Global Sales and Distribution Manager – Medical
Our medical device client is a privately owned Canadian manufacturer that designs, manufactures and sells a niche line of medical devices and consumable products across North America. They are proud of their entrepreneurial spirit, passion, drive, and collaborative team approach to developing innovative technology solutions that help patients better navigate their treatment journeys. Their future is bright with a strong focus on continuing to expand across the globe.
As a result, they are hiring an experienced and results-driven Sales Manager to lead the company’s commercial growth initiatives across North America and international markets. Reporting to the CEO, you will manage all sales activities, develop and support the global distributor network, identify and onboard new distribution partners, and execute strategic sales growth initiatives. As a member of the leadership team, you will work closely with Operations, Customer Success, Regulatory Affairs, Quality Assurance, Product Development, and Executive Management to expand market presence and strengthen customer relationships worldwide.
This is an in-office Calgary based position well suited to a sales manager currently within medical device and/or healthcare technology that is looking for a challenging and entrepreneurial career opportunity where you can have a direct impact on improving patient care and growing commercial initiatives locally, nationally, and internationally.
Sales Leadership
- Manage the North American sales and customer service teams (6-8 reps) to achieve revenue and growth targets, establish annual sales plans, objectives, and performance metrics, conduct regular sales reviews, pipeline assessments, and forecasting activities.
- Support key customer relationships and strategic account development, assist in pursuing major opportunities and resolving complex customer issues.
Global Distributor Management
- Develop strong relationships with international distributor networks, establish distributor performance expectations and monitor results against agreed objectives, conduct regular business reviews with distributors to evaluate opportunities, challenges, and growth plans.
- Support distributors through sales training, product education, marketing initiatives, and business planning, coordinate distributor onboarding, orientation, and ongoing development programs.
- Collaborate with Customer Success and Regulatory Affairs teams to support market access and product registrations where required.
Distributor Recruitment and Market Expansion
- Identify and evaluate potential distributors in targeted international markets, lead distributor qualification, due diligence, negotiations, and onboarding processes, establish and maintain a pipeline of prospective distribution partners.
- Develop market entry strategies for new territories and emerging opportunities.
- Represent company at industry conferences, trade shows, and business development events.
Commercial Strategy and Business Development
- Develop and execute sales growth strategies aligned with corporate objectives, analyze market opportunities, customer needs, and competitive positioning.
- Support pricing strategies, channel development, and product launch initiatives, collaborate with executive leadership on annual budgets, sales forecasts, and strategic planning.
- Provide regular reporting and recommendations to the CEO regarding sales performance and market opportunities.
Cross-Functional Collaboration
- Work closely with Operations to align demand forecasting and production planning.
- Collaborate with Customer Success to ensure exceptional customer experiences and retention.
- Coordinate with Regulatory Affairs and Quality teams to support compliance requirements in international markets.
- Partner with Product Development and Marketing to identify customer-driven product enhancements and growth opportunities.
Qualifications include a Bachelor’s degree in Business, Marketing, Healthcare Administration, or Engineering, and 5-10 years of sales leadership experience including managing both direct sales teams and distributor sales networks. Demonstrated success in international business development and channel management is preferred with familiarity with distributor-based international sales models and experience working with regulatory and market access requirements in multiple jurisdictions. There is international travel required in this role. Compensation includes a salary of $140-160K plus a performance-based incentive program totaling $30-50K at plan, comprehensive health benefits, and professional development opportunities.
Please email your resume to Kelly Burrows in confidence at kelly@summitsearchgroup.com for immediate consideration.
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