Job Function
MedTech Sales
Job Sub Function
Key Account Management – MedTech (No Commission)
Job Category
Professional
Position Summary
The International Account Director is responsible for the development, ownership, and execution of international account strategies for selected large, multicountry hospital groups and healthcare systems. The role carries full international accountability for approximately EUR 100 Mio in strategic customer business, with clear ownership for growth, retention, and long‑term value creation across geographies. Acting as the single international point of accountability, the role ensures a coherent partnership strategy, governance model, and commercial approach across countries, while orchestrating execution through country organizations and cross‑functional teams. A central focus is to build long‑term, value‑based partnerships, lead complex, multiyear international negotiations, and position the company as a strategic partner aligned with customers’ long‑term objectives rather than a transactional supplier.
In addition, the role is instrumental in building and nurturing a community of Key Account Managers across the region, connecting peers, sharing best practices, and creating consistent ways of working. As a role model and capability lead for Key Account Management, the International Account Director helps develop KAM ‘muscles’ in countries through coaching, guidance, and tool/standard adoption, strengthening local execution while elevating strategic account excellence across EMEA.
Key Responsibilities
International Account Strategy & Ownership
* Own and execute international account strategies aligned with regional and franchise priorities
* Full responsibility for ~EUR 100 Mio 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
* Is recognized by customers as a trusted strategic partner
* Demonstrates clear ownership of large‑scale international business (~EUR 300 Mio)
* 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 Influence, Medical Technology, Personalized Services, Revenue Management, Sales Prospecting, Solutions Selling, Stakeholder Engagement, Sustainable Procurement, Tactical Planning, Technical Credibility, Vendor Selection
Preferred Skills
Advanced negotiation, multiyear contract experience, global market strategy, cross‑functional team leadership, change management, data‑driven decision making, advanced Excel, PowerPoint, CRM proficiency, industry insights, global supply chain knowledge.
Anticipated Base Pay Range For This Position Is
€95,900.00 - €165,370.00
Benefits
In addition to base pay, we offer an annual bonus with a set target (% of pay) depending on pay grade/location. Additional benefits include vacation days, parental leave (minimum 12 weeks), bereavement leave, caregiver leave, volunteer leave, well‑being reimbursement, programs for financial, physical and mental health, service‑anniversary awards, and eligible dependents’ participation in several insurance plans. Benefits may vary by location and are subject to change.
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