Distributors Sales Operations Specialist

Location: Zagreb, Croatia (Hybrid)

About Us:

Establishment Labs is changing the medical device, breast health, aesthetics and reconstruction industry by designing, developing, and manufacturing an innovative portfolio of advanced medical aesthetic device technologies and wellness solutions. It is currently the world’s fastest-growing women’s health company.

Our Femtech solutions are proudly produced at two MDSAP-certified, carbon neutral, LEED Gold certified, state-of-the-art manufacturing facilities in Costa Rica and are approved for sale in more than 85 countries.

Since 2018 the company trades on the NASDAQ stock exchange under the ticker symbol ESTA and has a market cap of around $1.8 billion.

This is an exciting opportunity to join an innovative international company in hyper-growth as we launch a significant revolution to transform the women´s aesthetics industry. 

About the Role:

The Distributors Sales Operations Specialist is responsible for driving commercial excellence, enablement, and margin protection across these markets. This role bridges the gap between Business Intelligence, Commercial teams, Customer Care, and Logistics – building processes, guidelines and policies, and sharing insights that enable the General Manager Distributors EMEA & China to make faster, more informed decisions based around profitability, rather than simply revenue.

The role will lead the design, implementation, and scaling of efficient commercial processes to reduce cost, increase revenue velocity, and support long-term sustainable growth across the regions. The role will also lead standardization across the distributors markets.

Your Responsibilities:

Commercial & Operational Oversight

• Drive a consistent and optimized customer journey process across the regions (onboarding → order → fulfilment → invoicing → collections).
• Establish scalable SOPs, trackers, and governance tools to improve operational consistency.
• Operational consistency in areas such as profitability, discount policy, cash collections and commercial support of DSO reduction.

Data Analysis & Strategic Reporting

• Track and interpret data from Customer Care, Finance, and Fulfilment teams to uncover trends, inefficiencies, and risks, allowing GM to better understand their market trends.
• Produce monthly regional Sales Operations reports covering revenue blockers, expiry risk, fulfilment issues, and margin leakage.

Cost Reduction & Efficiency Projects

• Lead quarterly initiatives to reduce expired stock, improve PO/invoice visibility between Operations and Commercial teams, and lower OPEX tied to delivery, logistics, or discounting.
• Own discount governance processes to ensure adherence to flash and permanent consignment limits, and pricing integrity.

Regional Stakeholder Support

• • Act as a direct operational partner to the GMx, providing insight and hands-on support to improve country-level performance.
  • Liaise cross-functionally with Customer Care, Finance, Sales, and Supply Chain to implement regional best practices.

Forecasting & Inventory Planning

• • • Collaborate with Commercial and Demand Planning to manage stock visibility and reduce waste.
    • Lead SKU rationalisation to reduce working capital in the region.
    • Process & Policy Development
    • Create and maintain a regional Commercial playbook.
    • Harmonise processes across countries while accommodating local regulations and constraints.

Requirements:

• Fluent in English written and oral communication
• 5+ years’ experience in Sales Operations, Commercial Operations, or similar roles
• Strong analytical and Excel/Google Sheets capabilities; experience with data dashboards (e.g., Power BI, Tableau)
• Excellent cross-functional collaboration skills, especially with Customer Care, Finance, and Commercial teams
• Understanding of ERP systems and order/invoicing workflows
• Experience implementing or scaling standard operating procedures (SOPs)
• Proven ability to influence stakeholders without direct authority
• Travel availability 15%

Benefits:

• Interesting & competitive compensation plan
• Hybrid work - full time permanent employment contract
• Birthday day off
• A lot of autonomy & freedom
• Working for a thriving multinational that is financially very healthy & growing fast
• Working in an international environment with different cultures 
• Dynamic Culture: Work with passionate, creative colleagues who value collaboration and results

Important Note: This job description includes the necessary aspects required to evaluate this job position. It should not be used as a comprehensive list of all responsibilities, skills or functions.

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