About the Role
Gore Medical is a privately held, US-based multinational enterprise renowned for its advanced endovascular and surgical solution products. We are seeking a visionary and commercially driven China Channel Lead to join Gore Medical China team.
Reporting to the APAC ComOps Leader, this role is pivotal to Gore Medical’s China growth plan. This role is critical to accelerating Gore Medical's commercial expansion through a high-performing distributor network. The successful candidate will work closely with Sales, Marketing, Market Access, Sales Operations, Finance, Compliance, Legal, and regional stakeholders to strengthen channel capabilities, optimize market coverage, and ensure compliant execution in China's evolving healthcare environment.
As a trusted business partner, you will help translate business priorities into effective channel strategies while delivering strong commercial results through distributor engagement and market execution.
Responsibilities
Channel Strategy & Network Management
- Develop and execute channel strategies aligned with China commercial objectives and growth priorities.
- Identify, evaluate, onboard, and manage distributor partners across assigned territories.
- Optimize channel coverage, structure, territory alignment, and distributor performance to maximize market penetration.
- Establish distributor performance metrics and conduct regular joint business reviews for key distributors with Sales, Marketing & Sales Operations stakeholders to drive accountability and continuous improvement.
- Chair regular Channel operations meetings to ensure commercial stakeholders are appraised of key channel developments, and to review channel performance and channel health metrics
Commercial Execution & Market Development
- Partner with distributors to drive hospital access, tender execution, product listing, and commercial adoption.
- Support achievement of sales objectives through effective distributor management and execution excellence.
- Collaborate with Sales and Marketing teams to execute channel-focused business plans and promotional activities.
Distributor Capability Building & Performance Management
- Lead distributor training programs on product knowledge, clinical application, compliance requirements, and commercial excellence.
- Design and implement system of channel incentives to optimize distributor motivation, channel cooperation and performance management.
- Build strong long-term relationships with distributor leadership teams and key stakeholders.
Channel Analytics, Governance & Compliance
- Monitor sales performance, case implants, inventory levels, product flow, and channel health metrics via channel health dashboard.
- Utilize data and analytics to identify opportunities, risks, and improvement actions.
- Ensure all distributor activities comply with applicable regulations, anti-corruption requirements, and Gore company policies.
- Partner with Legal, Compliance, and Finance teams to maintain robust channel governance.
Cross-functional Collaboration
- Collaborate closely with Sales, Marketing, Sales, Marketing, Market Access, Sales Operations, Finance, Compliance, Legal, and regional teams.
- Provide channel insights and market feedback to support business planning and strategic decision-making.
- Serve as a key voice of the distributor network within the organization.
Required Qualifications
- Bachelor's degree required; degree in Life Sciences, Biomedical Engineering, Business, or related disciplines preferred.
- Minimum 5 years of experience in Medical Device commercial roles, including at least 3 years of distributor/channel management experience.
- Experience in Endovascular, Peripheral Vascular, Cardiovascular, Surgical, or other high-value medical device segments preferred.
- Strong understanding of China's healthcare environment, including tendering, hospital access, volume-based procurement (VBP), DRG/DIP, and channel management practices.
- Demonstrated success in developing or transforming distributor networks and driving sustainable business growth.
- Strong negotiation, stakeholder management, and influencing skills.
- Data-driven mindset with strong analytical and business planning capabilities.
- Willingness to travel extensively within China.
- Fluency in Mandarin and business-level English.
What We Offer
Our success is based on the capability and creativity of our Associates, and we are proud to offer a comprehensive and competitive total rewards program that supports your everyday and helps you build your tomorrow.
We provide benefits that offer choice and flexibility and promote overall well-being. And in keeping with our belief that every Associate should share in the collective success of the enterprise; we provide a distinctive Associate Stock Ownership Plan in each country as well as potential opportunities for “profit-sharing”. Learn more at gore.com/careers/benefits
Gore is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, national origin, ancestry, age, status as a qualified individual with a disability, genetic information, pregnancy status, medical condition, marital status, sexual orientation, status as a protected veteran, gender identity and expression, and any other characteristic protected by applicable laws and regulations.
