Strategic Key Account Manager

  • Permanent
  • Medical devices

For a major player in medical devices with a large portfolio we are urgently looking for a Strategic Key Account Manager for Flanders

Vacancy information

This position is directly reporting to the Commercial Director and on the hierarchic level of the Sales Managers. 

In this role you need to work on a higher level than the users of the products. You must be able to discuss at C-level in the hospitals. Experience of “concept” selling instead of “product” selling is required. Of course, your strategic skills are at high level! 

Expansion of the strategic customer / supplier relationship. To target and harmonize Key accounts, maximizing profitable growth and market opportunities. Expanding and strengthening long-term sales and customer relationships as a System Partner.

Principal Responsibilities

Commercial Strategy/Sales Analysis:

  • To create and implement business plans and key customer satisfaction goals for the assigned accounts in order to achieve the financial targets
  • To develop strategic customer alliances with top management of A—segment hospitals (C-level)
  • To initiate and manage new services with key customers
  • To maintain, develop and consolidate long—term relationships with all relevant functions, with key administrative and key decisional stakeholders
  • To define budgets and forecasts in cooperation with Sales Managers and Commercial Director
  • To share responsibility in approval with Commercial Director for contract and price strategy/management with Sales and Marketing Management
  • To prepare, negotiate and coordinate framework contracts, bids and tenders in close cooperation with responsible Sales Managers and Tender Team

System Partnership

  • To conduct business reviews with each assigned buying organization
  • To proactively provide the management, sales teams and internal stakeholders (marketing, business support, finance) with in—depth qualitative analysis and reports, monitoring competitors and market changes
  • To continuously challenge the internal business strategy in order to keep up to speed with the market evolution and secure sustainable and profitable growth
  • To excel as a project manager: acknowledging business opportunities, developing and coordinating project scopes and system Partnership objectives, including the determination of resource requirements. Participate in these projects with Marketing, Operational Excellence, Program Manager, Management,...

Requirements information

  • Academic Bachelor/Master degree in economics, medical sciences, pharma or similar through relevant experience
  • Sales Manager experience within the commercial and medical sector.

Necessary skills/Attitude:

  • Analytical and target mindset
  • Key to have a strongly developed helicopter view and conceptual thinking
  • Strong influencing and negotiation skills — commercial and financial acumen
  • Excellent customer relationship skills
  • Compliant while demonstrating creativity and a structured approach
  • Presentation and persuasive communication skills
  • Develops and nurtures relevant relationships with Key Stakeholders as Key Customers and Key Opinion Leaders and relevant budget holders
  • Ensures that all Key Customers are well covered at all time
  • Demonstrates ability to interact and cooperate with key supporting departments and cross-functional team members
  • Develops excellent collaborations skills, sharing information and exploiting opportunities, also on international level where relevant


  • Professional IT literacy (MS Office)
  • Excellent written and spoken Dutch and English skills. German is an asset
  • In-depth insight of hospital environment and customer processes
  • In-depth understanding of competences/services of the company local and international
  • Strong understanding of customer- and market dynamics and requirements

Working environment:

  • Experience with complexity
  • Experience in working in a matrix organization (cross-border with company HQ)

Luc Decat

Vacancy ID: 204

Managing Partner

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