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.
RESPONSIBILITIESSales Leadership and ExecutionDevelop 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
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
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
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
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
Skills Required
- Minimum 7 years of sales experience in ophthalmology, including significant surgical field sales experience
- Minimum 5 years of experience leading and developing sales teams
- Strong track record of delivering sales growth and developing key accounts in DACH
- Fluency 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 and ability to drive recommendations without direct functional authority
- Strong customer focus, accountability, and compliance judgment
- Full clean driving license
- 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
- Understanding of operational marketing, local activation, congresses, and commercial initiative adaptation
- University degree in business, life sciences, healthcare, or a related field
What We Do
Ciliatech is a medtech/biotechnology company (founded 2017) developing the Intercil® Uveal Spacer, a surgically implantable device to treat mild-to-moderate glaucoma. The firm aims to offer a safer, durable alternative to drops and invasive surgery, pursuing regulatory approvals and clinical trials to bring its implant technology to patients worldwide.
