Sales Representative Österreich / Austria (m/w/d) in Wien

Ihre Aufgaben

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

Ihr Profil

• 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

Warum wir?

• 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

Über uns

Dornier MedTech ist ein Unternehmen für Medizinprodukte mit Hauptsitz in der Nähe von München, Deutschland, und eine hundertprozentige Tochtergesellschaft von Advanced MedTech. Als Pionier auf dem Gebiet der Urologie ist Dornier einer der vertrauenswürdigsten Namen in der Branche.