Head of Sales DACH

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 Execution

• 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 the recruitment, onboarding and development of DACH sales team members within applicable company processes

Market Development and Market Access

• 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

Marketing and Training

• 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/Experience

• 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

Preferred Skills/Experience

• 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