Head of Distribution Sales

CooperSurgical is a leading fertility and women’s healthcare company dedicated to putting time on the side of women, babies, and families at the healthcare moments that matter most in life. As a division of CooperCompanies, we're driven by a unified purpose to enable patients to experience life's beautiful moments. Guided by our shared values – dedicated, innovative, friendly, partners, and do the right thing – our offerings support patients throughout their lifetimes, from contraception to fertility and birth solutions, to women’s and family care, and beyond. We currently offer over 600 clinically relevant medical devices to healthcare providers, including testing and treatment options, as well as an innovative suite of assisted reproductive technology and genomic testing solutions. Learn more at www.coopersurgical.com.

Location: UK or EU - all applicants must be eligible to work in UK or EU

• 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.

Work Environment:

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

Experience:

• 10+ years of international commercial leadership experience, including significant distributor management responsibility

The Head of International Distributor Sales is responsible for driving revenue growth, profitability, and operational excellence across a broad international distributor network spanning Europe (including MEA) and Latin America. This leader will 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.

This role is critical to transforming a large, complex distributor ecosystem into a disciplined, accountable, and high‑performing commercial channel. The leader will drive network consolidation, clear performance management, and a robust tender strategy in Europe, while strengthening distributor capability, forecasting accuracy, and execution rigor across all regions.

The Head of International Distributor Sales is responsible for driving revenue growth, profitability, and operational excellence across a broad international distributor network spanning Europe (including MEA) and Latin America. This leader will oversee approximately 220 distributor partners with revenues for approximately $30M—~150 distributors across Europe/MEA and ~70 distributors in LATAM—serving Office and Hospital markets with a focus on Women’s Health.

Commercial & Revenue Leadership

• 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.

Distributor Network Management & Consolidation

• 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.

Accountability & Performance Management

• 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.

European Tender Strategy Leadership

• 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.

Portfolio & Market Development

• Drive portfolio activation across Women’s Health, including: 
  • Labor & Delivery (L&D)
  • Gynecologic Surgery
  • Cervical Cancer Screening & Treatment
  • Incontinence
  • 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.

Leadership & Talent Development

• 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.