Distributor Partnership Specialist – MedTech for ICU Monitoring

Introduction

HTG Medical is developing HTG Urogram, an automated urine output monitoring system for ICUs that saves nurses up to 60 minutes per shift and dramatically improves accuracy.

We're an innovative Czech company building medical devices using human-centered design methodology – working directly with doctors, nurses, and hospitals. We're entering the European market in Q1 2026 with our first CE-certified product, with more to follow.

If you want to work in medtech that has a real impact on hospitals and healthcare professionals, you're in the right place.

The European distribution market is wide open for us – we're looking for someone who will help us build a network of strong distributor partnerships across the EU and become a key part of our growth.

Who we are

• We're a Czech medtech startup from Prague, born at a European healthcare hackathon.
• We're developing HTG Urogram, a wireless IoT system for automated urine output monitoring in ICUs.
• We collaborate with 50+ healthcare professionals from Czech and European hospitals.
• We're heading toward CE certification in Q1 2026, followed by first installations.
• In Europe, we have ongoing pilots, partners, and distributors (Poland, Spain, Finland, and more).
• In H2 2026, we plan to expand the team with an assistant/colleague – so growth opportunity is built into the role.

What will be your mission

• Build and manage relationships with medical device distributors across the EU.
• Identify, evaluate, and onboard new distribution partners in key markets.
• Collect distributor requirements, market insights, and competitive intelligence.
• Prepare commercial materials, product training, and sales enablement packages.
• Coordinate pilot projects and first installations with distributors.
• Negotiate distribution agreements and commercial terms together with the CEO.
• Track distributor performance, pipeline, and forecasts in CRM.
• Represent HTG Medical at international conferences and trade fairs (MEDICA, Arab Health, etc.).
• Work closely with the sales and product teams to align distributor feedback with product development.

What your week will look like

• 40% – distributor relationship management: calls, meetings, follow-ups, performance reviews.
• 30% – new partner outreach and evaluation: research, qualification, negotiations.
• 20% – materials preparation: sales decks, product training, regulatory documentation, pricing.
• 10% – conferences, trade fairs, internal meetings, product feedback sessions.

What we offer

• Hybrid work – Prague office + remote flexibility.
• Unlimited vacation with responsible goal delivery.
• ESOP opportunity – share in the company's future success.
• €3000–3700 (70–90K CZK) per month (based on experience and performance).
• Company phone, travel expenses covered.
• Direct contact with founders, fast decision-making, transparent communication.
• Opportunity to become the lead for European partnerships with a growing team.
• Work on a product with real clinical impact solving the nursing shortage problem.
• Participation in international conferences and business travel across Europe.

Who we're looking for

• Must have
  • Experience in B2B partnership management or distributor management (ideally 3+ years).
  • Proven track record of building and managing channel partnerships.
  • Strong negotiation skills and ability to close deals with decision-makers.
  • Fluent English (C1 or native level).
  • Willingness to travel across Europe (up to 30% of time).
  • Strong plus: Experience working with medical device distributors or healthcare channel sales.
• Nice to have
  • Experience in MedTech or regulated industries (CE/MDR knowledge).
  • Existing network of distributor contacts in EU markets.
  • Experience with longer sales cycles (3–12 months).
  • Additional languages (German, Spanish, French, Italian).
  • Familiarity with CRM systems and sales pipeline management.

How the hiring process works

1. Send us your CV + a few sentences about why distributor partnerships in medtech excite you.
2. Short online call (approx. 30 minutes).
3. Simple case study: How would you approach evaluating and onboarding a new distributor in Germany?
4. Final in-person meeting with the team in Prague.