Head of Sales, DACH

This is a fully remote position, open to applicants in Germany.

📋 Description

• Lead the DACH field sales team while enhancing sales performance and local commercial execution in alignment with Ciliatech’s European commercial strategy.

• Create and implement the DACH sales execution plan, adhering to established European objectives and frameworks.

• Enhance DACH sales performance through effective forecasting, pipeline management, and necessary corrective actions.

• Guide, mentor, and develop the DACH field sales team by establishing clear objectives, providing regular field support, and managing performance.

• Prioritize territories, accounts, resources, and local commercial investments strategically.

• Cultivate key accounts, establish KOL relationships, and engage relevant commercial stakeholders.

• Identify growth opportunities and propose segmentation, account strategies, and adoption pathways reflecting DACH market conditions.

• Assist in the recruitment, onboarding, and development of DACH sales team members.

• Recognize reimbursement, procurement, adoption, and other market-access obstacles impacting commercial growth across DACH.

• Create commercial cases and recommendations to tackle identified barriers.

• Spot local growth opportunities and suggest modifications in line with DACH market realities.

• Escalate recommendations that necessitate European, strategic, or specialist-functional decisions.

• Identify DACH marketing activation requirements and propose local adaptations within the approved positioning, value proposition, and strategic messaging.

• Support sanctioned marketing initiatives, congresses, and field activation efforts across DACH.

• Collaborate with the Training team to implement the approved training strategy aligned with local commercial priorities.

• Determine local training needs, capability gaps, and adoption challenges.

• Recommend and facilitate agreed adaptations within the DACH sales team.

• Report directly to the Europe Sales Director; this role does not hold an individual sales territory.

⛳️ Requirements

• At least 7 years of sales experience in ophthalmology, with substantial involvement in surgical field sales.

• A minimum of 5 years of experience in leading and developing sales teams.

• Proven track record of achieving sales growth and nurturing key accounts within DACH.

• Proficient in both written and spoken German and English.

• Strong leadership, coaching, and people management capabilities.

• Excellent communication, influencing, and stakeholder management skills.

• Ability to convert strategy and market insights into targeted execution plans and actionable recommendations.

• Solid commercial and analytical capabilities, including sales performance analysis, forecasting, and market assessment.

• Strong cross-functional collaboration skills, with the ability to drive recommendations without direct functional authority.

• A strong customer focus along with accountability and compliance judgment.

• A full clean driving license is required.

• Willingness to travel extensively within Germany, occasionally on short notice and involving multiple nights away from home.

• Preferred: Experience with 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 challenges.

• Preferred: Knowledge of medical-device training principles and their importance in facilitating safe and effective product adoption.

• Preferred: Familiarity with operational marketing, including local activation, congresses, and adaptation of commercial initiatives within an approved framework.

• A university degree in business, life sciences, healthcare, or a related field is required.

🏝️ Benefits

• A company car will be provided.

• Fully remote work arrangement available.

• Flexibility regarding exact location within Germany for the ideal candidate.