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