Business Development Manager

Business Development Manager – Eastern Europe

About The Role As part of Ambu’s continued growth strategy in Eastern Europe, we are seeking a high-impact Business Development Manager (BDM) to accelerate commercial performance across key markets. The role will be reportin go the Head of EE&EM which is part of Global Emerging Markets. This role is critical to unlocking the full potential of the region by strengthening distributor partnerships, driving product adoption, and ensuring disciplined execution of commercial priorities across multiple countries. Success in this role requires a hands-on approach, close field engagement with distributors, and the ability to challenge and elevate partner performance to Ambu standards.

Key Responsibilities

Drive Regional Growth

• Develop and execute country-level commercial strategies aligned with regional priorities
• Deliver annual sales targets and long-term growth objectives
• Identify and capture growth opportunities across existing and new accounts

Distributor Management & Capability Building

• Lead and develop a network of distributor partners across Eastern Europe
• Conduct structured business reviews, performance tracking, and joint planning
• Actively coach and challenge distributors to improve commercial execution

Market Development & Account Expansion

• Increase product penetration in existing accounts and expand into new hospitals and specialties
• Drive successful product launches and adoption initiatives
• Build strong relationships with Key Opinion Leaders (KOLs) and decision-makers

Strategic Planning & Execution

• Translate regional strategy into actionable and measurable plans
• Monitor market trends, competition, and customer dynamics
• Drive pipeline visibility, forecasting, and structured follow-up

Cross-functional Collaboration

• Work closely with Marketing, Clinical, Regulatory, and Customer Service teams
• Support tenders, market access activities, and commercial campaigns
• Ensure alignment across global, regional, and local stakeholders

Candidate Profile

• Solid experience in business development, distributor management, commercial sales, or market expansion, preferably within MedTech or another clinically driven industry
• Proven track record of growing sales through distributor networks and translating strategy into actionable plans
• Experience managing distributors across multiple countries, ideally in emerging or complex multi-market environments
• Strong commercial acumen to assess market potential, distributor performance, pricing dynamics, pipeline quality, and growth opportunities
• Ability to build trusted relationships with distributors, clinical stakeholders, and internal teams
• Experience supporting product launches, tenders, and indirect channel execution
• Strong analytical mindset translating data and insights into decisions
• Structured, proactive, hands-on approach with strong follow-through and accountability
• Experience in Endoscopy, Anesthesiology, ICU, or Urology is considered a strong advantage

Background

• Strong experience in distributor/channel management including target setting, performance management, pipeline tracking, and market activation
• Strong stakeholder management and influencing skills across regional, global, and local teams
• Commercial mindset with solid financial understanding including pricing, margins, forecasting, and market prioritisation
• Strong communication and presentation skills engaging both commercial and clinical audiences
• Experience working in multi-country or emerging market environments
• Ability to manage multiple priorities with structure, quality, and execution discipline
• Self-starter with high ownership, resilience, and ability to deliver results independently

Why Join Ambu?

At Ambu, you will be part of a dynamic, international MedTech organization with ambitious growth objectives. You will have the opportunity to shape and develop a high-potential region, drive meaningful impact on patient care, work in an innovation-driven company, and build a career in a global environment.