Sales & Distributor Manager Orthopedics (m/f/d)

Croma-Pharma; Deutschland; On-site; EUR 110,000 - 170,000; Full time

Benefits offered by this job

Company car

Performance-based bonus

Job summary

Croma-Pharma is seeking a high-impact sales leader to build and expand the orthopedics distributor network in Germany and to lead the German sales team. You will drive contracts, pricing, KPIs and market positioning while coordinating with marketing, regulatory and supply chain to support launches.

Ideal candidates bring years of hands-on sales experience in orthopedics or medical devices, a proven track record in distributor management, and strong negotiation skills with a results-driven

Qualifications

• Several years of sales experience, ideally in orthopedics, medical devices, pharma or biotech.
• Strong track record in distributor management and growing partnerships.
• Excellent negotiation skills with distributor and contractual experience.
• Proven experience leading sales teams, especially in Germany.
• Experience in key account management and tender business with established KOL relationships.

Responsibilities

• Identify, onboard and grow distributor partnerships in existing and new markets.
• Negotiate and manage distributor agreements, pricing, terms, targets and KPIs.
• Train distributors on products, sales arguments and market positioning.
• Develop joint business plans with distributors and conduct regular reviews.
• Lead and motivate the German sales team to reach targets.
• Build relationships with KOLs and manage key accounts and tenders.
• Coordinate with Marketing, Regulatory and Supply Chain for product launches.
• Represent the company at congresses, trade fairs and meetings.

Skills

Distributor management

Sales leadership

Negotiation

KOL relations

Tender experience

German market experience

Entrepreneurial mindset

English and German fluency

Tools

CRM systems

Job description

Croma-Pharma is an internationally operating, privately owned pharmaceutical and medical device company headquartered in Austria.

Are you ready to build and grow our orthopedics business with strong distribution partners – and lead our sales team in Germany?

At Croma Pharma, you will build, manage and expand our distributor network for our orthopedics portfolio and lead our sales team in Germany – in a fast-paced, international team that works like a start-up, where you are part of shaping our business and turn plans into results.

• Identify, evaluate and onboard new distribution partners in existing and new markets
• Negotiate and manage distributor agreements, including pricing, terms, targets and performance KPIs
• Train distributors on our orthopedics portfolio, key sales arguments and market positioning – and keep their knowledge up to date
• Develop joint business plans with distributors and grow the business together through regular reviews and on-site visits
• Lead, coach and motivate our sales team in Germany to reach and exceed sales targets
• Build and maintain a strong network with key opinion leaders (KOLs) in orthopedics in Germany
• Manage key accounts and drive the tender business, from preparing bids to securing and expanding contracts
• Monitor sales performance, forecasts and market developments, and take corrective action where needed
• Work closely with Marketing, Medical Affairs, Regulatory and Supply Chain to support market entries and product launches
• Represent Croma Pharma at congresses, trade fairs and customer and distributor meetings
• Take hands‑on ownership of day‑to‑day sales tasks – from preparing offers and contracts to following up on orders and maintaining CRM data

Your profile:

• Several years of experience in sales, ideally in orthopedics, medical devices, pharma or biotech
• Strong track record in distributor management – from finding and setting up new partners to growing existing ones
• Excellent negotiation skills and solid experience with distributor and commercial contracts
• Proven experience in leading sales teams, ideally in the German market
• Experience in key account management and tender business, ideally with established KOL relationships
• Hands‑on, can‑do mindset – no task is too small – combined with an entrepreneurial, results‑driven attitude
• Comfortable in a start‑up‑like setting with lean resources, short decision paths and shifting priorities
• Fluent in German and English; willingness to travel

Nice to have:

• Experience building distribution networks in new markets
• Established network of distributors, hospitals and orthopedic specialists
• Background in orthopedics, sports medicine, regenerative medicine or adjacent healthcare categories
• Additional languages are a plus

What you can expect at Croma:

• A responsible sales role with plenty of room to make an impact
• An established product with strong market potential
• Long‑term career prospects and development opportunities within a growing product portfolio
• A culture of trust that encourages ownership, independence, and flexibility
• An attractive compensation and benefits package, including a company car and a performance-based bonus scheme