We are seeking an accomplished Business Development Director to grow sales of 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, and 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.
Spanish & English fluency (written & verbal) is mandatory.
Key Responsibilities
* Drive new business & growth: Achieve and exceed annual revenue targets for imaging and AI solutions within hospital, university and private laboratories.
* Strategic account management: Develop multi‑level relationships with C‑suite, laboratory directors, department heads, procurement and KOLs; create account plans that expand 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 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 to territory management.
* Bachelor’s degree in Life Sciences, Biomedical Engineering, Medical Technology, Business Administration or related field.
* Willingness and ability to travel ≈30 %; 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.