Distributor Sales - Medical Device Industry

Position Overview

The Distributor Sales Representative is responsible for managing and growing MedGyn business exclusively through authorized distribution partners. This role serves as the primary liaison between MedGyn and distributor organizations—supporting contract activation, day-to-day order execution, channel compliance, training, and joint selling with distributor reps to drive consistent growth across women’s health markets.

Key Responsibilities

1) Distributor Relationship Management & Joint Selling

· Serve as the primary point of contact for assigned distribution partners and maintain strong relationships with distributors’ team.

· Conduct regular business reviews (QBRs/MBRs), performance check-ins, and pipeline discussions with distributor teams.

· Coordinate joint sales calls with distributor reps to identify opportunities, convert business, and expand utilization.

· Drive distributor engagement around MedGyn priorities, product focus, promotions, and new product launches.

2) Contracting Support, Pricing Alignment & Contract Execution

· Support establishing and activating distributor agreements and customer contracts (as applicable), ensuring correct setup of products, pricing, and terms.

· Coordinate internally with Sales Leadership, Finance, Marketing and Customer Service to ensure contract pricing is implemented accurately for ordering and billing.

· Help distributors understand what is contracted, how to sell it compliantly, and how to apply pricing and product eligibility in the field.

· Maintain documentation of contract details, effective dates, and required forms to ensure clean execution and fewer downstream issues.

3) Contract Follow-Through & Channel Compliance

· Monitor contract adherence (product eligibility, pricing, ordering pathways) and proactively address non-compliance or leakage.

· Partner with distributor teams to correct ordering behaviors, improve product mix, and reinforce compliant selling and purchasing patterns.

· Support internal visibility on contract performance trends and communicate corrective actions needed to improve execution.

4) Order Entry, Processing & Issue Resolution

· Enter and process distributor orders accurately, including pricing validation, product configuration, ship-to information, and required documentation.

· Track order status through fulfillment; proactively resolve backorders, substitutions, freight issues, returns, and discrepancies.

· Coordinate with Operations/Supply Chain and Customer Service to ensure timely fulfillment and high distributor satisfaction.

· Maintain accurate records and notes in CRM and internal order systems to support seamless handoffs and reporting.

5) Product Training & Channel Enablement (Distributor + Facility Level)

· Deliver product training and selling tools for distributor sales reps, including positioning, indications, and competitive talking points.

· Support facility-level education in partnership with distributor reps to ensure proper product understanding and adoption.

· Provide ongoing enablement for new distributor hires and refresh training for existing reps to maintain competency.

· Coordinate training materials, in-services, and launch kits with Marketing and Product teams.

6) Product Complaints, Quality Support & Field Feedback

· File and document product complaints promptly and accurately in accordance with MedGyn quality processes and regulatory requirements.

· Act as the field liaison between distributors/facilities and MedGyn Quality/Regulatory to ensure timely follow-up and closure.

· Collect product feedback and voice-of-customer insights to inform improvements, training needs, and commercial messaging.

7) Finance Coordination & Distributor Account Administration

· Partner with Finance to support distributor onboarding requirements, credit applications, tax documentation, and billing alignment.

· Assist in resolving invoicing questions, pricing disputes, credits/returns, and chargeback-related issues (as applicable).

· Support clean financial execution by ensuring pricing files, contract references, and distributor/customer identifiers are accurate.

8) Reporting, Forecasting & CRM Discipline

· Maintain accurate CRM activity, distributor contacts, account notes, and opportunity tracking.

· Provide monthly/quarterly forecasts for distributor-driven opportunities and communicate risks and upside clearly.

9) Market Development & Support Activities

· Represent MedGyn with distribution partners at regional meetings, trade shows, and targeted events.

· Coordinate samples, demos, evaluations, and product literature distribution per company policy.

· Stay current on competitive dynamics, market trends, and distributor go-to-market strategies within women’s health.

Qualifications

Required

· Bachelor’s degree or equivalent experience.

· 2+ years of experience in medical device, medical supply, or healthcare distribution/channel sales.

· Demonstrated experience working through distributors (channel management, enablement, and joint selling).

· Strong operational discipline: order processing, documentation, follow-through, and issue resolution.

· Excellent communication skills with the ability to train and influence distributor teams.

· Proficiency with CRM tools and Microsoft Office (Excel, PowerPoint, Outlook).

Preferred

· Experience in women’s health (OB/GYN, fertility/IVF, ambulatory care) and/or capital + disposable portfolios.

· Working knowledge of IDNs/GPOs and basic contract/pricing execution workflows.

· Experience collaborating cross-functionally with Finance, Quality/Regulatory, Customer Service, and Marketing.

Core Competencies

· Distributor relationship management and influence without direct authority

· Contract and pricing execution mindset

· Training, enablement, and field education

· Operational excellence and attention to detail

· Problem-solving and responsiveness

· Collaboration across Sales, Finance, Quality, Operations, and Marketing

Performance Indicators (Examples)

· Distributor revenue growth and product mix improvement across assigned partners

· Timeliness and accuracy of order processing and issue resolution

· Distributor rep engagement and training completion (participation, proficiency)

· Contract execution quality (pricing accuracy, reduced non-compliant orders/leakage)

· Quality responsiveness: complaint documentation accuracy and closure timelines

About MedGyn

MedGyn designs, manufactures, and distributes products supporting women’s healthcare. We are committed to high-quality solutions, responsive service, and improving outcomes for patients and providers.

Job Type: Full-time

Pay: $45,000.00 - $90,000.00 per year

Benefits:

• 401(k)
• Dental insurance
• Health insurance
• Life insurance
• Paid time off
• Vision insurance

Schedule:

• 8 hour shift
• Monday to Friday

Supplemental Pay:

• Commission pay

Education:

• Bachelor's (Preferred)

Experience:

• Sales Experience: 5 years (Required)

Work Location: In person