Distributor Channel Manager Job at Baxter (Warsaw)

Job Description

We are seeking an experienced and strategic Channel Manager to lead the development, implementation, and optimization of best practices for distributor management across Western Europe. It’s a new role in the channel operations team, which provides an opportunity to shape the direction. This role is pivotal in driving the performance and effectiveness of our channel partners to support the growth and success of our medical device portfolio. The ideal candidate will bring strong experience in managing and supporting distributors in a complex, regulated environment, with a deep understanding of how to balance commercial targets with operational excellence and compliance. This position collaborates closely with distributor- and commercial managers in the region. As part of the Western European Commercial Excellence team, the role reports to the senior manager channel operations and has no direct reports.

Job Responsibility

Provide hands-on support to country and regional teams in implementing channel management initiatives, frameworks, including training and capability building
Collaborate with Marketing, Regulatory, Quality and Supply Chain teams to ensure distributors are aligned and equipped to meet company standards
Assist in the development and execution of due diligence processes for existing and new partners (onboarding)
Ensure distributor agreements and operations adhere to internal policies, industry regulations, and applicable legal requirements
Design and deploy tools and KPIs to monitor distributor performance, including sales targets, compliance, inventory management, and service levels
Conduct business reviews with channel managers to drive accountability and continuous improvement
Maintain a deep understanding of local market dynamics, customer needs, and competitor activity
Build strong, strategic relationships with key distributors to foster trust, loyalty, and long-term collaboration
Develop and implement standardized best practices for selecting, onboarding, managing, and evaluating distributors across Western Europe
Work closely with regional sales leaders to ensure alignment with commercial goals and market-specific needs

Requirements

Minimum of 5 years of experience in channel management, distributor relations, or sales within the medical device, pharmaceutical, or life sciences industries
Proven success in implementing standardized processes and tools across diverse markets
Deep understanding of regulatory requirements and commercial practices in Western Europe
Excellent interpersonal, negotiation, and communication skills
Ability to travel up to 20% across the region
Bachelor's degree in Business, Life Sciences, or related field
MBA is a plus
In depth understanding of commercial processes and models specifically for a distributor model
Strong focus on collaboration and relationship building with internal stakeholders
Analytical and process thinking with a track record of improving and organizing commercial processes
Proficiency in multiple tech stacks and platforms supporting CRM, analytics, and incentive compensation
Expertise and proven track record in project and change management
In depth, solid understanding of business strategy, growth plans, customer and Sales Organization needs and Healthcare markets as well as the company’s value offerings
Proficiency in Microsoft Office Suite and tender management software/tools
Fluency in English (additional European languages are a plus)
Execution Excellence: proven ability to implement processes, tools and frameworks effectively and consistently across multiple countries and partners
Influence Without Authority: skilled at driving alignment and action among internal and external stakeholders without direct reporting lines
Results Orientation: strong focus on setting and achieving measurable outcomes, including distributor performance, compliance, and commercial targets, while maintaining quality and integrity
Cultural Intelligence: sensitivity to and understanding of cultural, regulatory, and market differences across Western European countries
able to adapt communication and leadership styles accordingly
Strategic Thinking: ability to see big picture, identify long-term opportunities and risks, and develop actionable channel strategies aligned with business goals across diverse markets

Nice to have

MBA is a plus
additional European languages are a plus

What we offer

Permanent contract after 3-months’ probation time
Competitive salary
Annual bonus
Work in a diverse and multinational environment
Possibilities for development on a personal and professional level
Lifelong learning opportunity
Friendly atmosphere
Hybrid working model ( 3 days on Site)
Attractive office location, next to the PKP Powiśle station
PPE program with very attractive conditions available for each employee after 3 months
Holiday allowance
2 additional days off (conditional)
Employee referral program
Multisport card
Cafeteria-style plan
Working for a global pharma/med tech leader

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Distributor Channel Manager

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