Director Sales - Northern Europe (m/w/d)

Hybrid · Full-time · Germany-based

About the Role

The company is seeking a Director Sales for the Northern European region, responsible for leading, organizing, and overseeing all commercial activities across DACH and selected export markets.
The focus is on driving sustainable revenue growth, market share expansion, and profitability through structured, data-driven, and performance-oriented sales leadership.

This individual fosters a culture of ownership, develops high-performing teams, ensures forecasting discipline, and represents the organization as a commercial ambassador in the region. The position is remote within Germany.

Key Responsibilities

Commercial Growth

• Owns planning and achievement of revenue and margin targets.
• Oversees pricing strategy, deal approvals, and contract management in alignment with Finance & Management.
• Expands customer base and increases penetration of the existing installed base via cross- and upselling.
• Develops and executes sales strategies for both direct markets and distributor channels.
• Monitors market and product trends, evaluates competition, and defines appropriate actions.
• Builds sustainable customer relationships through professional key account management.

Sales Leadership & Steering

• Plans headcount needs and manages the full sales budget including incentives and marketing support.
• Builds and maintains a strong sales pipeline in CRM systems (e.g., Salesforce), including reporting to senior management.
• Ensures accurate forecasting, transparent pipeline management, and strong process discipline.
• Conducts customer visits, product demonstrations, and participates in relevant industry events.
• Contributes to cross-functional business reviews and steering meetings.

People Leadership & Development

• Leads, coaches, and develops territory managers and distribution partners.
• Builds a strong talent pipeline and succession planning within the commercial organization.
• Establishes a performance-driven culture with clear objectives, regular feedback, and accountability.
• Promotes teamwork, motivation, and cross-functional collaboration.
• Supports organizational change initiatives and fosters engagement in a dynamic environment.

Secondary Responsibilities

Cross-functional Collaboration

• Aligns closely with program, marketing, service, and operations teams to ensure integrated customer support.
• Ensures efficient internal communication and information flow.
• Drives customer satisfaction through structured feedback management and service excellence.

Administrative & Organisational Tasks

• Supports creation of sales reports, forecasts, and management presentations.
• Ensures CRM upkeep, documentation of customer interactions, and contract status tracking.
• Ensures compliance with sales policies, margin targets, and pricing guidelines.

Strategic & Project Support

• Supports new product launches and market introduction activities.
• Contributes to continuous improvement initiatives within the sales function.
• Supports development of digital sales tools such as CRM automation, BI dashboards, and virtual demos.

Candidate Profile

Education

• Degree or equivalent qualification in a technical or commercial field.
• Additional sales or leadership certifications beneficial.

Experience

• 10+ years of experience in medical device sales.
• 5+ years in leadership roles, ideally within direct sales and international distributor management.
• Proven experience in scaling sales organizations and managing complex customer structures.
• Strong commercial acumen (revenue, margins, forecasting, tender logic).
• Knowledge of European reimbursement and procurement processes (e.g., DRG, NUB, EBM, public tenders).
• Demonstrated success in transformation and performance improvement initiatives.

Personal Attributes

• Clear, structured, and results-driven; decisive with strong execution focus.
• Strategic thinker with strong communication and integrity.
• Coaching leadership style, empowering and developing people.
• Resilient, focused, and effective under pressure.
• Strong sense of compliance, transparency, and ethics.

Operational Skills

• Proficient with MS Office, CRM platforms (e.g., Salesforce), and analytics tools (e.g., Power BI).
• Comfortable with digital sales and analysis tools.
• Excellent German and English communication skills.
• Strong presentation abilities at management and C‑level.
• Valid driving licence (Class B) and willingness to travel (>50% across DACH and export markets).
• Permanent residence in Germany.

Why Join?

• Structured onboarding and personalized training plan.
• Flexible working hours and hybrid environment.
• Diverse, international responsibilities.
• Continuous learning and development programs.
• Flat hierarchies and fast decision-making.
• On-site amenities such as canteen, refreshments, and EV charging (if applicable).
• Employee events, accident insurance, and additional financial benefits (e.g., subsidies, allowances).

If this aligns with your leadership ambitions, the next step is to apply and join a team driving real commercial impact across Northern Europe.