges, from developing lifesaving vaccines to sustainable fuels. We wake up every day to delight our customers through innovation, high-quality solutions and workflows, and excellence in customer satisfaction.

We are a recognized leader for quality and insights in material characterization; winning customers with performance and keeping them with service. With more than 2,000 employees operating in over 20 countries across the world, and R&D sites in North America, Europe and Asia.

We are part of Spectris, a company which combines precision with purpose to equip customers to solve some of their greatest challenges to make the world cleaner, healthier and more productive. In 2025, Spectris acquired Micromeritics as part of Malvern Panalytical.