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UtrechtHybridHours negotiable<3months
An organization is looking for an International Trader to build a dedicated international sales channel for excess and surplus inventory across European markets.
- This is a new role with a Group mandate.
- The focus is on finding buyers, negotiating deals, and selling stock.
- The role is aimed at recovering value and closing deals.
- The assignment is offered on a fixed-term or contract basis for a minimum of 12 months with evaluation for continuation, and it carries a performance-based component.
- The organization distributes medical devices and consumables. Excess inventory is part of the business.
- The objective is straightforward: recover as much value as possible, release working capital and warehouse capacity, and do it without disturbing existing markets or compromising compliance standards.
What you will do.
- Develop and run an international sales strategy for stock that the regular commercial organization cannot move.
- Build a qualified international buyer network across distributors, traders, brokers, NGOs and humanitarian buyers, emerging markets, auction platforms and other relevant channels.
- Proactively open new geographies and routes to market for medical devices and consumables.
- Sell primarily outside the organization's operating markets, so that existing commercial channels and market pricing stay protected.
- Work the Group stock list as your commercial deal pipeline and prioritize the positions where the most value can be recovered.
- Choose and execute the right route for each position: direct sale, bundled sale, auction, supplier return or donation.
- Set and execute pricing for surplus stock, including discounting and bundling, within an agreed mandate and approval thresholds.
- Personally negotiate price, delivery terms, Incoterms and payment security with international buyers.
- Prepare a clear commercial case when a deal falls outside your mandate.
- Work with internal departments (Sales, Supply Chain, S&OP, Sourcing, and Finance) so that eligible stock is listed and opportunities are acted on fast.
- Report monthly on pipeline, revenue, value recovered, margin, lead time, and open risks.
- Feed the recurring causes of excess stock back into S&OP and Sourcing, so that what is learned in the market helps prevent the problem from rebuilding.
Profile
- Commercially driven and energized by finding buyers, opening channels, and closing deals.
- Understand that the highest price is not always the best deal; weigh what the position is worth, what the alternatives cost, what compliance requires, and what the transaction could mean for the organization's own markets.
What they ask
- A bachelor's or master's degree, preferably in commercial economics, business administration, international trade, or a related field.
- Five to ten years of international B2B sales, export, or trading experience, with a demonstrable track record of personally closing cross-border deals.
- Experience with medical devices, medical consumables, or pharmaceutical distribution (a strong advantage).
- Experience with secondary markets, surplus or overstock trading, liquidation, or distressed inventory (preferred).
- Working knowledge of MDR/IVDR, GDP, export control, and sanctions requirements as they apply to international medical-device sales.
- Strong commercial and negotiation skills.
- Confidence working with item-level data in Excel or BI tools.
- An existing buyer network in emerging markets, international trade channels, or NGOs (an advantage).
- English at C1 professional level.
- Willingness to travel internationally for buyer meetings, trade fairs, and alignment with markets.
Practical
- Commercial freedom within clear boundaries.
- Every transaction must meet applicable requirements (MDR/IVDR, GDP, shelf life, labeling, UDI, export controls, sanctions, and supplier or manufacturer distribution restrictions).
- Actively prevent channel conflict, parallel trade, and grey-market return flows.
- Work closely with Quality and Regulatory Assurance and Regulatory Affairs.
- Zero tolerance on compliance.
- "Hunter" rather than a "farmer" mentality, fast deal cycles.
- Creative about routes to market and comfortable testing new channels, geographies, bundles, and auction formats.
- Take personal ownership of the recovery result.
- Prepared to walk away from a buyer when the destination, the use, or the transaction cannot be properly verified.
- Group-wide commercial mandate.
- Freedom to build your own international buyer network and open new sales channels.
- Full ownership of your deals, from first contact to execution.
- Direct access to senior stakeholders.
- Directly measurable impact on working capital and commercial results.
- International working environment.
How to apply
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