International Distribution Director
Descrizione dell'offerta
Role Description
Delcon is an innovation-driven company in the blood banking space. Our devices and digital solutions are used by blood centers worldwide. We are scaling our global commercial organization and are looking for an International Distribution Director to lead our distributor-driven business and a team of regional area managers (Europe, Africa, APAC, Latam, Middle East). Flexible/Remote – significant international travel + periodic visits onsite in Italy
Key Requirements:
- Strong experience managing distributors and indirect sales channels
- Success working in small startup or scale-up businesses
- MedTech commercial experience selling both hardware and software
- Good understanding of the global blood bank market
This is a strategic and hands-on role for someone who enjoys owning the numbers and also being in the field with distributors, customers and KOLs -- someone who brings a strong entrepreneurial mindset, is a natural go-getter, and thrives on delivering results.
What You Will Do
Own Global Commercial Performance
• Take end-to-end responsibility for revenue, margin and budget for Delcon’s blood banking portfolio.
• Translate company goals into regional targets and sales & marketing plans by country / cluster (Europe, Africa, APAC, Latam, Middle East).
• Define and manage pricing architecture (country tiers, distributor discounts, deal guidelines) to protect margins while staying competitive in tenders and private markets.
Lead & Develop the Sales Organization
• Directly manage a group of area managers (Europe, Latam, Africa, APAC, Middle East) – coaching them on pipeline, distributor performance and territory strategy.
• Build and adjust the team over time: identify, hire and grow strong area managers, and take clear decisions where performance is not meeting expectations.
Distributor & Indirect Channel Strategy
• Increase number of contracted distributors and ensure alignment with company overall policies and goals (territories, exclusivity, minimum performance, payment terms, service responsibilities).
Territory Ownership & Key Deals
• Lead or support key opportunities and tenders, working closely with local managers and distributors on strategy, pricing and positioning.
• Build and nurture direct relationships with key customers and stakeholders in that territory.
Pricing, Tenders & Margin
• Lead the commercial strategy for major tenders (national and regional): bid/no-bid decisions, price and value story, distributor roles, and risk.
• Ensure a structured, consistent approach to tender participation via distributors (who does what, which documents, margin split).
• Own the global pipeline and forecast: ensure all regions maintain disciplined opportunity management in the CRM.
• Use data to drive reviews with area managers and distributors, closing gaps to budget through concrete actions.
• Closely collaborate with the Sales Operation Manager to:
- Continuously monitor price/margin by country and product line.
- Pipeline, Forecasting & CRM Discipline
- Put in place simple but robust standards for stages, probabilities and forecast hygiene to give reliable visibility to Operations and Finance.
Tradeshows & Brand Evangelism
• Define and prioritize tradeshows and congresses ensuring clear objectives and follow-up on opportunities.
• Act as a visible evangelist for the Delcon brand and portfolio in front of KOLs, distributors and strategic customers worldwide.
Your Experience
• 10+ years in commercial roles (sales, business development, commercial leadership) in blood banking / transfusion medicine / closely related medical devices, with regular contact with blood centers and/or hospital blood banks.
• Strong experience managing distributor / indirect sales networks and multi-country territories
• Proven track record of owning P&L levers (pricing, discounts, portfolio mix) and consistently achieving or exceeding budget.
• Hands-on experience with tender-driven business and complex deals (public tenders, long sales cycles, multi-stakeholder decisions).
• Comfortable working with CRM systems and using data to manage pipeline and forecast.
Skills & Mindset
• Combines strategic thinking (where to play, how to win) with a hands-on approach (visiting customers and distributors, leading deals).
• Deep understanding of distributor economics and behavior: contracts, incentives, territories.
• Strong commercial judgment on pricing and margins across regions with very different affordability and competition levels.
• Excellent relationship-builder with KOLs, blood centers, distributors and internal stakeholders; able to influence without formal authority.
• Empathetic, modern people leader: coaches, gives feedback, creates psychological safety – and also sets clear expectations and performance standards.
• Comfortable in a young, dynamic, collaborative environment with fast learning cycles and evolving structures.
Education & Languages
• University degree required; MBA or equivalent is a plus.
• Fluent English is mandatory; additional languages (Italian, French, Spanish, Portuguese, Arabic, etc.) are a strong plus.
Why Delcon?
- Direct impact on a mission-critical area of healthcare – ensuring safe and efficient blood collection and processing.
- A role at the center of Delcon’s growth strategy, combining global responsibility with your own territory.
- A lean, entrepreneurial organization with short decision lines, strong cross-functional collaboration and real room to shape how we go to market.