Business Development Director for Diagnostic Solutions We are seeking an accomplished Business Development Director to drive growth and sales of our diagnostic solutions in Spain and Portugal. This role demands a deep understanding of laboratory diagnostics, a strong network within the healthcare ecosystem, and a proven track record of exceeding revenue targets. The ideal candidate will own the full commercial cycle, from strategic account planning and development through closing, contracting, and post-sale expansion. Key responsibilities include: - Drive new business & growth: Achieve and exceed annual revenue targets for imaging and AI solutions within hospital, university, and private laboratories. - Strategic account management: Develop multi-level relationships with C-suite, laboratory directors, department heads, procurement, and KOLs; create account plans that expand adoption and share-of-wallet. - Full-cycle selling: Lead prospecting, clinical evaluations, demos, workflow assessments, TCO/ROI modeling, pricing, tender/bid responses, contract negotiation, and deal closure. - Market development: Identify unmet needs, competitive dynamics, and reimbursement trends to shape go-to-market strategies and product positioning for the region. - Cross-functional collaboration: Partner with marketing, clinical affairs, service, and distributor teams to deliver compelling value propositions and ensure customer success. - Forecasting & CRM: Maintain accurate pipeline data, monthly/quarterly forecasts, and business reviews using Salesforce (or similar) and adhere to MEDDPICC/Miller-Heiman or comparable sales methodologies. - Thought-leadership & events: Represent Company at conferences, trade shows, and local events; organize workshops and reference site visits to showcase clinical and operational impact. - 8+ years of quota-carrying sales experience in IVD/medical device capital equipment or consumables, selling to clinical or reference laboratories in the region. - Demonstrated success selling hematology analyzers, digital pathology, microscopy, or other diagnostic instrumentation with deal sizes >€500k. - Established network with key hospital groups, university clinics, private lab chains, GPOs, and tenders committees in the region. - Native or near-native Spanish and professional-level English for internal communication and global meetings. - Strong business acumen, consultative selling skills, and ability to articulate complex scientific concepts to both medical and financial stakeholders. - Proficiency with CRM, MS Office/G-Suite, and virtual collaboration tools; data-driven approach to territory management. - Bachelor's degree in Life Sciences, Biomedical Engineering, Medical Technology, Business Administration, or related field. - Willingness and ability to travel ≈30%; occasional travel to European events. - Experience launching disruptive digital or AI-based diagnostic solutions under IVDR regulations. - Advanced degree (MBA, MSc) and/or certification in laboratory medicine (e.g., MT, BMA). - Familiarity with reimbursement frameworks, health-economics modeling, and hospital purchasing processes.