Business Development Manager - Southeast Europe & Eastern Mediterranean Cluster (Athens, Greece)

Empowering careers at ARJO

At Arjo, we know what moves us. We go above and beyond for people facing mobility challenges. We take every opportunity to work and grow as one team and take pride in sharing our knowledge and experience. Does that sound like something that moves you too?

This could be your opportunity to begin a challenging and rewarding career in a healthcare company that empowers movement for people with mobility challenges.

Position: Business Development Manager - Southeast Europe & Eastern Mediterranean Cluster 

Location: Athens, Greece (incumbent must be based in Athens)

Territory Coverage: Southeast Europe & Eastern Mediterranean Cluster, including Romania, Hungary, Bulgaria, Moldova, Greece, Cyprus, and Malta 

Employment Type: Full time

Work type: Remote

Role Purpose:

The Business Development Manager is responsible for driving sustainable revenue growth, market expansion, distributor development, and strategic opportunity management across the Southeast Europe & Eastern Mediterranean Cluster, including Romania, Hungary, Bulgaria, Moldova, Greece, Cyprus, and Malta.

The role holder will balance the delivery of short-term sales and revenue objectives with the development of medium- and long-term market opportunities. Working closely with distributors, customers, healthcare stakeholders, and internal Arjo teams, the individual will identify, develop, influence, and convert commercial opportunities into revenue while building sustainable market presence and market share across the region.

The position requires a highly entrepreneurial, commercially driven, and hands-on individual who is comfortable operating across multiple countries and varying levels of market maturity. The successful candidate must be willing to actively engage in all aspects of business development, from strategic planning and distributor management to customer visits, tender support, opportunity qualification, solution development, negotiation, and project execution.

The role is not limited to distributor management but requires active commercial leadership of the assigned cluster, ensuring distributors are effectively supported, challenged, and developed to maximize revenue, market penetration, and customer engagement. The position will serve as Arjo's commercial representative across the cluster, strengthening relationships with distributors, healthcare providers, procurement stakeholders, and key decision-makers.

As A Key Account Specialist CEE Distributors, you will be responsible for:

Commercial Leadership & Revenue Growth

• Assume full commercial responsibility for the Southeast Europe & Eastern Mediterranean Cluster.
• Deliver agreed revenue, order intake, profitability, and market share objectives.
• Develop and execute annual country and cluster business plans aligned with regional growth objectives.
• Identify, prioritize, and pursue opportunities capable of delivering sustainable revenue growth.
• Develop strategies to increase sales penetration across acute care, rehabilitation, long-term care, patient handling, and other priority healthcare segments.
• Drive both immediate revenue generation and long-term market development initiatives.
• Continuously evaluate market potential and allocate focus and resources to the highest-return opportunities.
• Establish and execute market development plans for priority countries across the cluster.

Distributor Management & Development

• Establish strong relationships with distributor owners, management teams, and sales personnel throughout the cluster.
• Conduct regular business reviews focused on pipeline development, forecasting, performance, and growth opportunities.
• Develop distributor capability through coaching, training, joint customer visits, and commercial guidance.
• Challenge distributors to increase market activity, opportunity generation, and conversion rates.
• Ensure distributors operate in alignment with Arjo's commercial strategy, compliance requirements, and customer value proposition.
• Assess distributor performance and implement corrective action plans where necessary.
• Identify opportunities to strengthen, expand, replace, or optimize distributor partnerships to improve business performance.

Opportunity Identification & Conversion

• Proactively identify new healthcare projects, major tenders, strategic accounts, and market opportunities.
• Support distributors in developing, qualifying, and converting commercial opportunities.
• Maintain ownership and visibility of strategic opportunities from identification through to order conversion.
• Participate directly in customer meetings, demonstrations, clinical discussions, commercial negotiations, and tender processes.
• Support distributors in building compelling customer value propositions and business cases.
• Ensure robust opportunity management through Salesforce and structured pipeline reviews.
• Drive forecast accuracy and conversion discipline throughout the sales cycle.

Market Development

• Assess healthcare investment trends, market attractiveness, competitive activity, and growth potential across Romania, Hungary, Bulgaria, Moldova, Greece, Cyprus, and Malta.
• Develop country-specific growth strategies based on healthcare funding models, procurement environments, and market maturity.
• Build relationships with key hospital groups, healthcare authorities, procurement departments, influencers, consultants, and strategic partners.
• Identify opportunities linked to healthcare modernization, infrastructure investment, demographic trends, and evolving clinical practices.
• Monitor competitor activities and develop strategies to strengthen Arjo's market position.
• Support the identification and development of new market channels and growth opportunities.

