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 management.
- Experience leading and developing geographically dispersed sales teams, with a practical, field-oriented leadership style.
- Strong analytical and business acumen, with experience using CRM platforms, Excel, Power BI or similar tools to guide commercial decisions.
- Ability to build structure and insight where information is incomplete, combining market knowledge, customer input and data to set priorities.
- A collaborative approach and the confidence to influence senior internal and external stakeholders.
- Resilience, adaptability and a growth mindset, with the energy to lead through change and turn strategy into consistent execution.
Qualifications/Education:
- Bachelor’s degree in business, Marketing, Nursing, Biomedical or related fields with strong numerical knowledge, proven analytic skills and business acumen.
- Experience in the medical device, pharmaceutical, or healthcare industry.
- Strong analytical skills and proficiency in tools like Excel, Power BI and CRM Platforms (Salesforce, Microsoft Dynamics, etc.).
- Excellent communication, stakeholder management, and project leadership abilities.
- Highly desirable certifications in strategic account management (SAM), Key account management (KAM), project management or equivalent, Sales forces effectiveness programs.
Travel Requirements:
- Position may involve travel up to 50% of the time, mainly in Mexico to interact with Sales Force in the field, and with distributors in our indirect market.
Working Conditions:
- Hybrid working – 3 number of days per week in the office driven by business requirements as Convatec has a flexible approach to office working.
Ready to join us?
At Convatec, we’re pioneering trusted medical solutions to improve the lives we touch. If you’re ready to make a real impact, apply today and help us bring our Forever Caring promise to life.
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Equal opportunities
Convatec provides equal employment opportunities for all current employees and applicants for employment. This policy means that no one will be discriminated against because of race, religion, creed, color, national origin, nationality, citizenship, ancestry, sex, age, marital status, physical or mental disability, affectional or sexual orientation, gender identity, military or veteran status, genetic predisposing characteristics or any other basis prohibited by law.
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About Convatec
Pioneering trusted medical solutions to improve the lives we touch:
Convatec is a global medical products and technologies company, focused on solutions for the management of chronic conditions, with leading positions in Advanced Wound Care, Ostomy Care, Continence Care, and Infusion Care. With over 10,000 colleagues, we provide products and services in around 90 countries, united by a promise to be forever caring. Our solutions provide a range of benefits, from infection prevention, treatment for hard to heal wounds, at-risk skin and ulcerated tissue to supporting debilitating conditions, improved patient outcomes and reduced care costs. Convatec's revenues in 2025 were over $2 billion. The company is a constituent of the FTSE 100 Index (LSE:CTEC). To learn more please visit: http://www.convatecgroup.com.
