Head of Distribution Sales – EMEA, LATAM

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🕒 April 24

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CooperCompanies

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1978

⚕️ Healthcare Insurance

🧬 Biotechnology

☁️ SaaS

💰 Post-IPO Equity on 2021-12

Healthcare Insurance • Biotechnology • SaaS

CooperCompanies is a global, consumer-centric medical device company that supports how people want to live at every stage of life. The company is dedicated to improving lives by listening closely to healthcare providers and patients to fulfill the needs of today while focusing on the opportunities of tomorrow through innovation and strategic investment. Their prominent divisions, CooperVision and CooperSurgical, are committed to addressing issues such as myopia in children and supporting families struggling with infertility. CooperCompanies actively engages in sustainable practices and seeks to elevate standards of care with a strong focus on social and environmental impact.

📋 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.

🎯 Requirements

• 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.

🏖️ Benefits

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