Head of Sales, DACH

🕒 il y a 26 jours

🇩🇪 Allemagne – Télétravail

⏰ Temps Plein

🔴 Expert

🤑 Commercial

👻 Score fantôme 20%

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CILIATECH - Glaucoma Innovators

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11 - 50 employés

Fondée en 2017

🏥 Santé

💼 Conseil

🏭 Fabrication

💰 €1 921 179 Debt Financing - Ciliatech en 2023-04

Healthcare • Consulting • Manufacturing

CILIATECH - Innovateurs du glaucome est une entreprise de technologie médicale qui développe l'Intercil® Uveal Spacer, un dispositif implantable supraciliaire conçu pour abaisser la pression intraoculaire dans le glaucome primitif à angle ouvert et à angle fermé. L'entreprise privilégie une approche chirurgicale ab-externo, sans bulle de filtration, qui évite l'accès à la chambre antérieure, visant à réduire le risque de cellules endothéliales et les charges postopératoires tout en préservant les options chirurgicales futures. CILIATECH soutient son produit par des essais cliniques de plusieurs années et cible les chirurgiens ophtalmologistes ainsi que les professionnels spécialisés dans le traitement du glaucome.

Description

• Lead the DACH field sales team and drive sales performance and local commercial execution in line with Ciliatech’s European commercial plan • Develop and deliver the DACH sales execution plan within agreed European objectives and frameworks • Drive DACH sales performance, forecasting, pipeline discipline and corrective actions • Lead, coach and develop the DACH field sales team through clear objectives, regular field support and performance management • Prioritise territories, accounts, resources and local commercial investments • Develop key accounts, KOL relationships and relevant commercial stakeholder engagement • Identify growth opportunities and recommend segmentation, account strategies and adoption pathways based on DACH market realities • Support recruitment, onboarding and development of DACH sales team members • Identify reimbursement, procurement, adoption and other market-access barriers affecting commercial development across DACH • Develop commercial cases and recommendations to address identified barriers • Identify local growth opportunities and recommend adaptations based on DACH market realities • Escalate recommendations requiring European, strategic or specialist-functional decisions • Identify DACH marketing activation needs and recommend local adaptations within approved positioning, value proposition and strategic messaging • Support approved marketing initiatives, congresses and field activation activities across DACH • Coordinate with the Training team to deploy the approved training approach in line with local commercial priorities • Identify local training needs, capability gaps and adoption barriers • Recommend and support agreed adaptations within the DACH sales team • Report to the Europe Sales Director; role does not carry an individual sales territory

🎯 Exigences

• Minimum 7 years of sales experience in ophthalmology, including significant experience in surgical field sales • Minimum 5 years of experience leading and developing sales teams • Strong track record of delivering sales growth and developing key accounts in DACH • Fluent in written and spoken German and English • Strong leadership, coaching and people management skills • Strong communication, influencing and stakeholder-management skills • Ability to translate strategy and market insights into focused execution plans and actionable recommendations • Strong commercial and analytical skills, including sales performance, forecasting and market analysis • Strong cross-functional collaboration skills, with the ability to drive recommendations without direct functional authority • Strong customer focus, accountability and compliance judgement • Full clean driving license is mandatory • Extensive national travel within Germany, sometimes with short notice and including multiple nights staying away from home • Preferred: Experience in glaucoma, MIGS or implantable ophthalmic devices • Preferred: Practical exposure to surgical training, operational marketing or DACH Market Access • Preferred: Understanding of DACH market access dynamics, including reimbursement, procurement and adoption barriers • Preferred: Understanding of medical-device training principles and their role in supporting safe and effective product adoption • Preferred: Understanding of operational marketing, including local activation, congresses and adaptation of commercial initiatives within an approved positioning • University degree in business, life sciences, healthcare or a related field

🏖️ Avantages

• Company car is provided • Fully remote work arrangement • Flexibility on exact location within Germany for the right candidate

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