International Account Manager

Business Development & Distributor Management

Location: Ghislenghien, Belgium | On-site

Travel: Approx. 30% international

Experience: 5+ years B2B sales experience in medical devices, pharma, healthcare, or a related industry

About H&O; Equipments

H&O; Equipments is an international medical device manufacturer specializing in innovative cryosurgical technologies. Headquartered in Belgium, we work with healthcare professionals and distribution partners in more than 60 countries worldwide.

We are looking for an experienced International Account Manager to join our commercial team and help drive our next phase of international growth.

This is not simply an account-maintenance role.

Your focus will be approximately:

- 60% New Business Development
- Identify, qualify, and develop new international distribution partners.
- 40% Existing Account Management
- Manage and grow an assigned portfolio of existing international distributors.

If you enjoy understanding how businesses work, developing long-term commercial partnerships, creating new opportunities, and taking ownership of your territory, this could be the right role for you.

What You'll Be Responsible For:

Develop New International Business

You will take ownership of prospecting and developing new distribution opportunities within assigned international markets.

You will:

- Identify and research potential medical distribution partners.
- Proactively prospect through phone, email, LinkedIn, video meetings, industry events, and in-person meetings.
- Conduct discovery meetings with prospective partners.
- Evaluate companies using internal evaluation tools and your own commercial judgment.
- Understand each prospect's business model, customer base, product portfolio, sales organization, and market potential.
- Identify decision-makers, internal advocates, and potential blockers.
- Determine which opportunities have genuine long-term potential.
- Build and maintain a healthy, qualified sales pipeline.
- Move opportunities through a structured and sometimes complex international sales cycle.

We are looking for someone who is comfortable creating opportunities rather than waiting for leads to arrive.

Grow Existing Distributor Accounts

You will also have full commercial responsibility for a portfolio of existing international partners.

Your role is to understand the DNA of each account—not simply their order history.

You will:

- Build strong relationships with key stakeholders.
- Understand how each distributor makes money and goes to market.
- Know their customer base, sales structure,



product portfolio, and commercial priorities.
- Identify opportunities for growth and risks that could prevent progress.
- Develop annual Client/Territory Growth Plans.
- Establish realistic forecasts and commercial objectives.
- Monitor performance and proactively address underperformance.
- Work closely with Marketing and Strategic Management to develop the business.

Our Account Managers are expected to think beyond the next purchase order and focus on building stable, sustainable, long-term business.

Accountability Is an Important Part of This Role

You will report directly to the Head of Sales & Marketing and CEO and will have significant responsibility for your accounts and territory.

Each week, you will participate in an individual pipeline meeting and are expected to arrive prepared with a clear understanding of:

- Your monthly sales budget and forecast.
- Expected business from existing accounts.
- Risks and opportunities.
- Progress on active prospects.
- New business development activities.
- Next steps required to move opportunities forward.
- Areas where management support is needed.

Our full commercial team also meets monthly to review performance, strategy, markets, accounts, and upcoming priorities.

We work as one business unit across Account Management, Marketing, and Strategic Management. Collaboration and open communication are therefore essential.

The Person We're Looking For

Experience matters, but mindset matters just as much.

You are likely to succeed in this role if you are:

- Proactive. You identify what needs to happen next and take action.
- Commercially curious. You want to understand how a company operates, how it makes money, and what could help or prevent it from growing.
- A strong listener. You ask intelligent questions before proposing solutions.
- A confident communicator. You are comfortable communicating professionally by email, telephone, video call, presentation, and face-to-face.
- Determined. You understand that international B2B sales can involve long sales cycles and consistent follow-up.
- Accountable. You take responsibility for your accounts, pipeline, forecasts, follow-ups, and commitments.
- Prepared.



You arrive at meetings knowing your numbers, your opportunities, your next steps, and where you need support.
- A team player. You are comfortable working closely with Account Management, Marketing, and Strategic Management rather than operating in isolation.
- Open to feedback. You are comfortable working in a professional environment where management communication is clear and direct.
- Open to learning. You bring experience to the role without assuming that previous experience means there is nothing new to learn.

What We're Looking For

- Minimum 5 years of B2B sales experience in medical devices, pharmaceuticals, healthcare, or a closely related industry.
- Proven experience in new business development/prospecting, not only account management.
- Experience working with distributors, channel partners, or complex B2B accounts.
- Strong commercial and analytical skills.
- Excellent written and verbal communication skills.
- Strong presentation and video-call skills.
- Experience managing a sales pipeline, forecasts, and commercial targets.
- Ability to understand and evaluate different business models.
- Strong organizational and follow-up skills.
- Professional fluency in English; fluency in Spanish is a plus.
- Master's degree preferred.
- Willingness to travel internationally approximately 30% of the time.

Our Culture

We are a close, international team with high expectations for professionalism, preparation, communication, and ownership.

You will have direct access to senior management and the opportunity to contribute to strategic commercial discussions.

We do not expect you to know everything.

We do expect you to ask questions when you don't know something, seek support when needed, and take responsibility for moving your business forward.

This environment is best suited to someone who appreciates direct communication, constructive feedback, clear expectations, and personal accountability.

It may not be the right environment for someone who prefers to wait for direction, avoids prospecting, requires frequent follow-up from management, or believes that experience means there is little left to learn.

Ready for Your Next Challenge?

If you are an experienced international sales professional who enjoys creating new business, developing strategic partnerships, understanding how businesses work, and taking real ownership of your territory, we would like to hear from you.

Apply to join H&O; Equipments and help us develop the next generation of international distribution partnerships.

📌 International account manager (España)
🏢 H&O Equipments
📍 España