Head of Distribution and Business Development Europe
Global Life-Science Consultant at Watton Hall
Watton Hall is partnered with an exciting MedTech company based in Switzerland.
The Sales and Business Development Manager Europe develops the commercial strategy for Europe in collaboration with his/her line manager, supported by business analytics and marketing. He/she is fully responsible for creating the yearly operational strategy and tactical sales plan based on the aforementioned commercial strategy and executes accordingly. Target customers include mainly distributors, but also European/local IOL manufacturers and/or kit-packaging companies, depending on the overall commercial strategy. The role also involves staying informed on main market trends to inform revisions of the European commercial strategy and support product innovation. Additionally, he/she may connect with end customers/HCPs as appropriate.
Key Responsibilities:
Develops the commercial strategy for Europe in collaboration with his/her line manager, supported by business analytics and marketing, and drives execution.
Keeps informed on main market trends and provides input for product innovation.
Builds a strong European distributor network and establishes relationships with local IOL manufacturers and potentially kit-packaging companies to ensure targeted market coverage and sustainable growth.
Negotiates, concludes, and manages distribution contracts and business agreements with local IOL manufacturers and kit-packaging companies.
Builds the yearly operational strategy, including priority setting and strategic initiatives.
Sets sales targets and plans accounts down to individual customer level for priority markets and customers.
Manages distributor relationships proactively, including target setting, monitoring, and support to ensure target achievement.
Trains and raises awareness among sales partners regarding product values, technical details, and applications.
Provides additional customer support, including technical and regulatory assistance in collaboration with internal teams.
Forecasts sales and market trends.
Anticipates extensive travel requirements.
Profile:
Successful degree (preferably university degree) in medical technology, business administration, or a related field.
Fluent in English; proficiency in German is a plus.
Possesses sales training certificates (preferred).
Minimum of 6 years of successful European commercial/sales experience in a related area, with longer experience preferred, ideally in Ophthalmology.
Experience with more than one company is advantageous.
Proven track record of field sales growth.
Proven success in distributor management, with established relationships with key European distributors preferred.
Experience in strategic regional or European management, including strategy development, focus, and execution.
Demonstrated ability to develop and execute strong business plans, including channel crossing initiatives.
Experience in establishing successful business partnerships beyond distributors is a plus.
Skilled in negotiations and closing distribution and other business agreements.
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