Distribution Sales Manager

Established Search; Deutschland; On-site; EUR 90,000 - 120,000; Full time

Job summary

Established Search Ltd partners with a medical device company to appoint an International Distribution Manager. You’ll own distributor relationships, expand into new markets and decide when a distributor-led model fits commercially.

The role blends hands-on partner management with international market development, working with distributors and internal teams to drive sales while ensuring regulatory and quality compliance.

Qualifications

• Five years or more of international sales/distributor management experience.
• Proven track record onboarding distributors across multiple countries.
• Strong negotiation, forecasting and commercial planning skills with regulatory distribution knowledge.

Responsibilities

• Manage distributor relationships and lead regular business reviews.
• Assess new markets based on demand, reimbursement, regulatory requirements and distributor economics.
• Lead partner selection, due diligence, contracts and onboarding.
• Oversee transitions from direct sales to distributor-led operations while maintaining service.
• Track sales, forecasts, stock levels and partner performance; define actions with partners when needed.
• Collaborate with commercial, finance, legal, regulatory, quality and supply chain teams to support distributor operations.

Skills

International sales

Distributor management

Channel development

Market expansion

Regulatory understanding

Negotiation

Stakeholder collaboration

Education

Bachelor’s degree in business, life sciences, engineering, healthcare or related field

Job description

Established Search is partnering with a medical device company to appoint an International Distribution Manager. You’ll take ownership of existing distributor relationships, identify partners for new markets and help determine where a distributor-led model makes commercial sense.

The role combines hands‑on partner management with international market development. You’ll work with local distributors and internal teams to grow sales while maintaining consistent customer support and meeting regulatory and quality requirements.

What you’ll do

• Manage distributor relationships, agree commercial targets and lead regular business reviews.
• Assess new markets based on demand, reimbursement, regulatory requirements and the economics of working with a distributor.
• Lead partner selection, due diligence, contract negotiations and onboarding.
• Manage transitions from direct sales to distributor-led operations, keeping customer service and supply running throughout the change.
• Track sales, forecasts, stock levels and service performance, and agree actions with partners where performance falls short.
• Work with commercial, finance, legal, regulatory, quality and supply chain teams to launch and support distributor operations.

What you’ll bring

• At least five years’ experience in international sales, distributor management, channel development or market expansion within MedTech, healthcare or another regulated industry.
• A track record of selecting, onboarding and managing distributors across multiple countries.
• Strong negotiation, forecasting and commercial planning skills, with an understanding of regulated medical device distribution.
• A bachelor’s degree in business, life sciences, engineering, healthcare or a related field.
• Fluent English and German is preffered, willingness to travel regularly across Europe and internationally. Additional languages are an advantage.

Experience moving a market from direct sales to a distributor model would be particularly valuable.