PpbUpSurgeOn /b is a MedTech company founded by surgeons with the mission of making surgical excellence accessible worldwide. /p pWe design and manufacture high‑fidelity physical surgical simulators and develop digital solutions used by surgeons, hospitals, universities and MedTech companies to train technical skills, improve patient safety and reduce healthcare costs. /p pOur work sits at the intersection of medicine, engineering, manufacturing and quality. We operate with in‑house production, a strong focus on reliability and traceability, and a growing international footprint. /p h3Role Overview /h3 pUpSurgeOn is looking for a Sales Manager to build and lead a structured, scalable commercial engine during a key growth phase. This is a hands‑on leadership role, designed for someone who combines strong execution and strategic capability: a leader able to close complex B2B deals, build a repeatable sales machine, coach a commercial team, and create a scalable go‑to‑market structure across regions, channels and products (physical + digital). /p h3Requirements /h3 ul liProven ability to drive high‑value B2B sales cycles, with executive stakeholders and long‑cycle negotiations /li liDiscipline in forecasting, pipeline management and sales operations /li liLeadership capacity to mentor and elevate team performance /li liStrong recruiting ability to build and scale the team over time /li liStrategic marketing mindset to shape positioning and demand generation /li liDeep familiarity with the surgical ecosystem, with proven experience selling into surgical markets and stakeholders (MedTech, hospitals, training institutions) /li liA track record in complex B2B sales beyond healthcare (enterprise, industrial, SaaS, training platforms, or other high‑value B2B environments), with measurable results and strong deal economics discipline /li /ul pThe mission is to grow revenue and margins, ensure predictable sales performance, strengthen strategic partnerships, and build a sales organization capable of scaling globally. /p h3What You Will Own /h3 h3Revenue growth pipeline execution /h3 ul liOwn revenue targets across key segments (MedTech, hospitals, training institutions, insurance ecosystems and strategic partners). /li liDrive end‑to‑end sales execution: prospecting, qualification, needs discovery, proposal, negotiation, closing and handover. /li liBuild a reliable pipeline engine across regions and strategic accounts. /li liEnsure strong conversion rates, deal momentum, and consistent quarterly performance. /li liEstablish execution cadence: pipeline reviews, deal desk, win/loss analysis, and action‑driven follow‑ups. /li /ul h3Strategic account development, partnerships channel network /h3 ul liDevelop and grow relationships with top MedTech customers, strategic accounts and partners. /li liBuild multi‑geography expansion strategies within existing customers (same product → more geographies; more products → same customer; full portfolio → global). /li liSupport and coordinate key distribution partnerships (e.g., Artimedica in Mexico or other channel/distribution models). /li liBuild, manage and optimise a network of distributors, agents and local commercial partners, including onboarding, governance, incentives and performance monitoring. /li liCreate long‑term customer value and recurring revenue opportunities (bundles, renewals, digital subscriptions). /li /ul h3Sales strategy, segmentation GTM execution /h3 ul liTranslate company strategy into a clear commercial plan: target segments, value proposition, pricing logic, channel strategy and country prioritisation. /li liDefine territories, account assignment rules and coverage model. /li liSet clear objectives and performance targets for each salesperson and partner. /li liShape product positioning and commercial packaging for physical and digital offerings. /li liPartner with Product/RD to align roadmap and commercial priorities based on market signals and customer need. /li /ul h3Marketing‑oriented leadership demand generation strategy /h3 ul liWork closely with Marketing to define strategic demand generation priorities and campaign logic. /li liContribute to positioning and messaging, ensuring that value proposition is clear and aligned with the decision‑making dynamics of the surgical market. /li liActivate KOL networks, events and strategic channels to increase pipeline quality and brand credibility. /li liStrengthen commercial narrative: pitch decks, messaging frameworks, use cases and competitor differentiation. /li /ul h3Deal economics, pricing margin discipline /h3 ul liEnsure each deal is evaluated through profitability and margin impact (gross margin, delivery