We are seeking an accomplished Business Development Director to grow sales of the digital hematology portfolio across Spain and Portugal. Reporting to the Chief Commercial Officer, you will own the full commercial cycle—from strategic account planning and development, tender management through closing, contracting, and post-sale expansion. This individual-contributor role demands deep domain knowledge of laboratory diagnostics, a robust executive network within the healthcare ecosystem, and a proven track record of exceeding multimillion-euro quotas for capital equipment and consumables. Fluency in Spanish and English (written & verbal) is mandatory.
Key Responsibilities
Drive new business & growth:
Achieve and exceed annual revenue targets for imaging and AI solutions within hospitals, universities, and private laboratories.
Strategic account management:
Develop multi-level relationships with C-suite executives, laboratory directors, department heads, procurement, and KOLs;
create account plans toexpand adoption and share-of-wallet.
Full-cycle selling:
Lead prospecting, clinical evaluations, demos, workflow assessments, TCO/ROI modeling, pricing, tender/bid responses, contract negotiation, and deal closure.
Market development:
Identify unmet needs, competitive dynamics, and reimbursement trends to shape go-to-market strategies and product positioning for the region.
Cross-functional collaboration:
Partner with marketing, clinical affairs, service, and distributor teams to deliver compelling value propositions and ensure customer success.
Forecasting & CRM:
Maintain accurate pipeline data, monthly/quarterly forecasts, and business reviews using Salesforce (or similar) and adhere to MEDDPICC / Miller-Heiman or comparable sales methodologies.
Thought-leadership & events:
Represent the company at conferences, trade shows, and local events;
organize workshops and reference site visits to showcase clinical and operational impact.
Required Qualifications
8+ years of quota-carrying sales experience in IVD / medical device capital equipment or consumables, selling to clinical or reference laboratories in the region.
Demonstrated success selling hematology analyzers, digital pathology, microscopy, or other diagnostic instrumentation with deal sizes >
500k.
Established network with key hospital groups, university clinics, private lab chains (e.G., Synlab, Limbach, Medicover), GPOs, and tenders committees in the region.
Native or near-native Spanish and professional-level English for internal communication and global meetings.
Strong business acumen, consultative selling skills, and ability to articulate complex scientific concepts to both medical and financial stakeholders.
Proficiency with CRM, MS Office / G-Suite, and virtual collaboration tools;
data-driven approach toterritory management.
Bachelor’s degree in Life Sciences, Biomedical Engineering, Medical Technology, Business Administration, or related field.
Willingness and ability to travel approximately 30%, including occasional travel to European events.
Preferred (Nice-to-Have) Qualifications
Experience launching disruptive digital or AI-based diagnostic solutions under IVDR regulations.
Advanced degree (MBA, MSc) and/or certification in laboratory medicine (e.G., MT, BMA).
Familiarity with reimbursement frameworks, health-economics modeling, and hospital purchasing processes.
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