[Hiring] Business Development Manager @Arjo

Role Description

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.

• Balance delivery of short-term sales and revenue objectives with medium- and long-term market opportunities.
• Work closely with distributors, customers, healthcare stakeholders, and internal Arjo teams.
• Identify, develop, influence, and convert commercial opportunities into revenue.
• Build sustainable market presence and market share across the region.
• Engage in all aspects of business development, from strategic planning to project execution.
• Ensure distributors are effectively supported, challenged, and developed.
• Serve as Arjo's commercial representative across the cluster.

Qualifications

• 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.

Requirements

• 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 priority healthcare segments.
• Drive both immediate revenue generation and long-term market development initiatives.
• Continuously evaluate market potential and allocate focus and resources to high-return opportunities.
• Establish and execute market development plans for priority countries across the cluster.
• Establish strong relationships with distributor owners, management teams, and sales personnel.
• 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.
• 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.
• Assess healthcare investment trends, market attractiveness, competitive activity, and growth potential.
• Maintain regular field presence through distributor, customer, and stakeholder visits.
• Develop and maintain accurate revenue forecasts and opportunity pipelines.
• Support distributors in selecting and configuring appropriate Arjo solutions.

Benefits

• Full-time employment.
• Remote work options.

Company Description

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.