Key Account Manager – GPO and Clinics – 6716 URA
Our client is a MedTech company headquartered in Germany is a full subsidiary of Advanced MedTech. As a pioneer in the field of urology, our client is one of the most trusted names in the industry. As they continue to expand their urology portfolio with a range of consumables for kidney stone and prostate management, they are seeking a highly motivated and experienced Clinical Key Account Manager (m/f/d) for Group Purchasing Organizations (GPOs) and Hospital Chains to lead their efforts to gain access to key purchasing organizations in Germany.
This individual will be responsible for identifying, contacting, and negotiating with Group Purchasing Organizations (GPOs), hospital alliances, regional procurement groups, and other relevant purchasing stakeholders to ensure products are listed, contracted, and accessible to hospitals and clinics. There is potential to expand these activities to the DACH region (Germany, Austria, and Switzerland) in the future.
Main Responsibilities
·Collaboration with purchasing organizations:
Identifying and building strategic relationships with key purchasing organizations, including GPOs, hospital networks, procurement cooperatives, and regional health authorities in Germany, and later potentially in the DACH region.
·Contract Design and Tender Management:
Lead the process for securing contracts for our portfolio of consumable products. Manage tenders, framework agreements, and long-term pricing negotiations in line with corporate objectives.
·Access Strategy Development:
Develop and implement a comprehensive access strategy for the purchasing organization to support our commercial objectives, aligned with the broader retail and marketing strategy.
·Cross-functional collaboration: Work closely with sales, marketing, regulatory, finance, and legal teams to develop value propositions, pricing models, and documentation required for contracting and tender submissions.
·Market monitoring:
Monitoring procurement trends, competitive pricing, policy changes, and reimbursement dynamics that influence hospital purchasing behavior.
·Relationship management:
Building long-term partnerships with prospective buyers while promoting the clinical and economic value of our stone and prostate treatment consumables.
1. Performance monitoring:
2. Tracking and reporting progress in access to the purchasing organization, contracting, and revenue impact
Qualifications:
·Bachelors or Masters in healthcare or business administration.
·At least 10 years of experience in medical device sales, market access, key account management or cooperation with purchasing organizations in Germany or the broader DACH region
·Proven success in contracting with GPOs, hospital alliances or public procurement agencies
·Experience in value-based selling specifically for GPO environments
·Qualifications that explicitly require experience with value selling and reimbursement negotiations
·Proven structured and strategic sales approach
·Understanding of the German reimbursement system (DRG, EBM, NUB, etc.)
·Ability to communicate securely with C-suite stakeholders
·Development and implementation of a tailor-made access and value strategy
·Using KPIs to track contract wins and revenue impact
·You are characterized by a good understanding of business management and strong analytical skills.
·You have a strong understanding of the hospital procurement process, reimbursement systems and regional healthcare structures.
·Knowledge in the field of urology or stone management products is a great advantage.
·Excellent negotiation, communication and social skills.
·You are familiar with common office software products (Outlook, Teams, Excel, PowerPoint, Word).
·Fluent German and English skills (spoken and written). Fluent French skills are a plus for access to the Swiss market.
·A class B driving license is required.