Account Manager - GSS Distributors UK, Ireland & Nordics

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Account Manager, GSS Distributors UK, Ireland & Nordics

Role Purpose

The Account Manager, GSS Distributors UK, Ireland & Nordics is responsible for driving sales growth, market development, and distributor performance across Baxter's Global Surgical Solutions (GSS) portfolio. The role manages a network of distributors across seven markets, developing and executing go-to-market (GTM) strategies and ensuring the successful execution of commercial agreements.

This position requires strong commercial acumen, financial management, strategic planning, and stakeholder engagement skills to deliver business objectives while ensuring distributors are equipped to effectively represent Baxter's products and solutions. The role serves as the primary commercial contact for distributors and works closely with cross-functional teams including Marketing, Product Management, Finance, Customer Service, Technical Services, Supply Chain, and Leadership.

Key Responsibilities

Distributor Network Management & Growth

• Build, develop, and optimise a high-performing distributor network across the UK, Ireland, and Nordic region.
• Act as the primary point of contact for distributors within the assigned portfolio.
• Develop and implement joint business plans aligned with Baxter's commercial strategy, GTM objectives, and market growth opportunities.
• Establish clear performance expectations, KPIs, and development plans with distributor partners.
• Conduct regular business reviews to monitor performance, identify risks and opportunities, and implement corrective actions where required.
• Support distributor onboarding, capability development, and succession planning to ensure long-term market coverage and growth.

Revenue Ownership & Commercial Performance

• Own distributor revenue targets and overall commercial performance across the assigned territory.
• Manage a multi-market sales portfolio, delivering growth, profitability, and achievement of annual operating plan objectives.
• Drive sales excellence through disciplined opportunity management and execution.
• Identify new business opportunities and develop strategic growth plans within existing and emerging markets.
• Improve commercial outcomes through pricing optimisation, margin enhancement initiatives, and portfolio expansion.

Contract Management & Governance

• Lead the execution and management of Non-Exclusive Distributor Agreements (NEDA) and other approved commercial agreements.
• Ensure distributor compliance with contractual obligations, agreed pricing structures, and trading terms.
• Maintain governance processes and documentation related to distributor partnerships.
• Support contract renewals, amendments, and negotiations in accordance with business policies and legal requirements.

Go-to-Market & Marketing Execution

• Develop and execute integrated GTM plans aligned to regional business objectives.
• Deliver commercial campaigns in line with agreed marketing and sales calendars to drive demand generation and sales conversion.
• Collaborate with marketing teams to localise promotional materials, launch new products, and maximise campaign effectiveness.
• Track campaign outcomes and ensure distributors execute agreed activities effectively.

Training & Product Support

• Ensure distributors maintain a high level of product, clinical, and commercial expertise.
• Coordinate and deliver product training programmes through both virtual and face-to-face formats.
• Support distributor readiness for new product launches, portfolio updates, and strategic initiatives.
• Ensure distributors have access to relevant sales tools, resources, and market intelligence.

Forecasting & Funnel Management

• Lead distributor pipeline and opportunity management processes.
• Maintain accurate sales forecasts through regular funnel reviews and performance analysis.
• Identify pipeline gaps and implement actions to improve conversion rates and future revenue generation.
• Deliver timely and accurate forecasting to support business planning and supply chain requirements.

Cross-Functional Collaboration

• Build strong working relationships across Finance, Marketing, Product Management, Customer Service, Technical Services, Regulatory Affairs, Supply Chain, and Leadership teams.
• Represent regional distributor needs internally and ensure alignment on strategic priorities.
• Provide market feedback and customer insights to inform business strategy and product development decisions.
• Support international and regional projects that enhance distributor performance and market penetration.

CRM Excellence

• Utilise CRM systems to manage customer and distributor interactions, pipeline opportunities, forecasting, and reporting.
• Maintain excellent data quality and CRM discipline.
• Leverage CRM dashboards and analytics to drive decision-making and performance management.

Required Experience & Qualifications

• 3-5 years' experience in healthcare, medical devices, channel management, distributor management, or account management.
• Demonstrated success managing distributor or channel partner networks.
• Strong sales, negotiation, and business development experience.
• Experience working effectively within a matrix organisation.
• Proven financial and commercial acumen.
• CRM proficiency with strong forecasting and pipeline management capabilities.
• Excellent presentation, communication, and project management skills.
• Ability to manage ambiguity and operate effectively across multiple markets.
• Additional European language skills are advantageous.

Key Competencies

Commercial Excellence

• Strong commercial judgement and business acumen.
• Pricing strategy and margin management.
• Contract negotiation and commercial governance.

Strategic Thinking

• Market analysis and opportunity identification.
• Long-term business planning.

Analytical & Financial Management

• Forecasting and pipeline management.
• Revenue planning and budget ownership.
• KPI tracking and performance analysis.

Relationship Building & Influence

• Distributor engagement and development.
• Stakeholder management across multiple functions and geographies.
• Effective communication and presentation skills.

Execution Excellence

• Strong project and campaign management.
• Ability to deliver results through indirect sales channels.
• Focus on accountability and continuous improvement.

Travel Requirements

• Regular travel throughout the UK, Ireland, and Nordic region.
• Attendance at customer meetings, distributor visits, industry events, and internal business meetings.
• Frequent overnight stays and occasional international travel.
• Valid driving licence required.

Equal Employment Opportunity

Baxter is an equal opportunity employer. Baxter evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic.

Reasonable Accommodations

Baxter is committed to working with and providing reasonable accommodations to individuals with disabilities globally. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application or interview process, please click on the link here and let us know the nature of your request along with your contact information.

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