Country Manager / Sales Manager (IVD)

About the role

We are seeking an experienced Country Manager / Sales Manager to lead our In‑Vitro Diagnostics (IVD) business in a designated market. You will be responsible for building a high‑performing sales organization, driving revenue growth, and ensuring compliance with local medical device regulations.

Key responsibilities

• Develop and execute the annual country sales plan, cascade regional targets and achieve KPIs such as revenue, profit and market share.
• Lead commercial negotiations and strategic partnership agreements with key accounts, including multinational laboratory chains, public hospitals and ministries of health.
• Monitor IVD market trends (hematology, immunoassay, chemiluminescence, molecular diagnostics, POCT) and adapt product strategies accordingly.
• Build, coach and manage a localized sales team, implement performance management systems and foster cross‑cultural collaboration with headquarters.
• Expand and optimise the distributor network, evaluate channel performance and resolve pricing conflicts.
• Ensure full compliance with EU IVDR, FDA and local registration requirements, as well as anti‑corruption laws.
• Lead public tender projects, manage contractual risks and secure payment collection.
• Analyse regional IVD policies and provide strategic recommendations on product registration and market access.

Required profile

• Bachelor’s degree or higher in Medical Laboratory Science, Biomedical Engineering, International Trade or related field.
• Minimum 5 years of international sales experience in the IVD industry, with at least 3 years in team management.
• Proven track record of market expansion in regions such as the Middle East, Southeast Asia or Latin America.
• Strong understanding of local healthcare systems and reimbursement policies.
• Fluent English (business level); additional languages (Arabic, Spanish, Russian, Portuguese) are a plus.

Required skills

• In‑depth knowledge of IVD product lines (immunoassay, clinical chemistry, hematology, molecular diagnostics, POCT).
• Experience with CE/FDA registration processes for medical devices.
• Familiarity with ISO quality management systems (ISO 13485).