General Manager Commercial Operations - Eastern Europe

Lépine Group.; Deutschland; Remote; EUR 150,000 - 210,000; Full time

Job summary

Groupe Lépine is looking for a General Manager Commercial Operations – Eastern Europe to lead and accelerate our commercial development across the region.

As a member of the Group Commercial Leadership Team and reporting directly to the CEO, you will take full ownership of the commercial performance of Eastern Europe, with a focus on our subsidiaries in Germany and Poland and our distributor network across the wider region.

Responsibilities

• Build the regional growth strategy: assess market potential, competition, reimbursement environments, hospital purchasing channels and market-access conditions country by country, and translate these insights into clear commercial priorities.
• Define the right market coverage model: determine whether markets should be developed through direct sales, local subsidiaries or distribution partners, and build the business cases supporting future market openings and investments.
• Own commercial performance: take responsibility for revenue, margin and market-share objectives across Germany, Poland and distributor markets. Build budgets and forecasts, review performance monthly and implement corrective actions when required.
• Lead and develop our local organisations: structure and manage the German and Polish commercial teams, including Country Managers, Territory Managers and Clinical Application Specialists. Set clear objectives, develop talent and build high-performing teams.
• Build and manage our distributor network: identify, select and negotiate with distribution partners, establish performance expectations and regularly assess whether the existing model remains the right one for each market.
• Drive key accounts and strategic negotiations: develop senior relationships with orthopaedic surgeons, KOLs, hospital management, purchasing organisations and other key stakeholders. Personally lead strategic tenders, negotiations and major commercial opportunities.
• Accelerate market development: work closely with Marketing and Medical Education to support product launches, customer education, surgeon engagement and the adoption of Groupe Lépine's implant portfolio.
• Build strong commercial steering: strengthen CRM adoption and establish clear KPIs covering pipeline, conversion, pricing, profitability, market development and distributor performance.
• Coordinate across the Group: partner closely with Marketing, Medical Education, Regulatory Affairs, Quality, Supply Chain, Finance, Legal/Compliance and HR to ensure effective execution across the region.
• Ensure exemplary compliance: make sure commercial activities conducted by both our subsidiaries and distribution partners comply with the MedTech Europe Code of Ethical Business Practice, applicable anti-corruption and transparency requirements and local regulations.

Job description

Groupe Lépine is looking for a General Manager Commercial Operations – Eastern Europe to lead and accelerate our commercial development across the region.

As a member of the Group Commercial Leadership Team and reporting directly to the CEO, you will take full ownership of the commercial performance of Eastern Europe, with a particular focus on our subsidiaries in Germany and Poland, as well as our distributor network across the wider region.

This is a senior leadership position combining regional strategy, P&L ownership, team leadership, distributor management and strong field involvement. You will play a key role in shaping how Groupe Lépine expands across Eastern Europe as part of our 2026–2030 growth ambitions.

Your mission

You will define and execute the commercial strategy for Eastern Europe, identifying where and how we should invest to build sustainable growth.

Your responsibilities will include:

• Build the regional growth strategy: assess market potential, competition, reimbursement environments, hospital purchasing channels and market-access conditions country by country, and translate these insights into clear commercial priorities.

• Define the right market coverage model: determine whether markets should be developed through direct sales, local subsidiaries or distribution partners, and build the business cases supporting future market openings and investments.

• Own commercial performance: take responsibility for revenue, margin and market-share objectives across Germany, Poland and distributor markets. Build budgets and forecasts, review performance monthly and implement corrective actions when required.

• Lead and develop our local organisations: structure and manage the German and Polish commercial teams, including Country Managers, Territory Managers and Clinical Application Specialists. Set clear objectives, develop talent and build high-performing teams.

• Build and manage our distributor network: identify, select and negotiate with distribution partners, establish performance expectations and regularly assess whether the existing model remains the right one for each market.

• Drive key accounts and strategic negotiations: develop senior relationships with orthopaedic surgeons, KOLs, hospital management, purchasing organisations and other key stakeholders. Personally lead strategic tenders, negotiations and major commercial opportunities.

• Accelerate market development: work closely with Marketing and Medical Education to support product launches, customer education, surgeon engagement and the adoption of Groupe Lépine's implant portfolio.

• Build strong commercial steering: strengthen CRM adoption and establish clear KPIs covering pipeline, conversion, pricing, profitability, market development and distributor performance.

• Coordinate across the Group: partner closely with Marketing, Medical Education, Regulatory Affairs, Quality, Supply Chain, Finance, Legal/Compliance and HR to ensure effective execution across the region.

• Ensure exemplary compliance: make sure commercial activities conducted by both our subsidiaries and distribution partners comply with the MedTech Europe Code of Ethical Business Practice, applicable anti-corruption and transparency requirements and local regulations.

You will also represent Groupe Lépine at major congresses, industry events and professional organisations throughout the region.