Head of Market Access & Value Strategy

Xeos; Oost-Vlaanderen; Hybride; EUR 155 000 - 215 000; Plein temps

Résumé du poste

Xeos is seeking a Senior Market Access & Strategy leader to own the global market access and value strategy for our disruptive PET-CT platform. You will translate clinical and economic value into tools for hospital conversations and drive a 3–5 year evidence roadmap with Clinical Affairs and external HEOR consultants.

You will lead prioritization across US and Europe, coordinating with the CCO and commercial team, and drive measurable progress in adoption, win rates, and revenue growth.

Qualifications

• Advanced degree in health economics, public health, life sciences, medicine, or equivalent experience.
• About 10 years of experience across market access, reimbursement, HEOR, value strategy, or hospital adoption in medical devices/diagnostics.
• Proven track record in building market access or hospital adoption strategy for technology without an established reimbursement pathway.
• Deep expertise in the U.S. healthcare system: reimbursement pathways, payer landscape, IDN procurement, and GPO dynamics.
• Knowledge of CPT/HCPCS coding, coverage determinations, and payment mechanics.
• Strong understanding of hospital capital purchasing and capex processes.
• Health economics fluency: budget impact models, cost-effectiveness analyses, and value dossiers.
• Clinical literacy to engage on endpoints and evidence hierarchy with clinical teams.
• Experience directing external HEOR/market access consulting.
• Ability to translate clinical evidence into payer-relevant value claims.
• Willingness to travel to Europe and the US.
• Excellent English (written and spoken).

Responsabilités

• Own and update the market access strategy with primary focus on the U.S. and oversight of European markets via external consultants.
• Lead country and regional prioritization with the CCO based on market size, reimbursement feasibility, competition, and traction.
• Translate strategy into annual priorities, milestones, and deliverables; drive execution and adjust based on feedback.
• Define the value argumentation framework—economic, clinical, and operational—for relevant markets.
• Oversee coding, coverage, and payment strategy starting with the U.S. and define reimbursement pathways.
• Understand hospital capex cycles and GPO dynamics to support procurement.
• Collaborate with the CCO and commercial team on priority hospital accounts for access milestones.
• Drive economic evidence strategy and real-world evidence needs for 3–5 year horizon.
• Contribute to clinical study design to support market access arguments.
• Translate value stories into field-ready tools for provider conversations.
• Monitor HTA and reimbursement developments and engage stakeholders where relevant.
• Own market access execution plan with indicators and report progress to CEO.
• Represent Xeos at congresses and industry events.
• Report to our CEO.

Connaissances

Market access

HEOR

Value strategy

Hospital adoption

Stakeholder engagement

Formation

Master's or PhD in health economics, public health, life sciences, or medicine

Description du poste

Fulltime - International - Strategy / Senior Leadership

YOUR MISSION - What you’ll achieve

You’ll take ownership of how XEOS demonstrates and translates the clinical, economic, and operational value of our disruptive specimen PET-CT platform. You’ll develop a coherent global market access and value strategy that supports hospital adoption and sustainable patient access across our priority markets, starting with the US. You’ll define the evidence roadmap that links our clinical studies to market access and commercial adoption, in close collaboration with Clinical Affairs, and build and direct a network of external HEOR and payer consultants across geographies. You’ll translate our economic value story into tools the commercial team can use in every hospital conversation.
This is a strategy-and-execution role. You will be expected not only to define the market access roadmap but also to personally drive the priority deliverables that support XEOS’s annual operating plan and three-year strategic plan. Working closely with the CCO and commercial team, you will turn evidence and access strategy into concrete progress in priority hospital accounts, improved win rates, new orders, and sustainable revenue growth.

YOUR RESPONSIBILITIES - What you’ll do

• Own and continuously update the market access and customer adoption strategy, with primary focus on the U.S. and oversight of European markets through external consultants.
• Lead country and regional prioritization, jointly defined with the CCO based on market size, reimbursement feasibility, competitive landscape, and commercial traction, in lockstep with XEOS’s phased geographic expansion plan.
• Translate the market access strategy into annual priorities, milestones, and deliverables tied to XEOS’s annual operating plan and long-term strategic plan; personally drive execution and course‑correct based on external and internal feedback.
• Define the value argumentation framework—economic, clinical, and operational—calibrated by market, customer segments, and stakeholder type.
• Own the coding, coverage, and payment strategy, starting with the U.S.: define the route to appropriate reimbursement (CPT/HCPCS coding options and coverage determinations with CMS and commercial payers) and the interim payment model that makes adoption viable for providers before a dedicated pathway exists.
• Own capital purchasing strategy: understand hospital capex cycles, GPO dynamics, and value analysis committee processes; support the commercial team in navigating large capital purchases.
• Partner with the CCO and commercial team on priority hospital accounts: lead the market access, value, reimbursement, and value‑analysis strategy required to remove adoption barriers, while Commercial retains ownership of pipeline management, account follow-up, and closing. Jointly define account‑specific access actions and adoption milestones.
• Drive economic evidence strategy: define which data outputs, real‑world evidence, and health economic analyses are needed to support adoption and access arguments over a 3–5 year horizon.
• Feed into clinical study design: provide input on which endpoints and study outputs are needed to support the market access arguments, in close collaboration with clinical affairs.
• Translate the value story into field‑ready tools — value dossiers, ROI and budget‑impact calculators, objection‑handling materials — that the commercial team uses in every provider conversation.
• Monitor the reimbursement, coding and HTA landscape for XEOS‑relevant developments (new codes, coverage decisions, competitor precedents — especially in imaging and surgical oncology), and engage payer and HTA stakeholders directly where relevant.
• Own a measurable market access execution plan with leading and lagging indicators, including reimbursement milestones, value‑analysis progress, adoption barriers removed, commercial tool utilization, account conversion, win rates, new orders, and revenue contribution; report progress and corrective actions regularly to the CEO and leadership team.
• Represent XEOS at congresses, industry events, and scientific meetings.
• Reporting to our CEO.

