Head of Sales – Germany (RIS/PACS)

About EDL

EDL is a leading European software provider in Radiology Information Systems (RIS), Picture Archiving and Communication Systems (PACS), Teleradiology, Nuclear Medicine, and AI-driven imaging solutions. With 160 employees and €30M revenue in 2025, EDL is the market leader in France and Switzerland and continues to expand across Belgium, Austria, and Germany.
Our German footprint has accelerated significantly in the past years through strategic expansion and the integration of Penta Services.

Role Overview

The Head of Sales Germany is responsible for leading the commercial strategy for RIS/PACS solutions in the German market. This role combines strategic direction, hands-on sales execution, team leadership, and the building of long-term customer trust.
Your mission is to grow revenue, expand market share, and scale a high‑performing sales team in a rapidly evolving and competitive market.

Key Responsibilities

1. Commercial Strategy & Market Execution

• Support the definition and own the go‑to‑market strategy for Germany (segments, regions, product lines).
• Develop pricing, bundling, and competitive positioning tailored to local market dynamics.
• Identify and prioritize high‑potential regions, accounts, and partnerships.

2. New Business & Expansion

• Drive new logo acquisition and upsell/cross‑sell initiatives within existing accounts.
• Lead complex sales cycles involving IT departments, radiologists, hospital management, and procurement teams.
• Navigate public-sector tendering processes and deliver competitive, compliant proposals.

3. Leadership & Team Management

• Recruit, coach, and lead a team of Area Sales Engineers.
• Foster a culture of forecast accuracy, operational discipline, and high performance.
• Implement sales methodologies and frameworks to support scaling.

4. Strategic Accounts & Partnerships

• Personally manage top strategic opportunities and reference accounts.
• Establish partnerships with integrators, radiology groups, healthcare networks, and ecosystem players.

5. Cross‑Functional Collaboration

• Work closely with Marketing (pipeline generation), Delivery/Support (customer success).
• Ensure alignment between pre‑sales promises and operational delivery.

6. Customer Advocacy

• Champion customer needs and feedback to continuously improve product quality, reliability, and workflow alignment.
• Build long‑term trust in a market where credibility and expertise are critical.

7. Performance Management & Reporting

• Monitor revenue, margin, pipeline, win rate, and sales cycle KPIs.
• Present regular reports and improvement plans to senior leadership.

Profile & Experience

Must‑Have Experience

• 10+ years in B2B / B2C healthcare software sales in Germany.
• Significant experience selling RIS/PACS solutions to radiology groups and hospitals.
• Proven track record of closing large, complex deals.
• Familiarity with public tender processes, radiology workflows, and hospital IT ecosystems.
• Experience leading and scaling sales teams.

Technical & Functional Skills

• Strong understanding of radiology workflows and RIS/PACS system integration.
• Ability to translate technical features into compelling value propositions.
• Strong CRM discipline and forecasting capabilities.

Soft Skills

• Trusted‑advisor mindset, credibility with medical and technical audiences.
• Strong communication, negotiation, and leadership presence.
• Results‑oriented, structured, and hands‑on.

Languages

• Native/Bilingual German is mandatory.
• Fluent English required.
• French is a plus given EDL’s cross‑border collaboration.

Mobility

• Regular travel throughout Germany (and occasionally DACH/Europe).

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