Overview:

Our client is a medical technology company that develops and commercializes innovative devices and therapies for dermatology and aesthetic care. They are seeking a Head of International Distributor Sales. This role will lead and grow the company’s international distributor network, with primary responsibility across APAC and additional markets in the Middle East, Israel, and Mexico. The role will own international revenue, distributor relationships, forecasting, commercial performance, and network strategy while strengthening distributor capabilities and market coverage to support sustainable growth.

Responsibilities:

• Own commercial relationships with international distributors and serve as the primary point of contact for key partners.
• Develop and maintain rolling forecasts by distributor and market, incorporating orders, sell-through, utilization, and installed-base activity.
• Own international revenue performance and drive equipment placements, utilization, and recurring consumables revenue against plan.
• Identify underperforming markets and distributors and develop and execute corrective action plans.
• Negotiate, manage, and restructure distributor agreements, including changes to pricing, coverage, exclusivity, and commercial terms.
• Evaluate and optimize the distributor network, including identifying opportunities to add, replace, or expand distributor relationships.
• Monitor product registration status and registration-holder arrangements across international markets and escalate regulatory risks as needed.
• Establish standards for distributor training, clinical support, and key opinion leader engagement.
• Define and improve the division of responsibilities between the company and its distributors for commercial and clinical support.
• Manage and develop internal team members supporting the international business.
• Build scalable processes, documentation, and reporting systems to ensure continuity and institutional knowledge across the international business.

Qualifications:

• Direct experience managing medical device, aesthetic device, or similarly complex healthcare distributor networks across multiple APAC markets
• Demonstrated success owning international sales revenue and managing distributor performance
• Understanding of capital equipment businesses with recurring revenue from consumables, services, or per-treatment models
• Strong commercial, analytical, negotiation, and relationship-management skills
• Experience managing or developing team members and representing a company with senior distributor principals
• Experience negotiating, pricing, and managing distributor agreements; experience restructuring or amending agreements is strongly preferred
• Experience in dermatology, aesthetics, or a related medical device category is strongly preferred
• Familiarity with medical device registration and regulatory requirements across relevant international markets is strongly preferred
• Willingness and ability to travel, including international travel, up to 40%