Head of Sales, DACH

• Lead the DACH field sales team and drive sales performance and local commercial execution in line with Ciliatech’s European commercial plan
• Develop 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 recruitment, onboarding and development of DACH sales team members
• Identify reimbursement, procurement, adoption and other market-access barriers affecting commercial development across DACH
• Develop commercial cases and recommendations 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 and recommend local adaptations within approved positioning, value proposition and strategic messaging
• Support approved marketing initiatives, congresses and field activation activities across DACH
• Coordinate with the Training team to deploy the approved training approach in line with local commercial priorities
• Identify local training needs, capability gaps and adoption barriers
• Recommend and support agreed adaptations within the DACH sales team
• Report to the Europe Sales Director; role does not carry an individual sales territory

• Minimum 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
• Full clean driving license is mandatory
• Extensive national travel within Germany, sometimes with short notice and including multiple nights staying away from home
• Preferred: Experience in 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 barriers
• Preferred: Understanding of medical-device training principles and their role in supporting safe and effective product adoption
• Preferred: 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

• Company car is provided
• Fully remote work arrangement
• Flexibility on exact location within Germany for the right candidate