How to Successfully Hire in MedTech for the First Time in a New Country:
A Market Access Story from Romania
When a global manufacturer of medical imaging devices decided to build a direct presence in Romania, they turned to us for guidance.
The company had previously relied on two self-employed local promoters to manage distributor relationships and support market access.
However, after several years of marginal results and little strategic development, it became clear that a more committed approach was needed.
The client wanted a closer link to the Romanian market, direct access to key clinical stakeholders, and better distributor engagement. That meant making their first direct MedTech hire in Romania.
The client, however, had no previous experience hiring for MedTech jobs in the Romanian recruitment market. They didn’t know what to expect in terms of candidate profiles, salary benchmarks, or even whether the talent they were looking for existed locally.
Our first conversations were therefore quite strategic in nature: we mapped out their goals, discussed local market dynamics, and co-developed a plan for identifying and attracting the right person.
Understanding the Market
One of the key steps in this process was market exploration. I conducted several conversations with people in my Romanian network – both in medical device sales and in radiology. This helped us create a realistic picture of salary levels and talent availability. I shared this insight with the client, allowing us to refine the profile we were aiming for: a radiologist with commercial exposure, ideally someone with a strong KOL network and deep knowledge of the healthcare system. Experience in distributor management would be a bonus, but not essential.
The Search and the Challenges
Over the course of the search, I approached around 80 prospects who matched or came close to the desired profile. From these, I introduced six candidates to the client. One was a more senior profile who expressed interest in potentially setting up a larger Romanian operation – an idea we explored together, but which ultimately fell outside the client’s current scope and budget.
Five of the six candidates progressed to interviews. Three were invited to final stages, and one accepted an offer. The process took approximately six months – a longer-than-usual timeline, but not without good reason. The client was rightly cautious. This was their first direct hire in a market where they had previously encountered difficulties. They wanted to get it right, which meant thorough compliance processes, multiple interview stages, and time taken to evaluate every step carefully. It wasn’t just about hiring a candidate; it was about laying the foundation for a stronger future presence in Romania.
A Personal Perspective
As a Romanian speaker and someone with deep cultural ties to the country, I was able to guide the client through the nuances of the market. From salary expectations to candidate motivations and local hiring standards, I helped translate both language and context. In this case, local insight made a measurable difference.
The result? A new team member who brings clinical expertise, industry insight, and a personal network that will help the client grow their footprint in Romania. And for us, another successful story of international market entry done right.
If your business is considering expanding into a new country or region, let’s talk. Every market is different – but with the right preparation, insight, and approach, the results can be transformative.
You can call us at 01423 813 450 or email us at [email protected]
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About the Author
ROBERT KRECH
Specialist Recruitment Consultant
Fluent in English, German, Romanian, and French, I bring over 15 years of international sales and customer support experience to my role in executive search. Transitioning into recruitment with Prospect Health allowed me to leverage my multicultural background while successfully supporting clients across EMEA in identifying and engaging top talent…