Strategic Accounts Manager

Merit Medical Systems, Inc.; Clermont-Dessous; On-site; EUR 90,000 - 130,000; Full time

Job summary

Merit Medical Systems, Inc. is seeking a strategic account manager for France to grow and manage GPO relationships, align customer needs with Merit solutions, and lead revenue management initiatives.

The role requires strong business acumen, market knowledge of French healthcare, and the ability to negotiate contracts, work cross-functionally, and drive sustainable growth through partnerships. You will partner with Sales, Pricing, Tenders, Marketing and Analytics to deliver customer value and

Qualifications

• Bachelor’s degree in Business, Finance, Economics, Healthcare, Life Sciences or related discipline.
• Experience managing Strategic Accounts, Key Accounts, GPOs or National Accounts within Medical Device/Healthcare.
• Strong commercial and financial acumen balancing growth opportunities with margin protection.
• Proven contract negotiation and commercial influencing skills.
• Excellent stakeholder management with executive-level engagement.
• Fluent French and English.
• Strong understanding of the French healthcare market, purchasing structures and procurement organisations.
• Experience interpreting commercial data and translating insight into business action.
• Strong CRM discipline and digital mindset.
• Excellent communication, presentation and relationship-building skills.

Responsibilities

• Create and execute customised, long-term account strategies that align with both customer and Merit strategic objectives.
• Support the successful launch, adoption and growth of priority growth-driver products whilst protecting and expanding the core product portfolio through proactive account planning, stakeholder engagement and revenue management principles.
• Develop comprehensive account plans that deliver sustainable revenue growth, customer value and long-term strategic partnerships.
• Act as Merit’s primary representative for assigned GPOs by building and maintaining strong executive-level relationships with key decision-makers, including procurement leaders, pharmacists, hospital administrators and C-suite stakeholders.
• Proactively identify and manage customer risks, challenges and growth opportunities at all levels of the GPO.
• Build and maintain relationships with key industry partners and external stakeholders.
• Own the GPO and contract lifecycle, proactively working with commercial teams to maximise customer commitment whilst protecting price, margin and long-term profitability.
• Lead contract negotiations to drive market share growth, customer retention and commercial performance.
• Work closely with Pricing and Tender teams to support annual pricing strategies using market knowledge, customer insight and competitive intelligence.
• Utilise commercial, pricing, supply and market analytics to identify growth opportunities, improve contract performance and support strategic decision-making.
• Interpret and communicate analytical insights to the commercial organisation to identify opportunities and mitigate risk across the contract landscape.
• Identify, evaluate and develop new strategic growth opportunities within existing and emerging healthcare systems, including private healthcare groups, integrated healthcare networks, GPOs, purchasing alliances and alternative care delivery models.
• Continuously monitor market developments, supply resilience, competitor activity, policy changes, procurement trends and customer restructuring to identify risks and opportunities.
• Work closely with EMEA Strategic Accounts, Commercial functions and local leadership teams to develop and execute market growth strategies.
• Act as the internal advocate for strategic customers by aligning Pricing, Contracting, Marketing, Analytics, Supply Chain, Customer Service and Commercial Leadership around a common account strategy.
• Develop and lead customer-focused projects and initiatives that deliver sustainable long-term growth.
• Collaborate effectively across functions to ensure successful execution of customer strategies, product launches and commercial initiatives.
• Drive regional Environmental, Sustainability and Governance (ESG) initiatives within assigned accounts.
• Leverage CRM, digital tools, commercial analytics and AI-enabled technologies to improve stakeholder mapping, account visibility, opportunity management and decision-making.

Skills

Strategic accounts

Contract negotiation

Stakeholder management

Financial acumen

French healthcare market

CRM discipline

Data interpretation

Communication skills

Bilingual - French/English

Education

Bachelor's degree

Tools

CRM software

Job description

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

Do you have in-depth knowledge of the French healthcare and MedTech market?
Do you have experience building strong relationships with key decision-makers and influencing customer strategy to deliver long-term value?

