Business Development & Country Sales Manager Germany Trauma

Position Id AS - 2536
Last Updated 2017-12-21 08:54:00
Type Permanent
Minimum Education  
Location DE - Frankfurt
Contact Alexander Steele
+41 (0) 78 674 70 53
Description Business Development & Country Sales Manager Germany Trauma

Unser Kunde ist ein stark wachsendes Unternehmen im Bereich der Osteosynthese (Trauma) und bekannt für seine innovativen Produkte.
Aufgrund des kontinuierlichen Wachstums wird eine neue Position kreiert als
Business Development & Country Sales Manager – Germany Trauma

The Role

The Business Development & Country Sales Manager - Germany for Trauma is responsible for further building up the business in Germany. He achieves/surpasses the country’s sales goals through the recruitment, training, and motivation of an effective and professional sales channel within Germany.  The BMG implements targeted sales strategies that align distributor’s and direct sales goals with our client’s strategic plan.  He or she directs and oversees distributors’ activities to ensure a clear understanding of the country’s specific sales goals and selling practices.  Drives the selling process and supports sales activity for major accounts, including direct selling when possible. Provides monthly metrics on progress to goals.  He manages equipment and materials within assigned region in compliance with corporate policies and directives. The position reports to the General Manager Europe.
Duties / Responsibilities
  • Develops and leads our client’s sales in Germany in the Trauma sector.
  • Maintains and expands in-country customer relationships.
  • Manage in-country distributors and, eventually, direct sales team in Germany.
  • Assists Operating Room visits with distributors’ and direct sales reps’ and orthopedic surgeons.
  • Develops, implements, and executes country’s sales development plan and growth strategies to drive sales, achieve revenue goals and market share growth targets, and improve product fluency.
  • Creates and continually re-evaluates competitive positioning to ensure market competitiveness and optimal sales strategy.
  • Establishes strategic relationships with key accounts and distributors to increase our client’s brand penetration.
  • Devises and implements a sales plan and a yearly sales budget for the assigned region.
  • Partners with Marketing/Communications & Business Services to ensure the sales channel has adequate collateral materials.
  • Coordinates training of sales channel team members on sales cycle processes and internal processes for timely product ordering and product registration.
  • Partners with Medical Education & Sales Training to ensure sales channel is properly trained and equipped with all required sales tools and surgical systems/products.
  • Supports new product launches and manages product mix for the country.
  • Researches competitors, gathers information and analyzes country-specific market data.
  • Partners with the Pricing team to research and establish market pricing for the country.
  • Researches and analyzes new local markets to identify market share growth opportunities.
  • Performs financial analyses in support of special, expansion and investment pricing proposals.
  • Ensures distributor’s activities and standard operating procedures regarding interaction with HCP (Health Care Professionals), product handling and complaints, expense reporting, sales activities and training meets all compliance and regulatory requirements.
  • Manages and directs personnel. Is responsible for the overall direction, coordination, and evaluation. Carries out supervisory responsibilities in accordance with the organization’s policies and applicable laws.  Responsibilities include safety, interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
  •  BA/BS in Business Management or related field required; Master’s in Business Administration a plus.
  • Minimum of five (5) years of experience in sales channel management plus 3 or more years of experience as a sales representative in the Trauma and/or Orthopaedic sector in Germany; at least 2 years of in-country orthopedic OR experience
  • Must be fluent in both German and English – written and spoken.
  • Ability to prioritize projects to meet aggressive deadlines.
  • Must have proven track record of outstanding team leadership abilities.
  • Sharp business acumen and deep knowledge of business development principles related to strategic planning and resource allocation.
  • Demonstrated track record of medical device sales success, preferably in orthopedics/trauma sales.
  • Extraordinary strategy, communication, and presentation skills.
  • Deep understanding of the German orthopedic market and its business practices.
  • Ability to work collaboratively and independently in a cross-functional and team oriented environment.
  • Outstanding interpersonal and relationship management skills.
Working Conditions / Physical Requirements
  • Willingness to work shifts, overtime and travel
  • This position works primarily outside of the office and requires frequent travel (approximately 50% to 70%). Employee will spend approximately 30% of their time in a home based office performing the necessary planning, forecasting and communications with direct accounts and distributors, as well as his/her direct supervisor and corporate offices to ensure proper goal alignment and sales budged achievement. Other considerations would be exposure to noise, dust, hazardous chemicals, personal protective equipment requirements, extensive telephone use, attendance requirements, etc.
Alexander Steele
Senior Consultant and Partner 
MRI Manserv AG
+41 (0) 78 674 70 53

Only qualified candidates with above-mentioned experiences will be answered.