Ralf-Kurt Koberschinski
Interim Manager since 2017 - Turnaround Sales Leadership and Business Development with passion in MedTech
Experience
Sep 2018 - Feb 2022
3 years 6 monthsExecutive Director Sales and Country Manager Germany
KARL STORZ SE & Co. KG
Overall responsibility and management (field sales, office sales and marketing)
• Focus
- Turnaround management and continuous organizational development
- Effective work on tactical and strategic level
- Growth in market shares of each specialist area and their sustainable profitability
- Monitoring of key indicators: revenues, expenses, P&L responsibility
- Efficient management of the company's assets / resources and their adaptation to changing requirements
- Gaining trust with all stakeholders in the area of responsibility, as well as with the most important opinion leaders in the markets
- Reporting to the Global Vice President Sales & Marketing
May 2017 - Present
8 yearsInterim Manager - Turnaround Sales Leadership and Leading Change
MedTech Industry
To conquer people and markets I use the following strengths
- In a new role I am able to achieve an excellent level quickly
- Fast establish strong relationships with with all project stakeholders
- Decisions are made promptly and changes are implemented consistently
- Strong team player with a very positive attitude
- I practice what I preach
Historical mandate also in the tool industry
- Evaluation of current challenges with all stakeholders
- Management and advisory board consulting on required changes
- Start implementation of a new sales structure (office and field sales worldwide)
May 2015 - Apr 2017
2 yearsDirector of Sales and Country Manager Germany / Business Manager DACH
Novocure GmbH
• Focus
- start-up / scale-up business / beginning from scratch
- Responsible for developing, implementing and executing business strategies to achieve sales targets of outpatient TTFields therapy (Optune) and expand customer base
- Hiring, leading and support sales reps and device support specialists
- Office opening and office management
- Ensure that patients get access to glioblastoma multiforme (GBM) treatment / reimbursement
- Ensuring that all activities comply with the applicable Novocure quality system requirements and compliance regulations
- Establish and build relations with KOL´s and being the face of Novocure
- Participation in national and international conferences and meetings
- Reporting to the General Manager Europe
Mar 2013 - Apr 2015
2 years 2 monthsBusiness Manager Neurostimulation - Germany
Otto Bock HealthCare Deutschland GmbH
• Focus
- Implantable nervus peroneus stimulation system (ActiGait)
- Team motivation and lateral leadership
- Develop, implement and execute local market business strategies
- Responsibility to coordinate internal resources and use them effectively
- Establish and promote cross-divisional networks and KOL relations
- Analysis and monitoring of market developments
- Design and manage local marketing and PR activities
- Evaluation and management of reimbursement
- Dealer support incl. negotiation and tracking of target agreements
Oct 2012 - Feb 2013
5 monthsBusiness Development Manager & Regional Manager - eastern part of Germany
HSC Medical GmbH (Exklusivvertrieb für Estech)
• Focus
- Business development for the minimally invasive standalone and concomitant atrial fibrillation (AF) ablation system (COBRA Fusion)
- Establish and promote relations with KOL´s and cross-divisional networks
- Sales increase for off-pump cardiac surgery products
- Customer consultation regarding indication extension and reimbursement
May 2007 - Jul 2011
4 years 3 monthsBusiness Development Manager - eastern part of Germany
Medtronic GmbH
• Focus
- Lateral leadership and team motivation
- Sales increase of implantable diagnostic (Reveal)
- Establish and promote internal and external cross business
- Customer consulting for indication extension and reimbursement incl. NUB
- Establish and build relations with KOL´s
Oct 1998 - Apr 2007
8 years 7 monthsRegional Manager - north eastern part of Germany
Vitatron GmbH / Medtronic GmbH
• Focus
- Sales and product support for implantable pacemakers
- Organization and manage customer trainings
Summary
With over 25 years of leadership and sales experience in the MedTech industry I specialize in driving turnaround success, scaling businesses and leading change.
My approach combines rapid decision-making, hands-on leadership and a passion for motivating teams to achieve significant growth, even in challenging markets.
Key strengths include:
- Turnaround Sales Leadership: Delivered consecutive double-digit revenue growth after years of stagnation through team alignment, restructuring and resource optimization.
- Market Expansion: Extensive experience in 30+ medical specialties, working with C-level executives, procurement, reimbursement teams and distributors.
- Change Management: Proven ability to implement strategic transformations and build high-performing teams in startup, scale-up and established environments.
- Relationship Building: Quickly establish trust with stakeholders, leveraging emotional intelligence and a collaborative mindset.
I deliver results by combining strategic vision with operational excellence, ensuring sustainable growth and market leadership.
Languages
German
Native
English
Advanced
Education
Oct 1991 - Sep 1996
Berlin Technical University of Applied Sciences (TFH Berlin)
Dipl.-Ing. (FH) · Degree in Medical Engineering · Berlin, Germany · gut
Aug 1990 - Jun 1991
Technical college (Fachoberschule)
Fachhochschulreife · Rinteln, Germany
Aug 1983 - Jun 1985
School-leaving certificate from vocational school (Berufsfachschule)
Mittlere Reife · electrical engineering · Weilburg, Germany
Certifications & licenses
TOP 100 INTERIM 2025
Bundesvereinigung Mittelstand in Deutschland
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