Key Skills

Job Description

Location: Europe Reports to: CEO About the role The Sales Director Europe is responsible for establishing and growing Xyall's commercial presence across the European market. You will own the European sales strategy and its execution, developing business through a combination of direct sales and distributor partnerships. You will identify and develop strategic accounts, build and manage the sales pipeline, establish the appropriate routes to market, and deliver revenue and margin targets. This is initially an individual contributor role requiring a hands-on commercial approach and direct involvement throughout the sales cycle. As Xyall's European business grows, the role is expected to evolve towards building and leading a regional sales organization. Tasks & responsibilities European Commercial Strategy & Market Development Define and execute the commercial strategy for Europe in line with Xyall's overall business objectives. Prioritize markets, customer segments and routes to market based on commercial potential. Leverage existing market knowledge and industry relationships to identify and accelerate new business opportunities. Establish and expand Xyall's position within the European molecular and digital pathology market. Sales & Key Account Development Own the full sales cycle for strategic opportunities, from prospecting and qualification through product evaluation, commercial negotiation and closing. Develop and maintain relationships with key customers and decision-makers within pathology, molecular diagnostics and related laboratory environments. Build and manage a high-quality sales pipeline and deliver agreed revenue and margin targets. Develop strategic accounts with a focus on long-term commercial value and customer success. Distributor & Commercial Partner Management Identify, select and develop distributors and other commercial partners in markets where an indirect sales model provides the most effective route to market. Establish clear commercial objectives and expectations with partners and monitor performance. Support distributors in opportunity development, positioning and customer engagement to drive sustainable sales growth. Commercial Planning & Cross-functional Collaboration Develop annual sales plans, forecasts and performance reporting, and take corrective action where required. Provide market, customer and competitive insights to Product Management, Marketing, Customer Service and Operations. Work closely with internal teams throughout customer evaluation, implementation and ongoing account development. Represent Xyall at relevant European conferences, exhibitions and industry events. Requirements: · Master degree in business, life sciences, healthcare, or a related discipline, or equivalent relevant professional experience. · Extensive commercial experience in molecular pathology, digital pathology, diagnostics, laboratory automation is a must. · Demonstrated track record of developing and closing complex B2B sales opportunities within European healthcare and laboratory markets. · Strong knowledge of the European pathology and/or diagnostics market, including relevant customers, market dynamics and routes to market. · An established European network within pathology, molecular diagnostics, diagnostics and/or related laboratory markets is strongly preferred. · Experience developing new markets, territories or product categories, including building business where an established commercial organization is not yet in place. · Experience with both direct sales and distributor/channel models within Europe. · Strong consultative and value-based selling capabilities, including the ability to engage effectively with laboratory professionals, clinical stakeholders, procurement and senior decision-makers. · Experience working within a regulated medical device, diagnostics or healthcare environment. · Fluent English; additional European languages are an advantage. · Willingness to travel frequently across Europe, up to approximately 60%. Personal Skills Commercial & Results-Oriented Strong focus on developing opportunities, progressing complex sales cycles and delivering commercial results. Strategic & Analytical Able to translate market knowledge and commercial insights into clear priorities and effective sales strategies. Relationship Builder Credible and effective in developing long-term relationships with customers, commercial partners and senior stakeholders. Independent & Accountable Comfortable taking full ownership of a regional commercial mandate while working closely with an international, cross-functional organization. Adaptable & Pragmatic Able to operate effectively in a growing organization where commercial structures and processes continue to develop.

Core Responsibilities

Develop and execute Xyall's European commercial strategy, build strategic customer accounts and distributor partnerships, and manage sales opportunities from prospecting through closing. Own pipeline, forecasts, revenue and margin targets, while sharing market insights and collaborating with internal teams to support customer evaluations and growth.

Requirements

Requires extensive commercial experience in molecular or digital pathology, diagnostics, laboratory automation, or related markets, with a proven record of closing complex B2B sales in European healthcare and laboratory markets. Candidates should bring strong European market knowledge and networks, experience with direct and channel sales, consultative selling skills, and fluency in English; a relevant master's degree or equivalent experience is required.