Strategic Accounts Director

Why [Employer]?

At [Employer] [Employer], our mission is to create innovative [Employer] devices that improve lives. Our goal is to hire and develop people who want to build something special through hard work, team effort, and commitment. Together, we are making a difference in the lives of patients around the world.

SUMMARY OF DUTIES

Strategic Leadership and Market Development

• Develop and execute a multi-year Strategic Account strategy for Germany and Switzerland, aligning market priorities with EMEA Commercial Strategy and delivering sustainable revenue, margin and market share growth.
• Influence Country Leadership, including the Country RVP, Regional Business Managers and EMEA stakeholders, to align commercial priorities and organisational resources around the most strategically important customers, products and opportunities.
• Prioritise strategically important customer segments, including purchasing organisations, private hospital groups, university hospitals, maximum-care providers, hospital networks and other top-tier accounts.
• Monitor healthcare-system evolution, procurement consolidation, reimbursement trends, policy changes, competitor activity and customer restructuring to anticipate risks and inform commercial strategy.
• Translate EMEA strategy into relevant local initiatives for Germany and Switzerland, while contributing market insight and best practice back into the EMEA Strategic Account organisation.
• Contribute to the evolution of the EMEA Strategic Account operating model, supporting future capability, resourcing and market-expansion initiatives.

Customer and Executive Engagement

• Develop, maintain and expand senior executive relationships with strategic customers, including GPO leadership, procurement executives, CPOs, CFOs, hospital management, private healthcare executives and other healthcare-system decision makers.
• Act as [Employer] [Employer] executive representative for strategic customers, leading complex commercial discussions, strategic reviews, negotiations and long-term partnership development.
• Influence customer strategy by aligning [Employer]’s value proposition, portfolio and commercial solutions with customer objectives and wider healthcare-system priorities.
• Position [Employer] as a value-creating partner in areas including supply continuity, portfolio optimisation, process efficiency, cost management, clinical value and sustainable customer outcomes.
• Represent [Employer] at industry events, customer leadership forums, procurement meetings, strategic supplier reviews and relevant stakeholder engagements.
• Lead complex strategic negotiations that consider price, volume, margin, contracts, rebates, administration fees, logistics, reimbursement and long-term customer commitments.

Healthcare Policy

• Maintain a strong understanding of the German and Swiss hospital landscapes, including ownership models, purchasing organisations, hospital networks, relevant procurement structures and care-delivery changes.
• Assess how German hospital reform, service groups, DRG and hybrid-DRG developments, Swiss reimbursement arrangements, TARDOC and outpatient-care trends may affect customer decisions, account strategies and commercial models.
• Identify risks and opportunities created by the movement of appropriate procedures from inpatient to outpatient settings and translate these developments into customer, portfolio, pricing and account strategies.
• Work with relevant Market Access, Finance, Marketing and Commercial Strategy stakeholders to translate reimbursement and policy developments into actionable commercial recommendations.
• Monitor relevant developments from industry associations, including BVMED and Swiss Medtech, in areas such as regulation, reimbursement, procurement, digitalisation, sustainability, supply continuity and healthcare-system transformation.

Team Leadership and Cross-Functional Influence

• Lead, coach and develop the DECH Strategic Account team, including Strategic Account Managers, Coordinators and other assigned resources.
• Set clear priorities, KBOs, performance expectations and individual development plans aligned with business needs and EMEA Strategic Account objectives.
• Build a high-performance culture based on accountability, ownership, collaboration, customer focus and proactive problem-solving.
• Influence senior leaders and cross-functional stakeholders to ensure that strategic customer priorities are reflected in commercial plans and resource decisions.
• Allocate Strategic Account resources according to revenue potential, margin risk, customer importance, product-growth potential, market dynamics and strategic opportunity.

Revenue Management and Commercial Excellence

• Lead Revenue Management initiatives across strategic customers, ensuring effective management of price, volume, margin, contract performance and customer commitment.
• Partner closely with Pricing, Finance, Tenders and Commercial Analytics to improve pricing discipline, contract governance, margin protection and commercial decision-making.
• Lead the strategic management of framework agreements, volume agreements, rebate arrangements, GPO administration fees and long-term customer commitments.
• Monitor contract performance, purchasing behaviour, pricing compliance, portfolio penetration, cross-selling potential and customer delivery against agreed commitments.
• Use customer insights, CRM data, contract-performance metrics and market intelligence to identify commercial risks, unlock opportunities and improve performance.
• Champion the use of CRM, analytics platforms, AI-enabled tools and digital collaboration technologies to improve stakeholder mapping, account visibility, opportunity management and strategic decision-making.

Preferred Skills and Experience

• Bachelor’s degree in Business, Finance, Economics, Healthcare, Life Sciences or a related discipline, or equivalent relevant professional experience.
• Significant experience managing Strategic Accounts, GPOs, National Accounts, Market Access or comparable commercial-strategic responsibilities within the [Employer] Device, Healthcare or Life Sciences industry.
• Demonstrated ability to influence senior internal stakeholders, including Country Leadership, Sales Leadership and EMEA commercial functions.
• Strong experience developing and managing executive and C-suite customer relationships.
• Proven people-leadership experience, including setting objectives, coaching team members and supporting professional development.
• Proven ability to lead multifunctional teams and influence effectively without direct authority.
• Strong commercial, financial and analytical acumen.
• Experience in pricing strategy, complex contract negotiations, GPO agreements and Revenue Management principles.
• Experience developing business cases and evaluating commercial opportunities, resource needs and investment decisions.
• Strong understanding of healthcare systems, procurement models, hospital structures and market dynamics within Germany and Switzerland.
• Strong digital mindset with experience using CRM, analytics platforms, dashboards and commercial decision-support tools.
• Excellent written and verbal communication, presentation, facilitation and stakeholder-management skills.
• Professional presence, sound judgement, integrity, resilience and a strong focus on sustainable customer and commercial outcomes.
• Fluent German and English required. French-language capability is advantageous for the Swiss market.

Team & Culture

You will join a high-performing EMEA Strategic Account organisation focused on driving sustainable growth through healthcare system leadership, customer excellence, commercial discipline and revenue management.

This role offers a unique opportunity to influence market strategy, shape customer partnerships, develop strategic talent and contribute to the future evolution of the EMEA Strategic Account function.

We are Global

Founded in 1987, [Employer] [Employer] Systems, Inc. is a leading manufacturer and marketer of proprietary disposable [Employer] devices used in interventional, diagnostic and therapeutic procedures, particularly in cardiology, radiology, oncology, critical care and endoscopy. [Employer] serves client hospitals worldwide with an international sales force and clinical support team totalling in excess of 500 individuals. [Employer] employs approximately 6,300 people worldwide.

[Employer] [Employer] EMEA currently has over 300 employees, spread over more than 20 countries in the EMEA region.

[Employer] Maastricht (The Netherlands) is the European Headquarters and Distribution Center of Excellence. Much of [Employer] [Employer]’s world-class customer service happens here along with our excellent physician training courses. More than 100 employees work at this growing [Employer] campus and enjoy many benefits, such as flexible working hours and competitive salaries as well as learning opportunities and internships.

Culture

A supportive and collaborative environment make [Employer] [Employer] a friendly, enjoyable place to work. We are proud of our energetic and dynamic culture. Diversity & Inclusion is evident here with a 50/50 ratio of male and female employees and more than 30 nationalities. We value every employee as an individual.

To see more on our culture, go to .

Originally posted on [Employer]