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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…