Your responsibilities

• Strategic Sales Leadership: Develop and execute a comprehensive commercial launch plan for automated AST systems in prioritized European territories (DACH, France, Nordics, CEE). Define and continually refine go-to-market strategies aligned with regulatory IVDR and FDA (in preparation for sales in the US) requirements.
• Market & Channel Strategy: Evaluate and select the optimal sales models for each market segment (direct, distributor, or hybrid). Lead territory segmentation, prioritize markets logically, and develop realistic market entry timelines.
• Channel Partner Development: Identify, evaluate, and negotiate contracts with distributors and channel partners. Build and implement distributor onboarding, training, and performance management programs ensuring alignment with regulatory, clinical, and service teams.
• Customer & KOL Engagement: Lead initiatives for key opinion leader (KOL) engagement, recruit early adopters, support product evaluation activities, and organize participation in clinical workshops, scientific events, and sales demonstrations. Establish and maintain structured feedback loops from early users to product and R&D teams.
• Sales Execution & Pipeline Management: Build a scalable, measurable sales pipeline with short- and mid-term revenue targets. Develop core sales enablement tools including playbooks, pricing models, objection handling guides, and training materials. Manage or oversee key account relationships, especially in the initial 12 months.
• Team Building & Commercial Infrastructure: Design the European commercial organization structure. Recruit, onboard, and lead a high-performing sales team including Sales Managers and Key Account Managers. Implement CRM systems, sales KPIs, and accurate forecasting tools from day one.
• Cross-Functional Collaboration & Representation: Foster strong collaboration with Regulatory, Marketing, Product Management, Clinical Affairs, and Service teams to optimize commercial outcomes. Contribute to reimbursement and market access strategies. Serve as the commercial voice in investor relations and board meetings, providing clear, data-driven insights.

Our requirements

• Minimum 8 years of operational experience in commercial or sales leadership roles within the IVDR-regulated in vitro diagnostics space, preferably with hands-on involvement in diagnostic device launches or sales to clinical microbiology laboratories.
• Proven track record of developing and executing go-to-market strategies for diagnostic or medical devices in European markets.
• Demonstrated experience building commercial teams and infrastructure from the ground up.
• Strong expertise working with distributors and hybrid sales models, including negotiation and channel management skills.
• Solid understanding of the regulatory environment under IVDR and FDA and their commercial implications.
• Excellent stakeholder management skills with the ability to work cross-functionally with product, regulatory, clinical, and service teams.
• Experience driving KOL engagement, early adopter programs, and customer feedback integration.
• Proficient in CRM implementation, sales KPIs, pipeline management, and forecasting.
• Exceptional communication skills with experience representing commercial strategy to investors and board members.

Optional

• Experience in European commercial operations with knowledge of key markets (DACH, France, Spain, Nordics, CEE).
• Background in clinical microbiology diagnostics or a related field.
• Ability to challenge the status quo and bring strategic clarity to complex commercial challenges.

What we offer

• Full-Time, Permanent position

• Location flexible: on-site / hybrid as agreed

• Competitive salary aligned with industry standards and candidate experience

• Performance-based incentives and bonus opportunities (Phantom shares)

• Opportunity to work in a fast-growing, innovative medtech company with strong European market potential