Artera is seeking a driven and internationally experienced Director to lead and expand our distributor network strategically across the UK, EMEA and APAC. This individual will bring proven sales grit and commercial acumen, taking full ownership of distributor performance, volume growth, and market expansion across the region. Reporting to the Chief Commercial Officer, this role is central to Artera's mission of personalizing medical decisions for cancer patients and physicians on a global scale.
Essential Responsibilities:
Oversee, manage, and grow a network of distributor partners across UK, EMEA and APAC, ensuring each partner is equipped and motivated to hit volume and revenue targets
Develop and execute a comprehensive international business development and sales strategy to drive revenue growth, increase test volume, and support Artera's market expansion goals across the region
Set, track, and hold distributors accountable to sales targets and growth KPIs; proactively identify underperformance and implement corrective action plans
Identify, evaluate, and onboard new distributor and channel partners in target countries, negotiating agreements that align with Artera's commercial strategy
Build and maintain strong, long-term relationships with distributors, key healthcare institutions, oncologists, urologists, pathologists and other relevant regional stakeholders; understand their needs, pain points, and goals
Lead negotiations, overcome objections, and close distribution and partnership agreements; work with Legal and the CCO to ensure contracts are executed efficiently
Develop and oversee project plans that onboard new distributor partners, supporting them through launch, ramp-up, and sustained volume growth
Understand Artera’s product portfolio, their applications, and the value they bring to healthcare providers and patients; effectively communicate this knowledge to distributors and partners
Stay current on international regulatory, reimbursement, and market dynamics across UK, EMEA and APAC; use this knowledge to position Artera's solutions effectively in each market
Prepare and deliver persuasive presentations, business reviews, and proposals to distributors and clients, showcasing the benefits of Artera's personalized therapy solutions
Work closely with Marketing to align regional sales efforts with product launches and campaigns, tailoring messaging to local markets
Partner cross-functionally with Research & Development, Product, Regulatory, Market Access, Legal, and Billing to support international business development and distributor success
Maintain accurate, up-to-date records of distributor performance, sales activities, and opportunities using the CRM; report regularly on regional volume and growth metrics
Travel throughout UK, EMEA and APAC as needed to manage distributor relationships and pursue new business opportunities
Education and Experience Requirements:
Bachelor's degree required; MBA, M.S., or MPH in Life Sciences or a related field strongly preferred
5-8+ years of relevant international sales or business development experience, with demonstrated experience managing distributors across Europe, the UK and EMEA
Proven track record of driving volume and revenue growth through distributor and channel partnerships, in digital pathology, oncology diagnostics, or AI oncology healthcare sectors
Sales grit and commercial acumen; self-motivated, goal-oriented, and comfortable owning a number
Strong understanding of the healthcare industry, including cancer diagnostics and/or treatments, regulations and reimbursement
Experience with distributor agreements, business proposals, pitches, and contract negotiations
Exceptional communication, presentation, and negotiation skills, with the ability to work across cultures
Analytical thinker able to adapt to changing priorities and problem-solve to meet company goals
Willingness and ability to travel (~30%) throughout Europe, the UK, and EMEA
Additional European languages a plus
Nice-to-haves:
Experience in oncology and with biomarkers
Experience in medtech product distribution across international markets
Existing network of distributor relationships within Europe, the UK, or EMEA
