Director Business Development EMEA and Distributor Management

Director Business Development EMEA and Distributor Management

Watton Hall are partnered with an exciting MedTech company based in Switzerland.

The Sales and Business Development Manager Europe developes the commercial strategy for Europe together with his/her line manager and with support from business analytics and marketing. He/she is fully responsible for creating the yearly operational strategy and tactical sales plan building on the abovementioned commercial strategy and executes accordingly. Target customers will include mainly distributors but partly also European/local IOL manufacturers and/or kit-packaging companies pending the overall commercial strategy. He/she also has to keep him/herself informed on main market trends to inform revision of the European commercial strategy as well as supporting product innovation. In that context he/she may also connect with end customers/HCPs as appropriate.

Key Responsibilities:

• Developes the commercial strategy for Europe together with his/her line manager and with support from business analytics and marketing and drives execution.
• Keeps him/herself fully updated on main market trends and provides input for product innovation.
• Builds a strong European distributor network and establishes local IOL manufacturers and potentially also kit-packaging companies as his/her customers ensuring targeted market coverage driving strong sustainable growth.
• Negotiation, conclusion and managing of distribution contracts as well as business agreements with local IOL manufacturers and kit-packaging companies.
• Builds the yearly operational strategy (priority setting, strategic initiatives).
• Sales target setting and account planning down to individual customer level for priority markets/customers.
• Proactive distributor management. This includes target setting and monitoring, ensuring target achievement through individual support.
• Training and raising awareness among sales partners regarding the values, technical details and applications of products.
• Providing additional customer support such as facilitating support in technical and regulatory issues in collaboration with internal teams and various disciplines.
• Forecasting
• Extensive Travel anticipated

Profile:

• Successful degree (ideally university degree) in medical technology, business administration or a comparable field
• Must be fluent in English, ideally also speaks German
• Ideally sales training certificates
• At minimum 6 years of successful European commercial/sales experience in a related area, longer experience would be preferred. Ideally in Ophthalmology.
• Ideally has experienced more than one company.
• Must have proven track record of field work delivering sales growth.
• Must have proven track record of successful distributor management. Ideally has already established relationships with at least some of the main distributors in Europe.
• Must have proven track record of strategic regional/ideally European management which includes commercial strategy development, focus and priority setting, strategic initiatives and execution
• Must have delivered strong business plans and successfully executed with at least some exposure to the issue of channel crossing.
• Ideally also experience in establishing successful business partnerships beyond distributors only.
• Experience in negotiations and closure of distribution agreements. Ideally also experience with other business agreements.