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.
This role is suited to a visible, hands-on leader who enjoys being close to customers and sales teams. You will guide regional leaders and hospital sales colleagues, sharpen account coverage and priorities, and work closely with Marketing, Clinical Education, Commercial Excellence, Finance, Supply Chain, Regulatory Affairs and Contract & Tender teams.
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…