Strategic Account Manager

Location : Amersfoort (NL)

Executive summary of the role
The Strategic Account Manager (SAM)is responsible forshaping and executing long-term enterprise-level strategies for a portfolio of top-tier strategic accounts. The role also oversees relationship management with national and regional health systems governmental organizations and key institutional stakeholders.

The SAM acts as the senior commercial and strategic interface between the organization and external decision-makers shaping sustainable partnerships beyond traditional sales. The role integrates commercial strategy Governmental Affairs policy influence and industry collaboration and serves as the primary point of contact for trade associations and industry organizations. The SAMrepresentsthe full portfolio and value proposition including solutions services health economics and innovation partnerships.

Main areasof responsibility / expected results/objectives of the role

• Owns and drives long-term strategic account plans (35 years) for alimitednumber of high-impact/top-tiercomplex accounts.

• ConstructsdealP&L andtranslatesthis tofinancial impact.

• Shapes and executes enterprise partnerships that go beyond product sales including value-based agreements public-private collaborations and system-wide transformation initiatives.

• Acts asprimaryinterface with governmental bodies and relevant health authorities in close alignment with internal Governmental Affairs and market access teams.

• Leads and coordinates engagement with trade associations and industry organizationsrepresentingthe companys interests and positioning in the broader healthcare landscape.

• Identifiesand influences policy funding and regulatory developments thatimpactstrategic accounts and translates these insights into actionable strategies.

• Coordinates and leads cross-functional account teams (sales marketing health economics pricing tender excellence and leadership) without formal authority.

• Drives opportunity identification qualification and prioritization across accounts; ensures robust pipeline development and long-range forecasting.

• Overseescomplex contracting pricing and tendering strategies in collaboration with bids & tender excellence and pricing teams.

• Serves as executive-level relationship owner for non-clinical senior stakeholders (C-level policymakers procurement leadership).

• Ensures achievement of strategic commercial and partnershipobjectives balancing growth profitability and long-term sustainability.

Main leadership commitments involved in the role

Connect

• Builds trusted long-term relationships withsenior executives policymakers and institutional leaders.

• Actively engages withtrade associations and industry platformsto gather insights shape narratives and create strategic positioning opportunities.

• Monitors external developments (healthcare policy funding programs market reforms industry trends) and connects insights to account strategy.

• Gathers and synthesizes feedback from external stakeholders and internal teams toidentifysystem-level opportunities and risks.

Shape

• Translates complex external insights intoclear strategic choices andcorporate-level actions.

• Challenges existing business models and proposes alternative partnership and go-to-market approaches.

• Influences internal senior stakeholders to align around long-term strategic priorities.

• Takes calculated risks aligned with company strategy and evolving healthcare systems.

Growth

• Acts as athought leader and mentorwithin the commercial and strategic account community.

• Develops advanced skills in strategic influence negotiation and executive communication.

• Promotes a culture of accountability collaboration and continuous improvement.

• Leads post-initativereviews and lessons learned to strengthen future strategic engagements.

• Fosters an environment that supportsdiverse perspectives innovation and systemic thinking.

• Increasing complexity of healthcare decision-making with strong impact ofpolicy regulation and public funding.

• Shift from transactional selling towardvalue-driven outcome-focused partnerships.

• Growing importance ofgovernmental influence industry alignment and public-private collaboration.

• Multiple senior-level decision-makers and influencers across institutional and governmental layers.

• High visibility and reputational impact of strategic account decisions.

Qualifications

Required:

• Affinity and passion for the Orthopaedic portfolio

• Proven experience in strategic account management enterprise sales or complex stakeholder management.

• Strong understanding of healthcare systems policy dynamics and institutional decision-making.

• Experience working with or influencing governmental bodies regulators or public institutions.

• Demonstrated success in leading complex cross-functional initiatives without formal authority.

• Strong strategic thinking combined with executional discipline.

• Advanced negotiation influencing and stakeholder management skills.

• Strong analytical capability; able to translate data and insights into strategy.

• Fluent in Dutch and English (written and spoken).

• High integrity enterprise mindset and adaptability in ambiguous environments.

Preferred:

• Masters degree or equivalent experience in business economics public policy or life sciences.

• Experience in MedTech healthcare or regulated industries.

• Exposure to trade associations industry councils or policy platforms.

• Experience working in a large matrixed multinational organization.