Head of Strategic Accounts and Revenue Management

Why Merit?

At Merit Medical, our mission is to create innovative medical devices that improve lives. Our goal is to hire and develop people who want to build something special through hard work, team effort, and commitment. Together, we are making a difference in the lives of patients around the world.

SUMMARY OF DUTIES

The Head of Strategic Accounts and Revenue Management will be responsible for delivering price and volume growth through effective contract management throughout our European markets. Leading Regional Strategic Account teams, comprised of Strategic Account Directors & Managers. This position will play a key role in executing Merit’s commercial strategy in key European markets.

Role Overview:
The Head of Strategic Accounts and Revenue Management will be responsible for delivering price and volume growth through effective contract management throughout our European markets. Leading Regional Strategic Account teams, comprised of Strategic Account Directors & Managers. This position will play a key role in executing Merit’s commercial strategy in key European markets.

This position is unique as it requires strong business, commercial & financial acumen, strong interpersonal and leadership skills, as well as a deep understanding of the Medical Device markets throughout Europe.

This leader will need to collaborate closely with regional sales management and support functions, build a deep understanding of the personnel and dynamics of our key markets, innovate through development of regional micro-strategies and deliver improved Revenue Management capabilities in our Tender & GPO customer segments.    

This hybrid working position will be based in EMEA Commercial Operation HQ in Maastricht, NL. However, remote candidates will still be considered based on experience and ability to travel and/or relocate. This role will require a significant amount of travel throughout Europe.

Key Responsibilities

• This role will take leadership of regional strategic account teams, to drive alignment with medium/long term company objectives and deliver sustainable revenue growth in key markets.

• Develop and implement comprehensive plans to meet client objectives, which involves a deep understanding of their business, challenges, and long-term goals

• Segment and target key customers to deliver best in class service for strategically important customers.

• Support, coach and guide regional strategic account teams in effective contract negotiation & compliance.

• Design & Implement Strategies to drive improved revenue management capabilities.

• Work closely with Sales leadership, Pricing and Contracting teams to improve commercial decision making.

• Work with analysts to design tools that deliver data-driven decisions, by management.

• Design & improve processes to reduce administration and increase efficiency. 

• Communicate the impact of strategic decisions with leadership teams.

• Drive price uplift and optimization across key markets.

• Advise on change management in respect of new processes, systems and tools — from implementation to adoption.

• Collaborate with a global network of colleagues — your contact list will span continents and cultures.

Opportunities for Development
This leadership role offers significant opportunities for development and growth. You will work closely with commercial teams throughout Europe and will have a close link to US counterparts. This position offers the opportunity to develop new teams, systems & process across a wide variety of countries.

 

Preferred Skills and Experience

• Bachelor’s degree in business, economics, finance, medical or related field.

• Strong business & financial acumen

• Contract negotiation experience

• Experience of managing Strategic/Key account customers

• • Proven ability to cultivate and maintain strong, enduring relationships with key clients and stakeholders.

• Experience of the European Healthcare & Med Device market

• Experience of contract management software is beneficial (Vendavo

• Experience of pricing strategy implementation

• Strong analytical mindset with attention to detail and a proactive, solution-oriented approach.

• Advanced Excel skills;

• Excellent communication skills in English; written & verbal.

• • Additional European languages are a significant benefit (German, French).

• Ability to work independently and collaboratively across regions and functions.

Team and Culture
You will be joining a fast-paced team that fosters a positive atmosphere & high performance. If you are an experienced leader ready to take on this challenge and drive the execution of our commercial strategies throughout Europe, we want to hear from you.

We are Global

Founded in 1987, Merit Medical Systems, Inc. is a leading manufacturer and marketer of proprietary disposable medical devices used in interventional, diagnostic and therapeutic procedures, particularly in cardiology, radiology, oncology, critical care and endoscopy. Merit serves client hospitals worldwide with an international sales force and clinical support team totalling in excess of 500 individuals. Merit employs approximately 6,300 people worldwide.

Merit Medical EMEA currently has over 300 employees, spread over more than 20 countries in the EMEA region.

Merit Maastricht (The Netherlands) is the European Headquarters and Distribution Center of Excellence. Much of Merit Medical’s world-class customer service happens here along with our excellent physician training courses. More than 100 employees work at this growing Merit campus and enjoy many benefits, such as flexible working hours and competitive salaries as well as learning opportunities and internships.

Culture

A supportive and collaborative environment make Merit Medical a friendly, enjoyable place to work. We are proud of our energetic and dynamic culture. Diversity & Inclusion is evident here with a 50/50 ratio of male and female employees and more than 30 nationalities. We value every employee as an individual.

To see more on our culture, go to www.merit.com/careers.