Business Development Manager – Southeast Europe, Eastern Mediterranean

This is a fully remote position, open to applicants in Romania, +1 more country.

📋 Description

• Drive sustainable revenue growth, market expansion, distributor development, and strategic opportunity management across the Southeast Europe and Eastern Mediterranean Cluster.

• Assume full commercial responsibility for Romania, Hungary, Bulgaria, Moldova, Greece, Cyprus, and Malta.

• Achieve revenue, order intake, profitability, and market share targets.

• Develop and implement annual business plans for countries and clusters.

• Identify, prioritize, and pursue opportunities for sustainable revenue growth.

• Create strategies to enhance sales penetration in acute care, rehabilitation, long-term care, patient handling, and other healthcare segments.

• Establish and nurture relationships with distributor owners, management teams, and sales personnel.

• Conduct business reviews centered on pipeline development, forecasting, performance, and growth opportunities.

• Enhance distributor capabilities through coaching, training, joint customer visits, and commercial guidance.

• Evaluate distributor performance and enact corrective action plans as needed.

• Identify new healthcare projects, major tenders, strategic accounts, and market opportunities.

• Assist distributors in developing, qualifying, and converting commercial prospects.

• Engage in customer meetings, demonstrations, clinical discussions, commercial negotiations, and tender processes.

• Manage strategic opportunities in Salesforce to facilitate order conversion.

• Analyze healthcare investment trends, market attractiveness, competitive activity, and growth potential.

• Cultivate relationships with hospital groups, healthcare authorities, procurement departments, influencers, consultants, and strategic partners.

• Maintain a consistent field presence through visits to distributors, customers, and stakeholders.

• Participate in joint sales calls and customer meetings.

• Support product presentations, demonstrations, evaluations, and commercial discussions.

• Develop revenue forecasts and opportunity pipelines.

• Prepare and deliver monthly business reviews, growth plans, and market updates.

• Uphold CRM discipline and ensure Salesforce data quality.

• Assist distributors in selecting and configuring Arjo solutions.

• Support product launches, portfolio expansion, and market introduction initiatives.

• Collaborate with clinical, commercial, and marketing teams to enhance customer engagement and market adoption.

⛳️ Requirements

• Minimum 3–5 years of proven commercial experience in healthcare, medical technology, capital equipment, or similar industries.

• Demonstrated success in driving revenue growth via distributors, channel partners, or indirect sales models.

• Experience managing multiple countries or regional markets.

• Strong grasp of healthcare procurement processes, tender environments, and complex sales cycles.

• Proven ability to identify, develop, and convert strategic commercial opportunities.

• Experience in building and managing distributor relationships.

• Strong financial and commercial acumen.

• Excellent influencing, negotiation, and stakeholder management skills.

• Proficient in English communication.

• Willingness to travel extensively within the assigned cluster.

• Preferred: Experience in patient handling, rehabilitation, medical equipment, acute care, or long-term care settings.

• Preferred: Experience in emerging markets and distributor-based business models.

• Preferred: Knowledge of healthcare systems, procurement environments, and market dynamics in Southeast Europe and the Eastern Mediterranean.

• Preferred: Experience working in Romania, Greece, Hungary, Bulgaria, Moldova, Cyprus, Malta, or neighboring markets.

• Preferred: Proven success in developing healthcare markets through indirect sales channels and distributor partnerships.

• CV and Cover letter required in English.

🏝️ Benefits

• Remote work.

• Extensive travel opportunities throughout the assigned cluster.