Head of Sales, DACH

🕒 October 16

🇩🇪 Germany – Remote

⏰ Full Time

🔴 Lead

🤑 Sales

👻 Ghost score 20%

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CILIATECH - Glaucoma Innovators

WebsiteLinkedInAll Job Openings

11 - 50 employees

Founded 2017

🏥 Healthcare

💼 Consulting

🏭 Manufacturing

💰 $1.9M Debt Financing - Ciliatech on 2023-04

Healthcare • Consulting • Manufacturing

CILIATECH - Glaucoma Innovators is a medical technology company that develops the Intercil® Uveal Spacer, an implantable supraciliary device designed to lower intraocular pressure in primary open-angle and angle-closure glaucoma. The company emphasizes an ab-externo, bleb-free surgical approach that avoids entry into the anterior chamber, aiming to reduce endothelial cell risk and postoperative burdens while preserving future surgical options. CILIATECH supports its product with multi-year clinical trials and targets ophthalmic surgeons and professional audiences in glaucoma care.

📋 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

🎯 Requirements

• 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

🏖️ Benefits

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

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