Role Overview

We are looking for a commercially driven and customer-focused professional who can leverage their strategic thinking, healthcare market expertise and relationship management skills. As Strategic Account Manager GPO’s France, you will be responsible for securing, growing and developing Merit’s business by aligning customer needs with tailored solutions and revenue management strategies that drive sustainable, profitable growth and long-term partnerships.
This role requires strong commercial and financial acumen, excellent stakeholder management skills, a proactive approach to opportunity development, and the ability to work cross-functionally to deliver strategic customer objectives whilst also being responsible for managing GPO tender processes and ensuring consistency between client needs, pricing objectives, and long-term account management plans.
The successful candidate will work closely with Strategic Accounts, Sales Leadership, Pricing, Tenders, Marketing, Commercial Analytics and Customer Service teams.

Key Responsibilities

Strategic Account Management

• Create and execute customised, long-term account strategies that align with both customer and Merit strategic objectives.
• Support the successful launch, adoption and growth of priority growth-driver products whilst protecting and expanding the core product portfolio through proactive account planning, stakeholder engagement and revenue management principles.
• Develop comprehensive account plans that deliver sustainable revenue growth, customer value and long-term strategic partnerships.

Customer & Stakeholder Leadership

• Act as Merit’s primary representative for assigned GPOs by building and maintaining strong executive-level relationships with key decision-makers, including procurement leaders, pharmacists, hospital administrators and C-suite stakeholders.
• Proactively identify and manage customer risks, challenges and growth opportunities at all levels of the GPO.
• Build and maintain relationships with key industry partners and external stakeholders.

Revenue Management & Commercial Excellence

• Own the GPO and contract lifecycle, proactively working with commercial teams to maximise customer commitment whilst protecting price, margin and long-term profitability.
• Lead contract negotiations to drive market share growth, customer retention and commercial performance.
• Work closely with Pricing and Tender teams to support annual pricing strategies using market knowledge, customer insight and competitive intelligence.
• Utilise commercial, pricing, supply and market analytics to identify growth opportunities, improve contract performance and support strategic decision-making.
• Interpret and communicate analytical insights to the commercial organisation to identify opportunities and mitigate risk across the contract landscape.

Opportunity Development & Market Awareness

• Identify, evaluate and develop new strategic growth opportunities within existing and emerging healthcare systems, including private healthcare groups, integrated healthcare networks, GPOs, purchasing alliances and alternative care delivery models.
• Continuously monitor market developments, supply resilience, competitor activity, policy changes, procurement trends and customer restructuring to identify risks and opportunities.
• Work closely with EMEA Strategic Accounts, Commercial functions and local leadership teams to develop and execute market growth strategies.

Cross-Functional Collaboration

• Act as the internal advocate for strategic customers by aligning Pricing, Contracting, Marketing, Analytics, Supply Chain, Customer Service and Commercial Leadership around a common account strategy.
• Develop and lead customer-focused projects and initiatives that deliver sustainable long-term growth.
• Collaborate effectively across functions to ensure successful execution of customer strategies, product launches and commercial initiatives.

Sustainability, Technology & Innovation

• Drive regional Environmental, Sustainability and Governance (ESG) initiatives within assigned accounts.
• Leverage CRM, digital tools, commercial analytics and AI-enabled technologies to improve stakeholder mapping, account visibility, opportunity management and decision-making.

Preferred Skills & Experience

• Bachelor’s degree in Business, Finance, Economics, Healthcare, Life Sciences or related discipline.
• Experience managing Strategic Accounts, Key Accounts, GPOs or National Accounts within the Medical Device, Healthcare or Life Sciences industry.
• Strong commercial and financial acumen with the ability to balance growth opportunities with margin protection.
• Proven contract negotiation and commercial influencing skills.
• Excellent stakeholder management skills with the ability to engage effectively at executive levEl.
• Strong understanding of the French healthcare market, purchasing structures and procurement organisations.
• Experience interpreting commercial data and translating insight into business action.
• Strong CRM discipline and digital mindset.
• Excellent communication, presentation and relationship-building skills.
• Fluent French and English required.

Team & Culture

You will join a collaborative and high-performing Strategic Account organisation focused on delivering customer value, commercial excellence and sustainable growth.

This role offers the opportunity to develop strategic customer partnerships, influence market direction, support product portfolio growth and contribute to the continued evolution of the EMEA Strategic Account function.

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.