costs, payment terms). /li liStrengthen pricing structure and discount governance (rules, approval flows, decision logic). /li liSupport the CEO in high‑stakes negotiations and strategic deal decisions. /li liImprove commercial discipline around contract terms, payment schedules and risk reduction. /li /ul h3Sales operations, forecasting reporting /h3 ul liBuild and maintain a structured CRM discipline and reporting cadence. /li liOwn forecasting accuracy and rhythm: monthly/quarterly forecasting, pipeline reviews, risk flags. /li liDefine and monitor KPIs: pipeline coverage, cycle time, conversion rates, average deal size, win/loss reasons, churn/renewals (if applicable). /li liProvide CEO and leadership with clear synthesis: what is happening, why, and what decisions/actions to take. /li /ul h3Team mentoring, recruiting performance culture /h3 ul liLead, mentor and coach the existing sales team, raising capabilities and performance standards. /li liBuild the sales org over time through recruiting, onboarding, training and performance management. /li liCreate sales playbooks: pitch structure, objections, negotiation, expansion strategy, account planning. /li liEstablish a strong results‑driven culture based on accountability, ownership and execution excellence. /li /ul h3Cross‑functional execution /h3 ul liWork tightly with Operations / Production to align delivery feasibility, lead times and customer expectations. /li liCollaborate with Finance to ensure healthy sales‑to‑cash execution (collections discipline, payment terms, revenue predictability). /li liCoordinate with the CEO and leadership team to align priorities and commercial strategy. /li liServe as internal reference for customer intelligence and market signals. /li /ul h3Required Qualifications /h3 ul liDegree in Business, Economics, Engineering or equivalent. /li li5–10+ years of relevant sales experience, combining: ul licomplex B2B sales (high‑ticket, multi‑stakeholder, long cycle) /li lihands‑on closing ability + structured sales leadership /li liproven track record in structured B2B markets beyond healthcare (enterprise / industrial / SaaS / services), with measurable results /li liProven ability to sell to senior decision‑makers (C‑level, directors, procurement, clinical leaders). /li liStrong negotiation and contract management skills. /li liStrong analytical discipline: pipeline, forecasting, deal economics, CRM rigor. /li liStrong communication skills with non‑sales stakeholders; ability to influence without authority. /li liHigh reliability, ownership mindset and execution discipline. /li liFluent in Italian and English (written and spoken). /li /ul /li /ul h3Preferred Qualifications /h3 ul liExperience in MedTech, medical devices, surgical ecosystem or training environments. /li liExperience selling hybrid offerings: physical products + digital solutions / SaaS / subscriptions. /li liInternational sales exposure and multi‑region account expansion. /li liExperience building sales teams and processes in scale‑ups. /li liExperience managing distributors / resellers / agents and channel governance. /li liStrong CRM proficiency (Odoo, HubSpot, Salesforce or similar). /li /ul h3Core competencies /h3 ul liStrategic thinking + execution rigor /li liStrong closing mindset and deal discipline /li liResults orientation and accountability culture /li liSales forecasting precision and operational excellence /li liStakeholder management at executive level /li liAbility to build systems from scratch in ambiguity /li liHigh energy, resilience and leadership presence /li /ul h3Success metrics (first 6–12 months) /h3 ul liClear sales strategy and segmentation implemented (accounts, territories, channel model, pipeline structure). /li liMeasurable improvement in pipeline coverage and conversion. /li liImproved forecasting accuracy. /li liImproved gross margin discipline per deal. /li liImproved sales‑cycle efficiency. /li liCommercial cadence adopted (weekly pipeline review, monthly forecast, KPI dashboard). /li liKey strategic accounts expanded across geographies and product portfolio. /li liChannel and partner network structured with clear governance and measurable performance. /li liRepeatable playbooks and sales processes documented and used by the team. /li liStrong mentoring impact: clear improvement in team execution and accountability. /li /ul h3Compensation Growth /h3 pCompensation: €55,000 – €65,000 RAL, based on experience and seniority, plus up to €30,000 variable compensation tied to performance benchmarks. /p pPerformance review after 6–12 months linked to execution, reporting quality and operational discipline. /p /p #J-18808-Ljbffr