Head of Sales DACH
At a glance
Director-level Sales Leadership role at Ciliatech. Remote, Germany · no salary stated · we estimate €144,245–€177,760 across Germany.
Ciliatech has not published a salary for this role. The figure below is our estimate, not theirs.
growthroles summary, based on the employer's posting.
What you'll do
- Set the DACH sales plan within European priorities, then track results, forecasts and pipeline discipline
- Coach the field sales team, set objectives and support reps in the field while addressing performance issues
- Focus territories, accounts and resources, and build key-account and clinical stakeholder relationships
- Spot DACH market-access barriers and local growth opportunities, then shape recommendations for commercial action
- Adapt local marketing and training support to market needs, coordinating approved activities with marketing and training teams
What you bring
- At least seven years selling in ophthalmology, including substantial surgical field sales experience
- At least five years guiding and developing sales teams
- A record of growing sales and building key accounts across DACH
- Fluent German and English, in writing and conversation
Who this fits
This director-level role suits a sales leader who can develop a field team and turn market insight into focused execution. You report to the Europe Sales Director and have no personal sales territory. The role is Germany-based and field-oriented, with extensive travel around your home market, sometimes at short notice and with several nights away. A full, clean driving licence is required.
From the employer
The aim of the Head of Sales DACH is to lead the DACH field sales team and drive sales performance and local commercial execution in line with Ciliatech’s European commercial plan.
The role will focus on developing the team, strengthening sales execution, supporting field activities and removing operational barriers to growth. The Head of Sales DACH will also be a strong voice for the DACH market within Ciliatech, identifying local needs and developing recommendations to ensure our commercial approach is effective across the region.
The role reports to the Europe Sales Director and does not carry an individual sales territory.
Location: Germany, Field based role with flexibility on exact location for the right candidate.
Mobility: A company car is provided. Full clean driving license is mandatory.
Travel readiness: This role involves extensive national travel within your home market, sometimes with short notice and including multiple nights staying away from home.
RESPONSIBILITIES
Sales Leadership and ExecutionDevelop and deliver the DACH sales execution plan within agreed European objectives and frameworks
Drive DACH sales performance, forecasting, pipeline discipline and corrective actions
Lead, coach and develop the DACH field sales team through clear objectives, regular field support and performance management
Prioritise territories, accounts, resources and local commercial investments
Develop key accounts, KOL relationships and relevant commercial stakeholder engagement
Identify growth opportunities and recommend segmentation, account strategies and adoption pathways based on DACH market realities
Support the recruitment, onboarding and development of DACH sales team members within applicable company processes
Identify reimbursement, procurement, adoption and other market-access barriers affecting commercial development across DACH
Develop the commercial case and recommendations required to address identified barriers
Identify local growth opportunities and recommend adaptations based on DACH market realities
Escalate recommendations requiring European, strategic or specialist-functional decisions
Identify DACH marketing activation needs based on local market realities
Recommend local adaptations within approved product positioning, value proposition and strategic messaging
Support approved marketing initiatives, congresses and field activation activities across DACH
Coordinate with the Training team to support deployment of the approved training approach in line with local commercial priorities
Identify local training needs, capability gaps and adoption barriers
Recommend adaptations where the approved training approach does not sufficiently address DACH market needs
Support implementation of agreed adaptations within the DACH sales team
Profile
Required Skills/ExperienceMinimum 7 years of sales experience in ophthalmology, including significant experience in surgical field sales
Minimum 5 years of experience leading and developing sales teams
Strong track record of delivering sales growth and developing key accounts in DACH
Fluent in written and spoken German and English
Strong leadership, coaching and people management skills
Strong communication, influencing and stakeholder-management skills
Ability to translate strategy and market insights into focused execution plans and actionable recommendations
Strong commercial and analytical skills, including sales performance, forecasting and market analysis
Strong cross-functional collaboration skills, with the ability to drive recommendations without direct functional authority
Strong customer focus, accountability and compliance judgement
Experience in glaucoma, MIGS or implantable ophthalmic devices
Practical exposure to surgical training, operational marketing or DACH Market Access
Understanding of DACH market access dynamics, including reimbursement, procurement and adoption barriers
Understanding of medical-device training principles and their role in supporting safe and effective product adoption
Understanding of operational marketing, including local activation, congresses and adaptation of commercial initiatives within an approved positioning
University degree in business, life sciences, healthcare or a related field
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