Account Manager - Medical Devices

Competitive     Hamburg, Frankfurt and Stuttgart (Field Based)

Our client, an expanding international specialist healthcare company, require Account Manager's (x3) Germany  to cover the Hamburg, Stuttgart and Frankfurt  regions

Broad Function

Responsible for promoting assigned Endovascular Medical Device products and for increasing the use of products for indications consistent with labelling within assigned territory.  Must sell and differentiate the value of products to customer groups and individual decision makers.


Principal Responsibilities

Account Management

  • Ensure effective execution of company strategies and tactics within assigned geographic area
  • Develop effective business plans to execute selling strategies that are consistent with corporate brand and marketing plans and are tailored to customer, account and geographic context
  • Sell products to, and maintain relationships with, regional assigned accounts that are of significant importance to the business unit
  • Represent the organization to the customer and the customer to the organization
  • Acquire, expand and retain named accounts and ensure a high level of ongoing customer service
  • Review and analyse market/customer data to support and execute strategic planning
  • Identify key decision makers and buying influences for the use of our products and conduct customer meetings within assigned territory
  • Develop relationships with key users and KOLs to support the promotion and expansion of use of the products in the disease areas in which they are approved
  • Understanding process of delivering results in a multi stakeholder model to effect changes in policy and practice
  • Identifying, understanding and possibly changing protocols and patient pathways
  • Assist Interventional radiologist and cardiologists, vascular surgeons and other key medical personnel by being present and advising during procedures
  • Maintain current CRM records
  • Achieve sales goals for all promoted products
  • Foster commitment to company and our products
  • Educate HCPs on the correct use of our products in the disease in which they are approved. Use clinical data and materials to educate HCP on  indications
  • Optimize time and efficiency within a large geographic area in order to maximize impact and results.  Utilize resources for greatest sales impact
  • Review and analyse data/systems/processes to identify and create business opportunities and to improve tactical implementation of strategic goals
  • Comply with company’s code of conduct and policy guidelines
  • Provide sales training to other  Territory Managers as requested by management
  • Interface with customers for complaint resolution if required
  • Interact with curreent distributors reps

Internal Interactions

  • Provide key market insights and field feedback to home office
  • Collaborate and share with sales and marketing organization ideas to overcome challenges and maximize opportunities. 


  • Develop deep understanding of the market and customers within assigned area
  • A good understanding of the internal and external influences that drive product endorsement in the hospital setting including Procurement and pruchasing department
  • Develop a broad understanding of the overall marketplace for our products and our competitive space
  • Acquire and build upon outstanding disease/product knowledge and consultative selling skills
  • Complete all training requirements
  • Ensure that all interactions and engagements are carried out with the highest ethical and professional standards and that all work is accomplished with quality and in accordance with company values
  • Adhere to company policies on environmental, health, safety and workplace policies
  • Ensure compliance with all local laws regulating commercial activities and that all interactions and engagements are carried out with the highest ethical and professional standards and that all work is accomplished with quality and in accordance with  values
  • Carry out other reasonable tasks as required by the Line Manager 

Principal Relationships

  • Accountable to – Country Manager Germany
  • Interaction with Commercial Director EMEA
  • Responsible for - sales results and customer relationships within assigned geographic area; no direct reports
  • Internal – Field representatives, Marketing, HR, Training, Sales Operations
  • External – HCPs Customers, Purchasing Department, Other key influencers in the hospitals


Education and Experience

  • Substantial Pharmaceutical/Medical Device industry experience required with evidence of demonstrated success in a hospital/institutional Pharmaceutical/Medical Device sales position
  • Evidence of delivering results in a multi stakeholder model to effect changes in policy and practice
  • Proven successful sales track record in Cardiovascular specialties
  • Proven successful sales track record in introducing new medical devices to hospitals as well as setting up new hospitals  
  • Corporate experience in marketing, sales ops, training or other commercial functions would be an advantage
  • Experience working in a cath/vascular lab or operating room environment is required, experience in Interventional Cardiology is a plus
  • Bachelor’s degree preferred. MBA desirable
  • Such experience that demonstrates the ability to accomplish the principal responsibilities outlined

Skills and Attributes

  • Outstanding interpersonal consultative skills
  • Excellent written and presentation/platform skills
  • Ability to identify decision makers and influence decisions
  • Ability to successfully coordinate a complex selling process across several departments within the target customer facility
  • Strong business & financial acumen and analytical capabilities
  • Self-starter with strong time management and planning skills.  Ability to manage and prioritize work load, multi-task and manage a diverse mix of issues, responsibilities and challenges
  • Evidence of being a team player, high communication and collaboration
  • A strong technical understanding and commercial 'outcome driven' mind-set
  • A strong sense of urgency which is commercially customer focused and patient outcome dedicated
  • The ability to assimilate and impart scientific information in a clear and concise manner
  • Ability to creatively address problems in an organized systematic way
  • Ability to travel extensively and willingness and ability to work within and outside of traditional business hours
  • Collaborative style, responsive, considerate, flexible, assertive and personable.
  • Strong knowledge of Microsoft Office Products and web based customer support tools
  • Valid driver’s licence

Recent Assignments

Market Access Analyst

Competitive // London

Market Access Analyst Our client a leading international biopharma consulting group...

Interested to find out More?

Contact us on 0333 0110 573 or