Key Account Manager (gn) - Hospital Sales & Distribution

ageneo Life Science Experts GmbH; Baden-Württemberg; Hybrid; EUR 90,000 - 140,000; Full time

Benefits offered by this job

Home-based territory

Performance-related bonus

Company car

Fuel card

Job summary

ageneo Life Science Experts GmbH seeks an experienced hospital sales professional to own and grow a Southwest Germany territory while developing a strategic Swiss distribution partner.

You will manage hospital accounts, win new business, and articulate the value of our medical consumables and processes. This home-based role offers independence, a small, experienced team, and opportunities to expand through cross-border collaboration.

Qualifications

• Experience selling medical supplies or devices to hospitals with territory responsibility.
• Proven ability to retain customers, expand accounts and win new business.
• Confident engaging both commercial decision-makers and clinical users.
• Strong negotiation skills and ability to explain value in price-sensitive markets.
• Independent yet collaborative working style with reliable follow-through.
• Fluent German and confident English in meetings and training.
• Proficient with CRM systems and MS Office.
• Willing to travel 3–4 days per week, including to Switzerland.

Responsibilities

• Retain and expand hospital accounts through plan and relationships.
• Identify new business opportunities and manage the sales process.
• Engage procurement, OR management, sterile services and other decision-makers.
• Present clinical, operational and commercial value of the portfolio.
• Negotiate pricing within authority and support tenders and renewals.
• Collaborate with Swiss distribution partner to drive joint sales efforts.
• Maintain accurate account plans, pipeline and forecasts in CRM.

Skills

Hospital sales

Account management

Negotiation

Stakeholder management

Cross-border collaboration

Communication skills

Organisational skills

Travel readiness

Tools

CRM systems

MS Office

Job description

Would you like to combine ownership of a hospital sales territory with responsibility for a strategic international distribution partner?

Our client is an established international manufacturer of medical and surgical consumables. We are looking for a commercially minded sales professional to retain and grow hospital business in Southwest Germany and develop an established distribution partnership in Switzerland.

This opportunity offers considerable independence, close collaboration with an experienced team and the chance to broaden your commercial responsibilities.

Your role

You will manage existing hospital accounts, win new business and help customers understand the value of product quality, reliable supply and efficient clinical processes.

The portfolio includes customised surgical procedure packs, surgical drapes and gowns, sterilisation packaging and protective products. Alongside your hospital territory, you will work with a strategic Swiss distribution partner to develop opportunities and improve commercial performance.

Your responsibilities

• Retain and expand existing hospital accounts through structured account planning and strong customer relationships.
• Identify new business opportunities and manage the sales process from initial engagement through product evaluation and implementation.
• Build relationships with procurement, operating-room management, sterile-services departments and other relevant decision-makers.
• Present the clinical, operational and commercial value of the product portfolio.
• Negotiate pricing within agreed authority and collaborate with the internal team on tenders and contract renewals.
• Develop joint plans with the distribution partner, review performance and support its sales activities through product education and coordinated customer engagement.
• Work closely with clinical product specialists, customer service, pricing and tender colleagues, and supply chain.
• Maintain clear account plans, an accurate sales pipeline and reliable forecasts in the CRM system.

What you bring

• Successful experience selling medical supplies or medical devices to hospitals, with personal responsibility for a territory or customer portfolio.
• A track record of retaining customers, developing existing accounts and winning new business.
• Confidence engaging both commercial decision-makers and clinical users.
• Strong negotiation skills and the ability to explain product and service value in a price-sensitive market.
• An independent, organised working style, combined with a collaborative approach and reliable follow-through.
• Fluent German and the ability to communicate confidently in English during business meetings and training.
• Confidence using CRM systems, sales data and Microsoft Office.
• Residence within Southwest Germany, or willingness to relocate into the territory, and readiness to travel approximately three to four days per week, including visits to Switzerland and overnight stays.

Experience in surgical consumables, operating-room processes or sterile services would be particularly valuable. Distributor or strategic partner management experience is welcome; we are also interested in strong hospital sales professionals ready to develop in this area.

What makes this opportunity attractive

• Ownership of an established hospital territory with opportunities for further growth.
• Additional commercial responsibility through a strategic Swiss partner account.
• Considerable freedom to organise your territory and customer activities.
• A small, experienced team with close collaboration and access to clinical and commercial support.
• A home-based working arrangement within the territory, performance-related bonus, company car and fuel card.