Hands-On Commercial Execution

• Maintain regular field presence through distributor, customer, and stakeholder visits across the cluster.
• Conduct joint sales calls and customer meetings alongside distributor teams.
• Support product presentations, demonstrations, evaluations, and commercial discussions.
• Personally intervene in critical projects, strategic opportunities, or challenged accounts when required.
• Demonstrate a pragmatic and action-oriented approach to overcoming market and resource limitations.
• Operate with a strong ownership mentality, ensuring opportunities are progressed and obstacles are removed.

Forecasting & Business Planning

• Develop and maintain accurate revenue forecasts and opportunity pipelines.
• Monitor country performance against budget and forecast expectations.
• Identify commercial risks and implement mitigation plans.
• Prepare and present monthly business reviews, growth plans, and market updates.
• Maintain high standards of CRM discipline and data quality within Salesforce.
• Provide recommendations regarding investment priorities and resource allocation across the cluster.

Product & Clinical Support

• Support distributors in selecting and configuring appropriate Arjo solutions.
• Ensure distributor understanding of product positioning, customer value propositions, clinical outcomes, and economic benefits.
• Identify product training requirements and coordinate development activities.
• Support product launches, portfolio expansion initiatives, and market introduction activities throughout the cluster.

Collaborate with internal clinical, commercial, and marketing teams to strengthen customer engagement and market adoption.

Key Performance Indicators

• Revenue Growth
• Order Intake
• Gross Margin Performance
• Forecast Accuracy
• Pipeline Coverage Ratio
• Opportunity Conversion Rate
• Number of Strategic Opportunities Developed
• Market Share Growth
• Distributor Performance Improvement
• Strategic Account Development
• New Market Development
• CRM Compliance and Data Quality

Knowledge, Skills & Experience

Essential

• Minimum 3-5 years of successful commercial experience in healthcare, medical technology, capital equipment, or related industries.
• Proven track record of delivering revenue growth through distributors, channel partners, or indirect sales models.
• Experience managing multiple countries or regional markets.
• Strong understanding of healthcare procurement processes, tender environments, and complex sales cycles.
• Demonstrated ability to identify, develop, and convert strategic commercial opportunities.
• Experience building and managing distributor relationships.
• Strong financial and commercial acumen.
• Excellent influencing, negotiation, and stakeholder management skills.
• Fluent English communication skills.
• Willingness to travel extensively throughout the assigned cluster.

Preferred

• Experience within patient handling, rehabilitation, medical equipment, acute care, or long-term care environments.
• Experience operating within emerging markets and distributor-based business models.
• Knowledge of healthcare systems, procurement environments, and market dynamics across Southeast Europe and the Eastern Mediterranean.
• Experience working within Romania, Greece, Hungary, Bulgaria, Moldova, Cyprus, Malta, or neighbouring markets.
• Demonstrated success developing healthcare markets through indirect sales channels and distributor partnerships.

Personal Characteristics

• Commercially driven and highly results-oriented.
• Entrepreneurial mindset with strong ownership mentality.
• Strategic thinker with strong execution capability.
• Hands-on and pragmatic in approach.
• Comfortable working independently across multiple countries and cultures.
• Resilient and adaptable to changing market conditions.
• Strong collaborator and relationship builder.
• Ability to influence without direct authority.
• Self-motivated with high levels of accountability.
• Willing to personally engage in activities required to secure business and support distributors.
• Comfortable operating in developing and evolving markets while identifying practical solutions to challenges.

Preferred Location

• Bucharest, Romania (Preferred)
• Athens, Greece (Alternative)

Territory Coverage

• Romania
• Hungary
• Bulgaria
• Moldova
• Greece
• Cyprus
• Malta

CV and Coverletter required in English.

Have a question? Contact the recruiter:

Shivani Naidoo

HR Director

shivani.naidoo@arjo.com

About Arjo

At Arjo, we believe that empowering movement within healthcare environments is essential to quality care. Our products and solutions are designed to promote a safe and dignified experience through patient handling, medical beds, personal hygiene, disinfection, diagnostics, and the prevention of pressure injuries and venous thromboembolism. With over 6500 people worldwide and 65 years caring for patients and healthcare professionals, we are committed to driving healthier outcomes for people facing mobility challenges.

For more information about Arjo visit www.arjo.com