Case Study – Commercial Acceleration | Transformation & Scale-up (DACH)
Situation
A global MedTech scale-up with approx. 1,200 employees worldwide was preparing the market entry of its robotic surgery platform in the DACH region. The objective was to build a greenfield commercial and service organization, gain market share, and establish the region as a strategic hub in Central Europe.
My Contribution
As General Manager DACH (Robotic Surgery), I was responsible for the full build-up and leadership of the regional organization.
– Built and led a cross-functional commercial & service organization
– Defined market entry and go-to-market strategies
– Oversaw budgeting, hiring, and forecasting
– Developed KOL and account frameworks
– Established Hamburg as the Central EU Hub
Results & Impact
| KPI | Results |
| Revenue | +80% revenue growth in the DACH region |
| Market penetration | +50% market penetration within the first year |
| Costs | –33% regional cost reduction within 12 months |
Scale / Scope
– Full P&L responsibility for the DACH region (~€100M global revenue context)
– Led a team of 20 employees (5 direct reports)
– Built an entirely new regional organization in a fast-paced scale-up environment
Key Competencies
– Commercial Acceleration
– Scale-up Leadership
– Go-to-Market Strategy & Execution
– Organizational Build-up in MedTech (Robotic Surgery)
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