IN REALITY – What your week could look like

On Monday, you’re reviewing a draft budget impact model from an external HEOR consultant and giving strategic redirection based on what will actually land with a U.S. IDN value analysis committee. Tuesday brings a call with Clinical Affairs on how the primary endpoint of our prospective study should be framed to support the US reimbursement argument. Later that week, you’re briefing a European market access consultant ahead of a hospital engagement in Germany and scanning a recent CMS coverage decision for implications on our reimbursement strategy. On Friday, we wrap up the week together during our Weekly Dose, where we celebrate wins, share company updates and end the week as one team—wherever in the world you’re joining from. No two weeks are the same, and that’s exactly what makes this role exciting.

YOUR FIRST 12 MONTHS – What success looks like

Your initial focus will be on three priorities:

• Establish and secure leadership alignment on a pragmatic U.S. market access and reimbursement roadmap, including an actionable interim ROI model for hospitals while a dedicated pathway is being developed.
• Convert the XEOS clinical, economic, and operational value story into field‑ready tools and account‑specific adoption plans that help priority hospitals progress through value analysis, capital approval, and procurement in our primary focus markets.
• Define and activate the three‑to‑five‑year evidence roadmap, ensuring that clinical studies, HEOR activities, and real‑world evidence generation support both reimbursement and commercial adoption.

YOUR QUALIFICATIONS & EXPERIENCE – What you bring

Must-have

• Advanced degree (Master's or PhD) in health economics, public health, life sciences, medicine, or a related field — OR equivalent demonstrated experience
• Approximately 10 years of relevant experience across market access, reimbursement, HEOR, value strategy, or hospital adoption, including substantial experience in medical devices, diagnostics, imaging, or another closely related healthcare technology field
• Proven track record of building or significantly shaping a market access or hospital adoption strategy for a technology without an established reimbursement pathway
• Deep expertise in the U.S. healthcare system: reimbursement pathways, payer landscape, IDN procurement, value analysis committees, and GPO dynamics
• Working knowledge of U.S. imaging and diagnostic reimbursement mechanics: CPT/HCPCS coding, coverage determinations, prior authorization, and technical vs. professional component billing
• Strong understanding of hospital capital purchasing strategy and capex decision‑making processes
• Health economics fluency: able to define, commission, and critically evaluate budget impact models, cost‑effectiveness analyses, and value dossiers
• Sufficient clinical and scientific literacy to engage credibly on endpoint design and evidence hierarchy with clinical teams and KOLs
• Experience directing and critically evaluating external HEOR and market access consulting work
• Ability to translate clinical evidence into payer‑relevant and procurement‑relevant value claims
• Regular travel to Europe (Belgium, Germany, …) and within the US required
• Excellent English (written and spoken)

Nice to have

• MBA or equivalent business education
• Experience working in or with a medtech startup or scale‑up (not only large corporates)
• Formal HEOR or HTA training or certification
• Experience in molecular imaging, nuclear medicine, or radiopharmaceuticals (including PET/CT, radiodiagnostics, and radiotheranostics), with an understanding of how novel imaging agents and procedures secure coding, coverage, and payment
• Familiarity with the major European healthcare systems (Germany, UK, France) sufficient to supervise and direct local consultants
• Experience in surgical or intraoperative contexts (surgical oncology, OR workflow, specimen pathology)
• Knowledge of capital equipment market access dynamics (vs. consumables or pharma)
• An additional language (German, French or Dutch)

Don’t tick every box? Relevant experience matters, but so do curiosity, a willingness to learn, and the right mindset. If this role excites you and your experience is a strong—even if not perfect—match, we encourage you to apply. Let’s find out together whether this could be the right fit.

YOUR PERSONALITY & MINDSET – Who you are

You are a hands‑on, commercially oriented builder who is energized by creating something and personally driving it into execution. You are equally comfortable developing a reimbursement strategy, challenging an economic model, preparing a value‑analysis argument for a priority account, and joining the commercial team in a critical hospital conversation.
You have strong strategic judgment: you know which arguments will land, which evidence is decision‑relevant, and when to move forward without modeling every question to perfection. You are scientifically literate and comfortable engaging in clinical conversations without necessarily being a clinician. As an integrative thinker, you can turn input from health economists, payer consultants, KOLs, clinical colleagues, and commercial leaders into one coherent course of action.
You communicate directly and confidently, including with C-level stakeholders, and you take accountability for outcomes—not only recommendations. With of course a shared commitment to transparency, agility, excellence and dedication in everything we do.

OUR COMMITMENT TO YOU – What we offer

• Build something from scratch: this is the founding of the market access function at XEOS. You’ll define how market access and value strategy is done at a company that could reshape how surgical oncology works.
• Real strategic ownership: a direct reporting line to the CEO, senior leadership team membership, and genuine authority to shape our evidence and commercial strategy—not just execute on decisions made elsewhere.
• Disruptive technology at a pivotal moment: XEOS is CE‑marked, FDA‑cleared and in early commercial deployment, with our BrIMA study published in JAMA Surgery as our first major clinical milestone.
• Cross‑functional impact: the role sits at the intersection of clinical strategy, commercial execution and health economics—a rare position where you genuinely influence all three.
• Great people: collaboration with a dedicated, experienced team in Belgium and the US, in a transparent, hands‑on culture with short communication lines and real ownership.