Strategic Account Manager

Executive summary of the role

The Strategic Account Manager (SAM) is responsible for shaping 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 SAM represents the full portfolio and value proposition, including solutions, services, health economics, and innovation partnerships.

Main areas of responsibility / expected results/objectives of the role

• Owns and drives long-term strategic account plans (3–5 years) for a limited number of high-impact/top-tier complex accounts.
• Constructs deal P&L and translates this to financial impact.
• Shapes and executes enterprise partnerships that go beyond product sales, including value-based agreements, public-private collaborations, and system-wide transformation initiatives.
• Acts as primary interface 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 organizations, representing the company’s interests and positioning in the broader healthcare landscape.
• Identifies and influences policy, funding, and regulatory developments that impact strategic 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.
• Oversees complex 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 partnership objectives, balancing growth, profitability, and long-term sustainability.

Main leadership commitments involved in the role

Connect

• Builds trusted, long-term relationships with senior executives, policymakers, and institutional leaders.
• Actively engages with trade associations and industry platforms to 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 to identify system-level opportunities and risks.

Shape

• Translates complex external insights into clear strategic choices and corporate-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 a thought leader and mentor within 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-initative reviews and lessons learned to strengthen future strategic engagements.
• Fosters an environment that supports diverse perspectives, innovation, and systemic thinking.

• Increasing complexity of healthcare decision-making with strong impact of policy, regulation, and public funding.
• Shift from transactional selling toward value-driven, outcome-focused partnerships.
• Growing importance of governmental 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:

• Master’s 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.

Preferred Skills:

Advertising, Coaching, Collaborative Selling, Developing Others, Hospital Operations, Inclusive Leadership, Innovation, Leadership, Market Savvy, Medicines and Device Development and Regulation, Pricing Strategies, Relationship Building, Representing, Sales, Sales Training, Stakeholder Engagement, Sustainable Procurement, Team Management, Vendor Selection

Hybrid Work 

Location: Amersfoort, NL