General Manager Commercial Operations - Eastern Europe

Groupe Lépine is looking for a General Manager Commercial Operations – Eastern Europe to lead and accelerate our commercial development across the region.

As a member of the Group Commercial Leadership Team and reporting directly to the CEO, you will take full ownership of the commercial performance of Eastern Europe, with a particular focus on our subsidiaries in Germany and Poland, as well as our distributor network across the wider region.

This is a senior leadership position combining regional strategy, P&L ownership, team leadership, distributor management and strong field involvement. You will play a key role in shaping how Groupe Lépine expands across Eastern Europe as part of our 2026–2030 growth ambitions.

Your missionYou will define and execute the commercial strategy for Eastern Europe, identifying where and how we should invest to build sustainable growth.

Your responsibilities will include:

• Build the regional growth strategy: assess market potential, competition, reimbursement environments, hospital purchasing channels and market-access conditions country by country, and translate these insights into clear commercial priorities.

• Define the right market coverage model: determine whether markets should be developed through direct sales, local subsidiaries or distribution partners, and build the business cases supporting future market openings and investments.

• Own commercial performance: take responsibility for revenue, margin and market-share objectives across Germany, Poland and distributor markets. Build budgets and forecasts, review performance monthly and implement corrective actions when required.

• Lead and develop our local organisations: structure and manage the German and Polish commercial teams, including Country Managers, Territory Managers and Clinical Application Specialists. Set clear objectives, develop talent and build high-performing teams.

• Build and manage our distributor network: identify, select and negotiate with distribution partners, establish performance expectations and regularly assess whether the existing model remains the right one for each market.

• Drive key accounts and strategic negotiations: develop senior relationships with orthopaedic surgeons, KOLs, hospital management, purchasing organisations and other key stakeholders. Personally lead strategic tenders, negotiations and major commercial opportunities.

• Accelerate market development: work closely with Marketing and Medical Education to support product launches, customer education, surgeon engagement and the adoption of Groupe Lépine's implant portfolio.

• Build strong commercial steering: strengthen CRM adoption and establish clear KPIs covering pipeline, conversion, pricing, profitability, market development and distributor performance.

• Coordinate across the Group: partner closely with Marketing, Medical Education, Regulatory Affairs, Quality, Supply Chain, Finance, Legal/Compliance and HR to ensure effective execution across the region.

• Ensure exemplary compliance: make sure commercial activities conducted by both our subsidiaries and distribution partners comply with the MedTech Europe Code of Ethical Business Practice, applicable anti-corruption and transparency requirements and local regulations.

You will also represent Groupe Lépine at major congresses, industry events and professional organisations throughout the region.

Profile

**What we are looking for

We are looking for an experienced international commercial leader who can combine strategic thinking with strong operational and field execution**.

You bring:

• A Master's degree in business, engineering, pharmacy or a related field, or equivalent professional experience.

• 10–15+ years of experience in international commercial development within medical devices or the healthcare industry.

• Proven experience leading multi-country commercial teams, both locally and remotely.

• Strong experience managing and developing an international distributor network.

• Significant P&L, budget and commercial performance responsibility.

• Strong capabilities in business planning, forecasting, pricing, performance management and commercial negotiations.

• Experience with hospital purchasing environments, tenders and public procurement.

• A solid understanding of commercial compliance requirements within the medical device industry.

• Experience using CRM and commercial KPIs to drive performance.

Experience in orthopaedics, implants or surgical medical devices would be a significant advantage.

Knowledge of the German and/or Central & Eastern European markets, including experience establishing new markets, subsidiaries or transitioning from distributor-led to direct commercial operations, would also be highly valued.

Your leadership styleBeyond experience, we are looking for someone who:

• Thinks strategically but remains genuinely connected to customers and the field.

• Knows how to build, challenge and inspire multicultural teams.

• Has a strong performance and accountability mindset.

• Is comfortable making decisions in complex international environments.

• Can influence senior internal and external stakeholders.

• Demonstrates high standards of integrity and commercial ethics.

• Enjoys building organisations and markets rather than simply managing established structures.

You should be comfortable spending time in hospitals, operating rooms, customer meetings and congresses, as well as presenting regional strategies and results to Executive Management.

Languages & mobility

Full professional proficiency in German and fluency in English are essential, as English is the Group’s international working language. Polish or another Eastern European language would be an additional asset.The position requires significant international mobility, with frequent travel across the region (approximately 50% or more).

Why join Groupe Lépine?This is an opportunity to take ownership of a region with significant development potential and directly contribute to the next stage of Groupe Lépine's international growth.

You will have the opportunity to:

• Shape the commercial footprint of Eastern Europe.

• Build and develop local organisations and partnerships.

• Influence strategic market-entry decisions.

• Work directly with Executive Management.

• Combine regional leadership with genuine field exposure.

• Contribute to the development of an independent European MedTech group specialising in orthopaedic solutions.

Ready to build the next chapter of our growth in Eastern Europe?

We would be delighted to hear from you.