Senior Key Account Manager / Account Executive Mako reports to the Mako Senior Director and leads high-value capital sales efforts within the MedTech sector, targeting C-suite executives in healthcare. This strategic role enables you to propose financial solutions, develop business cases, and manage complex negotiations to drive adoption of premium technologies. The Account Manager engages key stakeholders to secure successful outcomes and fosters long-term partnerships with high-impact customers.
What's in it for YouStep into a pivotal role at the forefront of surgical innovation. As a Senior Key Account Manager, you'll have the opportunity to make a real impact—both in the lives of patients and in shaping the future of healthcare technology. Here's what you can expect:
Innovative Technology Leadership: Represent Mako, a groundbreaking robotic-assisted surgery system that transforms joint replacement procedures. You'll lead with a differentiated, high-impact solution that improves patient outcomes and offers hospitals a competitive edge.
High-Performing Team Environment: Work alongside some of the most driven and successful professionals in the industry. The team provides accelerated learning, strong peer support, and an energizing culture where your contributions are recognized and celebrated.
Global Visibility & Strategic Influence: Operate in a high-profile role that directly contributes to Stryker's strategic growth in Iberia and globally. Success in this role can open doors to future leadership opportunities across the organization.
Career Acceleration: Enjoy a defined development path, access to world-class training, and opportunities to move vertically or laterally within one of the most respected MedTech companies.
Your Key Responsibilities
Manage the sales cycle by guiding cross-functional teams and overseeing post-sale installation and training activities at customer sites in Iberica.
Collaborate with local implant teams, orthopedic surgeons, and hospital administration to move accounts through the sales process of differential technology over €1,000,000.
Navigate budgeted and off-budget processes and manage stakeholders throughout the process.
Develop and maintain outstanding relationships with prospective and installed-base customers, leveraging relationships to drive recurrent sales cycles.
Cultivate new sales opportunities with the Mako Sales Director and manage leads generated by the company.
Create, monitor, and revise lead-generation plans to ensure a substantive sales opportunity pipeline.
Inform customers of new product/service introductions and pricing, and provide input to new product commercial planning.
Provide consistent and timely reporting of key account activities, forecasts, and other reports as required.
Attend sales training meetings, trade shows, and other events that promote and give visibility to the company's products.
Demonstrate ability to translate financial opportunity and market data to customers.
Promote surgeon validation labs and roadshows with the Mako clinical support team to move surgeons to the next step of clinical validation.
Partner effectively with internal Marketing teams on a common goal of building a robotics program pre- and post-install.
What We're Looking ForRequired
Bachelor's degree in biomedical engineering, health sciences, business administration, or a related field.
8+ years of sales experience.
5+ years of high-value capital sales experience in healthcare & med-tech.
Experience in negotiation at the decision-making level.
Excellent presentation and communication skills, written and verbal in Italian and English (minimum C1 level).
Required experience with medical devices or diagnostics.
Executive C-Suite selling background (CEO/CFO/COO of hospitals) with deep understanding of hospital financial operations.
Strong ability to communicate in a structured, clear, and persuasive way, both in writing and in person.
High capability to connect with internal cross-function teams and influence without direct authority.
Demonstrated ability to translate clinical benefits of products into economic value for healthcare providers.
Comfortable using financial-based selling tools and building business cases for high-investment technologies.
Preferred
Proven experience navigating complex matrix organizations.
Track record of partnering effectively with marketing and sales management to develop go-to-market strategies and selling tools.
Role Details
Territory: Italy
Based Location: Any well-connected city in Italy
Type: Field
Travel percentage: up to 70%
What We Offer
Company car, fuel card, and all services for a field-based role with regular on-site meetings.
Flat hierarchies and responsibility, strengthening initiative and willingness to take on tasks.
Opportunities for personal and internal career development with both vertical and lateral movement.
Team spirit and engagement that encourages diverse perspectives and opinions.
Competitive salary commensurate with the role.
Recognition of outstanding performance; awards at local and global levels.
Stryker is a global leader in medical technologies and, together with its customers, is driven to make healthcare better. The company offers innovative products and services in MedSurg, Neurotechnology, Orthopaedics, and Spine that help improve patient and healthcare outcomes. Alongside its customers around the world, Stryker impacts more than 150 million patients annually.
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