Head of Distribution Sales – EMEA, LATAM

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CooperCompanies

Site WebLinkedInTous les Emplois

10 000+ employés

Fondée en 1978

🏥 Santé

💼 Conseil

🍽️ Alimentation et boissons

💰 Post-IPO Equity en 2021-12

Healthcare • Consulting • Food & Beverage

CooperCompanies est une entreprise mondiale de dispositifs médicaux centrée sur le consommateur, qui soutient la manière dont les gens souhaitent vivre à chaque étape de leur vie. L'entreprise se consacre à améliorer les vies en écoutant attentivement les professionnels de santé et les patients pour répondre aux besoins d'aujourd'hui tout en se concentrant sur les opportunités de demain à travers l'innovation et l'investissement stratégique. Ses divisions éminentes, CooperVision et CooperSurgical, s'engagent à traiter des problèmes tels que la myopie chez les enfants et à soutenir les familles confrontées à l'infertilité. CooperCompanies s'engage activement dans des pratiques durables et cherche à élever les standards de soins avec un fort accent sur l'impact social et environnemental.

Description

• Drive revenue growth, profitability, and operational excellence across a broad international distributor network spanning Europe (including MEA) and Latin America. • Oversee approximately 220 distributor partners with revenues for approximately $30M—~150 across Europe/MEA and ~70 in LATAM—serving Office and Hospital markets with a focus on Women’s Health. • Own and deliver revenue, growth, and margin targets across Europe/MEA and LATAM. • Develop and execute regional commercial strategies aligned with global priorities and portfolio opportunities. • Drive consistent forecasting discipline, pipeline management, and demand planning across the distributor network. • Partner closely with Marketing, Supply Chain, Finance, and Clinical teams to ensure coordinated execution. • Lead a comprehensive evaluation of the current distributor footprint to identify opportunities for consolidation, upgrades, or exits. • Establish clear distributor segmentation and go‑to‑market models by country, channel, and portfolio complexity. • Define and enforce distributor performance standards, including sales growth, portfolio focus, service levels, compliance, and professionalism. • Negotiate and implement standardized distributor agreements with clear KPIs, incentives, and consequences. • Implement a rigorous distributor scorecard process with regular performance reviews and corrective action plans. • Drive a culture of accountability, transparency, and continuous improvement across the network. • Ensure timely, accurate, and actionable reporting on sales performance, tenders, inventory, and market dynamics. • Personally engage with top distributors and key markets to drive execution and resolve performance gaps. • Establish and lead a best‑in‑class tender management process across European markets. • Coordinate tender strategy, prioritization, pricing discipline, and bid execution in partnership with regional and global stakeholders. • Build internal and distributor capabilities around tender intelligence, planning, and post‑award execution. • Ensure tenders support long‑term strategic value, portfolio penetration, and sustainable profitability. • Drive portfolio activation across Women’s Health, including Labor & Delivery (L&D), Gynecologic Surgery, Cervical Cancer Screening & Treatment, Incontinence, and Surgical products applicable to plastics and general procedures. • Identify unmet clinical and customer needs to inform portfolio expansion and lifecycle strategies. • Support distributor training, clinical education, and value‑based selling capabilities. • Collaborate with regional team members responsible for direct sales teams. • Set clear expectations and foster a high‑performance, result-driven culture. • Act as a visible, credible leader with distributors, customers, and internal stakeholders.

🎯 Exigences

• Bachelor’s degree required; MBA or advanced degree preferred. • Experience in Women’s Health, surgical, or hospital‑based product categories. • Direct experience leading or supporting European tender processes. • Strong financial acumen, including pricing strategy and margin management. • Experience operating effectively in matrixed, global organizations. • Proven success managing large, complex distributor networks across multiple regions. • Strong experience in medical devices, healthcare products, or related hospital/clinical markets. • Demonstrated ability to drive distributor consolidation, accountability, and performance improvement. • Fluent in English and Spanish (spoken and written). • Willingness to travel extensively across Europe, MEA, and LATAM.

🏖️ Avantages

• Prolonged sitting in front of a computer • Remote work environment • Travel 50%