Position Summary
As the International Account Director, you will drive the development, ownership, and execution of international account strategies for selected large, multi‑country hospital groups and healthcare systems across EMEA, leading growth, retention and long‑term value creation while serving as the sole international point of accountability.
Key Responsibilities
- International Account Strategy & Ownership
- Own and execute international account strategies aligned with regional and franchise priorities.
- Full responsibility for ~EUR100Mio in international strategic accounts, ensuring sustainable growth and customer retention.
- Translate customer system strategies into clear, actionable international account plans.
- Strategic Customer & Relationship Management
- Act as the primary international interface for assigned strategic customers.
- Build and maintain trusted C‑suite and senior executive relationships at international and regional level.
- Develop deep understanding of customer priorities, procurement dynamics, and system‑level challenges.
- International Negotiations & Agreements
- Lead complex international negotiations, including multiyear framework, category, or whole‑business agreements.
- Ensure alignment between international agreements and local market implementation.
- Cross‑Functional & Cross‑Country Leadership
- Lead virtual, cross‑country account teams without formal authority.
- Align country leadership and functions around shared priorities, milestones, and execution.
- Build and lead an EMEA Key Account Manager community to accelerate best‑practice sharing, peer learning, and consistent strategic account ways of working.
- Act as a role model and capability builder for Key Account Management in countries—coaching teams, supporting talent development, and driving adoption of tools, governance, and international account planning standards.
Success Profile
- Recognized by customers as a trusted strategic partner.
- Demonstrates clear ownership of large‑scale international business (~EUR300Mio).
- Delivers international agreements that are adopted locally.
- Mobilizes diverse stakeholders to execute consistently across countries.
- Builds and sustains an active commercial/sales leadership community (sharing best practices, peer learning, common standards).
- Acts as a role model and capability builder for strategic selling and account leadership—coaching teams in countries (e.g., Key Account Managers and/or Sales Managers) and strengthening account planning, governance, and execution discipline.
- Leads through influence and credibility, aligning senior stakeholders and country leadership without formal authority.
- Creates scalable ways of working (templates, playbooks, governance, cadence) that improve consistency and speed of execution across markets.
- Negotiates with a value‑based, long‑term mindset, balancing customer outcomes, compliance, and profitable growth for the company.
- Communicates with executive‑level clarity—able to synthesize complexity into crisp narratives, decisions, and actions.
Required Skills
- Account Management
- Alliance Formation
- Business Alignment
- Commercial Awareness
- Customer Centricity
- Customer Experience Management
- Goal‑Oriented
- Interpersonal InfluenceMedical Technology
- Personalized Services
- Revenue Management
- Sales Prospecting
- Solutions Selling
- Stakeholder Engagement
- Sustainable Procurement
- Tactical Planning
- Technical Credibility
- Vendor Selection
Preferred Skills
- Account Management
- Alliance Formation
- Business Alignment
- Commercial Awareness
- Customer Centricity
- Customer Experience Management
- Goal‑Oriented
- Interpersonal Influence
- Medical Technology
- Personalized Services
- Revenue Management
- Sales Prospecting
- Solutions Selling
- Stakeholder Engagement
- Sustainable Procurement
- Tactical Planning
- Technical Credibility
- Vendor Selection
Location & Travel
Hybrid role available in Switzerland, Italy or the United Kingdom, with up to 50% international travel. The role is community‑based in EMEA with a home office‑location.
Compensation
Base pay range: €95,900.00 – €165,370.00. Annual premio target based on company performance and may include sales commissions.
Benefits
- Annual bonus with set target (% of pay) based on performance.
- Vacation days and flexible leave (parental, bereavement, caregiver, volunteer).
- Well‑being reimbursement and programs for financial, physical and mental health.
- Service anniversary and recognition awards.
- Various insurance plans and dependent coverage where eligible.
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