Regional Sales Manager - Western Europe

Role Objective

The Regional Sales Manager will be responsible for driving sales growth, strengthening market presence, and building scalable business models across the Western Europe (WEU) region. The role involves establishing and managing the Distributor Sales Models, ensuring alignment with the organization’s strategic growth objectives, and leading expansion initiatives across multiple countries within the region.

Desired Candidate Location: Italy / Benelux / Nordics / Greece / Cyprus

Desired Candidate Profile

• Graduate/Postgraduate in Business Management, Sales, or related discipline.
• 10+ years of experience in ophthalmic consumables or medical implantable consumables in international sales, with significant exposure to diverse WEU markets.
• Proven track record of achieving and exceeding sales targets in dynamic and competitive environments, as well as experience in managing direct/hybrid and/or indirect business in collaboration with Company Partners.
• Proficiency in CRM platforms (preferably Salesforce) with the ability to analyze business data and generate actionable insights.
• Willingness to travel extensively (up to 15 working days per month) and attend conferences, industry events, and business meetings, including weekends if required.
• Demonstrates strong cross-cultural communication, stakeholder management, negotiation, and team leadership, with effective cross-functional collaboration across divisions.
• Fluency in English; proficiency in one or more WEU regional languages will be an added advantage.

Role & Responsibilities

• Develop and execute Distributor Sales models across WEU countries .
• Lead expansion initiatives, including entry into new markets, and collaborate with relevant stakeholders to support the profitability of established operations within the region.
• Establish and manage key sales processes such as pipeline tracking, field activity monitoring, and performance reporting using Salesforce or similar CRM tools.
• Drive adoption of Salesforce-based attendance and reporting systems leveraging SF opportunities across Partners' SF teams.
• Analyze market and business data to identify trends, opportunities, and risks; provide actionable insights for management decisions.
• Ensure consistent achievement of sales, revenue, and growth targets in line with the company’s business strategy.
• Represent the organization at industry conferences, trade fairs, and relevant forums with prior management approval.
• Agree and implement Biotech-organized educational and promotional activities in collaboration with Partners in the given territory.
• Submit timely travel plans, trip reports, and activity updates through Salesforce or other company-prescribed tools.
• Build and sustain strong relationships with distributors, partners, customers, and other key stakeholders across the WEU region.
• Ensure compliance with organizational standards, policies, and regional regulatory requirements.

Functional Skills Required

• Strong understanding of sales and distribution management across diverse WEU markets.
• Expertise in channel development, partner management, and regional sales strategies.
• Proficiency in CRM systems (preferably Salesforce) for pipeline management and reporting.
• Strategic business development skills with strong commercial and financial acumen.
• Excellent negotiation, contract management, and cross-border collaboration skills.
• Effective presentation and representation skills at regional and global forums.

Behavioral Skills Required

• Leadership with the ability to inspire, mentor, and manage multicultural teams.
• High adaptability and resilience in dynamic market conditions.
• Strong problem-solving, decision-making, and execution capabilities.
• Integrity, accountability, and a results-driven mindset.
• Ability to balance strategic thinking with operational excellence.

Key Result Areas (KRA)

1. Achievement of regional sales and revenue targets.
2. Ensure TGT execution and drive growth of strategic portfolio
3. Successful implementation of the Distributor Sales Models in WEU markets.
4. Effective adoption and utilization of Salesforce for sales activities, reporting, and performance monitoring.
5. Development of robust distributor, partner, and customer networks.
6. Representation and promotion of the company at regional industry forums and events.
7. Negotiate sales TGTs, promotional budgets, POAs (plans of actions) with Partners at country level and closely follow-up on execution.

Key Performance Indicators (KPI)

• Achievement percentage of sales and revenue targets (quarterly and annual).
• Ensure TGT execution and drive growth of strategic portfolio
• Year-on-year revenue and market share growth across WEU.
• Number of new markets/operations established and time to profitability.
• Growth and performance of distributor and partner networks.
• Compliance with travel, reporting, and representation guidelines.

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Biotech is an Equal Opportunity Organization promoting diversity while ensuring no discrimination on any ground including gender, race, religion, age, sexual orientation, disability, etc.