Global Sales Distribution Manager-Ortho

Job Title: Global Sales Manager – Distribution Market – Ortho Reporting to: Global Sales Revenue OfficerRole Objective:To accelerate growth (+25% in 2–3 years) across fully distributor-led markets (Hungary, Czech Republic, France, Italy, etc.) by:Upgrading distributor capabilityDriving structured commercial executionImproving demand generation despite no direct field forceEnsuring strong governance, forecasting, and accountabilityEntering in new markets thro’ new distributor appointment Desired Candidate Profile:Education: A graduate or master’s degree in Business or Science, along with an MBA or a Postgraduate Diploma in Business Administration – Marketing.Experience: 15–20 years of experience in direct sales and international distribution management, with expertise in Orthopaedic devices / consumables. Exposure to HA Injections desirable, not mandatory. A minimum of 5 years of experience in managing international sales and distribution markets. Strong exposure to Europe is mandatory. Proven track record of:Turning around underperforming distributorsLaunching / scaling specialty products via partnersManaging multi-country P&L through distributorsExceptional networking and relationship management skills, particularly with key accounts and distributors.Willingness and ability to travel extensively for international business opportunities.Culturally agile across Western & Eastern EuropeComfortable operating independentlyCommercial strategy & execution Market access understanding (tenders, reimbursement)Role & Responsibilities:Distributor Business ManagementOwn end-to-end performance of distributor-led markets Drive structured distributor governance through:Annual business plansQuarterly business reviews (QBRs)KPI scorecards and performance trackingLead distributor capability building in sales, marketing, and KOL engagementIdentify, develop, or replace distributors based on performance and strategic fitGrowth & Commercial ExecutionDesign and execute country-specific growth strategies to achieve ~25% CAGRDrive demand generation via:KOL identification and engagementMedical education programsDistributor salesforce coachingOptimize pricing, product mix, and channel strategyWork closely with hybrid markets to replicate best practicesMarket Access & Business DevelopmentNavigate diverse European reimbursement, tendering, and private-market systemsSupport distributors in market access planning and tender participationIdentify expansion opportunities (new accounts, segments, indications)Financial & Forecasting OwnershipOwn revenue forecasting and demand planning for distributor marketsImprove forecast accuracy and inventory disciplineBalance distributor margins with company profitabilityStakeholder ManagementAct as the primary interface between HQ, regional leadership, and distributorsInfluence without authority in a matrix organizationEnsure alignment with global brand and compliance standardsCollaborate with cross-functional teams (marketing, supply chain, logistics, and inventory management) to optimize operations in international markets.Represent the organization in international business meetings, negotiations, and industry events.Functional Skills Required:Expertise in International distribution management, including market penetration strategies.Strong negotiation, communication, and presentation skills.Analytical mind-set with the ability to interpret market data and drive actionable insights.Proficiency in business planning and performance monitoring tools.Behavioral Skills Required:Strategic thinking and decision-making abilities.Results-driven with a proactive and solution-oriented approach.Strong leadership and team collaboration skills.Excellent interpersonal and relationship management skills.Adaptability to diverse cultures and market dynamics.Specific Professional Competencies:Business Acumen, Customer Focus, Drive for results, Problem solving, Peer relationship, Negotiation skills, Functional/ technical skills, Presentation skills, Adherence to Ethics and Values, Integrity.Biotech is an Equal Opportunity Organization promoting diversity while ensuring no discrimination on anyground including gender, race, religion, age, sexual orientation, disability, etc.