Hospital National Sales Manager

Convatec; Mexico; On-site; MXN 1,800,000 - 2,400,000; Full time

Job summary

Convatec in Mexico City is seeking a Hospital National Sales Manager to steer the national hospital channel strategy across public and private systems. You will unite strategy, field leadership and tender excellence to grow the business responsibly and improve access and support for healthcare customers.

You will lead a dispersed team, drive pricing and contract management, and use data-led decisions to prioritise opportunities and improve market reach.

Qualifications

• 12-15+ years of commercial leadership in medical devices, pharma or healthcare.
• Experience across public and private hospital channels in Mexico.
• Proven tender strategy, government procurement and account development.
• Experience leading geographically dispersed sales teams with field leadership.

Responsibilities

• Lead the national commercial strategy for Convatec's Hospital Channel in Mexico.
• Develop annual business plans, forecasts and account development strategies.
• Engage with public health institutions and tendering organizations; manage pricing & contracts.
• Lead Regional Sales Managers and Hospital Sales Representatives across the country.
• Collaborate with cross-functional teams to drive compliant, high-value executions.

Skills

Commercial leadership

Public/private hospital channels

Tender strategy

Contract negotiation

Leadership of dispersed teams

CRM proficiency

Excel/Power BI

Education

Bachelor's degree in business/marketing/healthcare

Tools

CRM platforms

Excel

Power BI

Job description

Shape the next chapter of our hospital business in Mexico. This is an opportunity to lead a national team, strengthen customer partnerships across public and private healthcare, and turn market insight into focused, sustainable growth.

About the role:

As Hospital National Sales Manager, you will lead the commercial strategy and execution for Convatec's public and private hospital channels across Mexico. You will bring together national strategy, field leadership, account development, tender excellence and data-led decision-making to grow the business responsibly and improve how we reach and support healthcare customers.

Your key duties and responsibilities:

• Commercial strategy and growth

  Develop and execute the national commercial strategy for the Hospital Channel, covering public and private institutions.

  Build annual business plans, sales forecasts and account-development strategies that balance revenue, profitability and long-term customer value.

  Identify market opportunities, competitive developments and emerging healthcare trends, translating them into clear priorities and action plans.

  Advance direct and indirect go-to-market models appropriately, with disciplined evaluation of customer opportunity, service requirements and commercial risk.

• Public and private hospital leadership

  Lead engagement with key public healthcare institutions, including IMSS, ISSSTE, IMSS Bienestar, State Health Secretariats, Military Hospitals, National Institutes and relevant tendering organizations.

  Develop tender calendars and account plans, coordinating pricing, contract management, compliance and post-award execution.

  Strengthen partnerships with national, regional and independent private hospital groups, as well as clinical decision-makers, procurement teams and hospital administrators.

  Drive hospital access, formulary inclusion, protocol adoption and product-standardization initiatives through a value-based approach.

• Field and people leadership

  Lead, coach and develop Regional Sales Managers, Key Account Managers and Hospital Sales Representatives across Mexico.

  Maintain a strong field presence, spending meaningful time with customers and teams to understand opportunities, remove barriers and strengthen execution.

  Set clear expectations, build accountability and conduct regular business reviews and field-coaching sessions.

  Strengthen territory coverage, prospecting discipline and account-contact frequency so that resources are focused where they can create the greatest impact.

  Foster a resilient, collaborative and high-performance culture that can operate effectively in a changing environment.

• Data, performance and collaboration

  Use CRM, market insight, account segmentation and performance scorecards to prioritize opportunities and make informed decisions.

  Improve forecast accuracy, demand planning, pricing compliance and contract performance.

  Partner with Marketing, Clinical Education, Commercial Excellence, Finance, Supply Chain, Regulatory Affairs and Contract & Tender teams to build joined-up go-to-market plans.

  Manage sales budgets and investment programs while delivering agreed revenue and profitability objectives.

Skills & Experience:

• 12-15+ years of commercial leadership experience in medical devices, pharmaceuticals or the broader healthcare sector, including national sales responsibility.
• Proven experience across both public and private hospital channels in Mexico, with a strong understanding of their different stakeholder, access and procurement dynamics.
• Demonstrated success in tender strategy, government procurement, key-account development, contract negotiation and distributor management.
• Experience leading and developing geographically dispersed sales teams, with a practical, field-oriented leadership style.
• Strong analytical and business acumen, with experience using CRM platforms, Excel, Power BI or similar tools to guide commercial decisions.
• Ability to build structure and insight where information is incomplete, combining market knowledge, customer input and data to set priorities.
• A collaborative approach and the confidence to influence senior internal and external stakeholders.
• Resilience, adaptability and a growth mindset, with the energy to lead through change and turn strategy into consistent execution.

Qualifications/Education:

Bachelor's degree in business, Marketing, Nursing, Biomedical or related fields with strong numerical knowledge, proven analytic skills and business acumen.

Experience in the medical device, pharmaceutical, or healthcare industry.

Strong analytical skills and proficiency in tools like Excel, Power BI and CRM Platfor