Vertriebsmitarbeiter Österreich / Sales Representative Austria (m/w/d)
Dornier Medtech · Österreich, AT
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- Location
- Österreich, AT
- Type
- Full-time
- Salary
- €60k–€85k
- Posted
The Sales Representative Austria is responsible for taking over and growing Dornier MedTech’s direct business in Austria from the outgoing distributor.
The role is critical to:
- establish Dornier’s direct market presence
- develop the commercial footprint
- drive execution of the Austria business case
- support the setup of the Austrian branch office (Zweigniederlassung)
In the initial phase, the role is a pure individual contributor (IC) with full responsibility for:
- generating sales
- developing key accounts
- building a sustainable pipeline
As the business scales, the role is expected to remain a dedicated field sales role within DMTE Europe North
Key Responsibilities:
Market Development & Sales Execution
- Drive direct sales of Dornier’s portfolio
- Build and actively manage a robust sales funnel
- Identify and win key Austrian urology accounts
- Lead the full sales cycle:
o lead generation
o clinical engagement
o tender participation
o negotiation and closing
Account Development & KOL Management
- Develop relationships with:
o urologists
o clinical leads
o procurement stakeholders
- Identify and build Key Opinion Leaders (KOLs)
- Drive reference site development
Distributor Management (Transition Phase)
- Take over the account portfolio from the outgoing Austria distributor
- Assess performance, pipeline, and market coverage
- Ensure continuity through the handover:
o account transfer
o pipeline handover
o customer communication
Business Build & Market Setup
- Support the setup of the Austrian branch office (Zweigniederlassung)
- Contribute to:
o regulatory processes
o logistics setup
o commercial infrastructure
- Act as the local market expert for Europe North leadership
Marketing & Commercial Activation
- Plan and execute local marketing activities, including:
o congresses
o workshops
o customer events
- Support:
o business case development
o pricing and tender strategies
o contract structures
Performance & Reporting
- Manage pipeline and opportunities in CRM
- Provide accurate forecasting and reporting
- Track key KPI
- Approx. 5 years of relevant sales experience
- Proven success in capital equipment sales
- Experience in:
o Austrian hospital / tender environment
o tender processes
o complex sales cycles
- Experience in urology or adjacent specialties preferred
- Strong understanding of:
o hospital decision-making processes
o procurement and tender systems in Austria
- Experience with:
o value-based selling
o multi-stakeholder sales environments
- Strong entrepreneurial mindset
- High level of ownership and accountability
- Ability to operate in an ambiguous, build-phase environment
- Hands-on, execution-focused
- Strong communication and stakeholder management skills
- CRM experience (e.g., Salesforce)
- Strong analytical skills (Excel, forecasting, business cases)
- Ability to create management-level presentations
- Fluent German and business-level English
- Willingness to travel within Austria (East Austria focus) and occasionally within Europe North
- Valid driving licence; based in or willing to relocate to Vienna
- Personal induction plan and comprehensive onboarding
- Flexible working hours
- interesting tasks in a dynamic, international environment
- Continuous training and development
- Flat hierarchies
- Employee events
- Employee fund with various allowances and subsidies
- Free language courses
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