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Distributor Channel Manage - Western Europe

Position Overview

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.

Key Responsibilities:

Support and Enablement

• 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.

Governance & Compliance

• 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.

Performance Management

• 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.

Market Intelligence & Relationship Building

• 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.

Distributor Strategy & Optimization

• 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.

Qualifications & Experience

• 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.

Education: Bachelor's degree in Business, Life Sciences, or related field; MBA is a plus.

Skills & Abilities:

• 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).

Key Competencies:

• 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.

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

• Employee referral program

• Working for a global pharma/med tech leader.

Why Join Baxter?

This is a unique opportunity to build and lead a new European function at one of the world’s leading healthcare companies. You will lay a critical role in shaping the future of commercial excellence training and capability development, standardizing best practices, and driving measurable impact across a complex, multinational business. If you are a visionary leader passionate about developing world-class commercial teams, we invite you to apply and help us elevate Baxter’s commercial excellence to the next level. Join us and make a lasting impact at Baxter! This is a challenging opportunity and a chance to work in a diverse team with a great mix of people across various countries. Joining Baxter means joining a team that you can truly learn from! You will be involved in exciting commercial projects which will make a difference to both the company and patients. If you have an interest in this great opportunity and think you can make a difference then this could well be the role for you.

We understand compensation is an important factor as you consider the next step in your career. At Baxter, we are committed to equitable pay for all employees, and we strive to be more transparent with our pay practices. The minimum salary for this position is 224 000,00 PLN annually. Your initial pay could be at the minimum or higher based on skills and expertise, experience, and other relevant factors, all of which are subject to change. This position may also be eligible for competitive benefits, discretionary bonuses, and/or long-term incentive. For questions about this, our pay philosophy, and available benefits, please speak to the recruiter if you decide to apply and are selected for an interview

Equal Employment Opportunity

Baxter is an equal opportunity employer. Baxter evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic.

Reasonable Accommodations

Baxter is committed to working with and providing reasonable accommodations to individuals with disabilities globally. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application or interview process, please click on the link here and let us know the nature of your request along with your contact information.

Recruitment Fraud Notice

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