This is a new pivotal role within Edwards Germany's commercial structure, working across all Business Units. The focus of this role will be to drive the strategic account management (SAM) program in Germany, ensuring alignment with locally defined country xBU SHD objectives and focusing on achieving sustainable growth within the most strategic hospital accounts. Owns the account strategy, orchestrates cross-functional resources, provides strong oversight of all elements of engagement with the goal of improving end-to-end customer experience across all touchpoints.
How you will make an impact
Support the country’s LT in the development and execution of multi-year strategic account plans tailored to customer needs; co-creating solutions and value propositions that elevate customer relationships.
Working with the country’s LT to identify key partnership opportunities. Establish and own the consolidated action plan for the country’s strategic accounts.
Engage and coordinate with cross-functional teams (Marketing, Medical Affairs, Customer Service, Bids & Tenders, Finance, HR, Legal, etc.) demonstrating a mature understanding of their potential role in contributing to the customer experience and where needed takes the lead in enrolling these functions in deploying tailored customer-centric solutions.
Build deep and trustful relationships with key decision-makers and influencers (clinical, economic, administrative) by demonstrating consistency and accountability.
Achieve or exceed targets (e.g. sales, profitability, and growth) within assigned strategic accounts by coordinating activities and content across BUs and internal functions in order to effectively execute strategic account action plans.
Monitor industry trends, competitive activities, emerging opportunities and/or risks.
Stay current with innovations in cardiovascular care and medical technology.
Integrate country business performance and market insights (competitors, reimbursement, clinical trends) to inform country portfolio and commercial strategies.
Ensure compliance in customer engagement, coordinates tendering processes, discount frameworks, and protects profitability while maintaining strong customer relationships. Has the ability to scope and deploy commercially relevant contracting models that enable win-win value exchange (e.g. outcome-based agreements).
Manage logistical coordination for Edwards LT customer visits, including preparation of agenda and tracking actions/outcomes.
What you will need
Bachelor’s degree in business, life sciences, marketing, or related field; MBA or relevant master’s preferred.
Typically 7+ years of proven sales, key account management and/or marketing experience, with 3–5 years+ in medical device or healthcare sector.
Track record of growing complex strategic accounts by co-creating solutions and value propositions and exceeding sales and margin targets.
Strong understanding of clinical workflows, healthcare economics, and value-based selling in medical devices.
What else we look for
Strong listening, communication and presentation skills, able to clearly articulate/demonstrate value and respond to objections and adapt to diverse audiences
Strong sense of accountability and resilience
Able to adapt in a fast-paced environment
High level of professionalism and action/detail-orientation
Good understanding of the country’s healthcare market, competitive dynamics and funding environment.
Expert knowledge of cardiovascular implantable Medtech products, including strengths and limitations.
Advanced relationship-building and stakeholder management skills; ability to influence senior (non-)clinical and administrative leaders.
Advanced negotiation and contract management capabilities (tenders, framework agreements, long-term contracts).
Strategic and analytical thinker; comfortable using data and KPIs to drive decisions.
Strong interpersonal skills that use tact, diplomacy, and creativity to drive influence during customer interactions
Strong ability to understand customer needs, deliver customer-centric solutions, and enhance satisfaction through proactive engagement
Skilled with dashboards, pipeline reports, and business/account forecasts.
Proficient in monitoring industry trends, competitive activities, emerging opportunities and/or risks
Willingness to travel frequently within the country, as well as within the European region.
What is it like to work at Edwards Lifesciences in Germany?
As a global leader in patient-focused medical innovations, we offer rewarding opportunities and exciting challenges in a truly international, dynamic and friendly work environment.
We are committed to fostering a diverse and inclusive work environment where all employees can grow, personally and professionally. To achieve this, we offer on-the-job development, training opportunities and the support and guidance provided by dedicated employee groups (the Edwards Network of Women, Edwards Foundation charity team, sustainability activities, and others).
Edwards Lifesciences in Germany also offers the following benefits:
Competitive Compensation and Benefits package
Pension plan
Risk Insurance
Service Awards
Company car
Homeoffice equipment
Enhanced Leave Benefits
Employee Stock Purchase Programme
Employee Assistance Programme
Comprehensive Wellness program including preventive health checks, healthy lifestyle webinars, educational events, charity activities and much more.
Benefits are regulated by an internal policy which contains the full details regarding the entitlement and conditions for the benefits. Benefits policy and components may vary by location.
What We Do
Edwards Lifesciences (NYSE: EW), is the global leader in patient-focused medical innovations for structural heart disease, as well as critical care and surgical monitoring. We thrive on discovery and expanding the boundaries of medical technology, serving patients in 100+ countries, with the help of our employees in areas including Clinical Affairs, Quality Engineering, Research & Development, Regulatory Affairs, Sales & Marketing, corporate functions and more. Our roots date back to 1958 when Miles Lowell Edwards, a retired engineer with a background in hydraulics and fuel pump operations, set out to build the first artificial heart. Edwards believed the heart could be mechanized and was encouraged by Dr. Albert Starr to focus on developing an artificial heart valve. After just two years, the first Starr-Edwards mitral valve was developed and successfully placed in a patient. This innovation spawned Edwards Laboratories. Miles’ fascination with healing the heart and helping patients with heart disease stemmed from his own experience with rheumatic fever as a teenager and continues to fuel our patient-first culture today. Today, we are as passionate about providing innovative solutions for people fighting cardiovascular disease as we have ever been. It's our Credo. It takes integrity, collaboration, innovation, and focus. We are leaders in the design and manufacture of tissue replacement heart valves and repair products as well as advanced hemodynamic monitoring. We partner with physicians to innovate products designed to help patients live longer, healthier, and more productive lives. Our work is both rewarding and a privilege. The importance of what we do defines our approach. We work together to create an environment where ideas can flourish and we provide our people with the resources, expertise and support to bring those ideas to life. For our legal terms and trademarks, please visit: https://www.edwards.com/legal/legal-terms
