Business Development Manager – Southeast Europe, Eastern Mediterranean

• 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
• Deliver revenue, order intake, profitability, and market share objectives
• Develop and execute annual country and cluster business plans
• Identify, prioritize, and pursue sustainable revenue growth opportunities
• Develop strategies to increase sales penetration across acute care, rehabilitation, long-term care, patient handling, and other healthcare segments
• Establish relationships with distributor owners, management teams, and sales personnel
• Conduct business reviews focused on pipeline development, forecasting, performance, and growth opportunities
• Develop distributor capability through coaching, training, joint customer visits, and commercial guidance
• Assess distributor performance and implement corrective action plans
• Identify new healthcare projects, major tenders, strategic accounts, and market opportunities
• Support distributors in developing, qualifying, and converting commercial opportunities
• Participate in customer meetings, demonstrations, clinical discussions, commercial negotiations, and tender processes
• Manage strategic opportunities in Salesforce through order conversion
• Assess healthcare investment trends, market attractiveness, competitive activity, and growth potential
• Build relationships with hospital groups, healthcare authorities, procurement departments, influencers, consultants, and strategic partners
• Maintain regular field presence through distributor, customer, and stakeholder visits
• Conduct joint sales calls and customer meetings
• Support product presentations, demonstrations, evaluations, and commercial discussions
• Develop revenue forecasts and opportunity pipelines
• Prepare and present monthly business reviews, growth plans, and market updates
• Maintain CRM discipline and Salesforce data quality
• Support distributors in selecting and configuring Arjo solutions
• Support product launches, portfolio expansion, and market introduction activities
• Collaborate with clinical, commercial, and marketing teams to strengthen customer engagement and market adoption

• Minimum 3–5 years of successful commercial experience in healthcare, medical technology, capital equipment, or related industries
• Proven track record of delivering revenue growth through distributors, channel partners, or indirect sales models
• Experience managing multiple countries or regional markets
• Strong understanding of healthcare procurement processes, tender environments, and complex sales cycles
• Demonstrated ability to identify, develop, and convert strategic commercial opportunities
• Experience building and managing distributor relationships
• Strong financial and commercial acumen
• Excellent influencing, negotiation, and stakeholder management skills
• Fluent English communication skills
• Willingness to travel extensively throughout the assigned cluster
• Preferred: Experience within patient handling, rehabilitation, medical equipment, acute care, or long-term care environments
• Preferred: Experience operating within emerging markets and distributor-based business models
• Preferred: Knowledge of healthcare systems, procurement environments, and market dynamics across Southeast Europe and the Eastern Mediterranean
• Preferred: Experience working within Romania, Greece, Hungary, Bulgaria, Moldova, Cyprus, Malta, or neighbouring markets
• Preferred: Demonstrated success developing healthcare markets through indirect sales channels and distributor partnerships
• CV and Coverletter required in English

• Remote work
• Extensive travel opportunities across the assigned cluster