Key Account Manager

Company: Thorasys Europe GmbH

Reports to: VP Business Development

About Thorasys

Thorasys is a medical technology company specializing in advanced respiratory diagnostic and monitoring solutions. Our flagship technologies support clinicians and researchers in assessing lung function and respiratory health through innovative, patient-centered diagnostics.

As we expand our footprint across through strategic partners, we are seeking a highly motivated and commercially driven Key Account Manager to manage strategic OEM and distribution partnerships while driving growth across selected national markets.

DESCRIPTION

The Key Account Manager will be responsible for developing and executing commercial strategies with Thorasys' strategic partners, including OEM relationships, distribution partners, and key national accounts throughout EMEA. The role combines high-level business development, partner management, market expansion, and commercial leadership.

The successful candidate will serve as the primary interface between Thorasys and its strategic partners, ensuring sustainable revenue growth, successful product adoption, effective technology transfer, and alignment of market development activities across the region.

This position requires a strong understanding of the medical device sector, preferably within respiratory diagnostics, pulmonary function testing, critical care, or related healthcare technologies.

Roles and Responsibilities

Strategic Partner & OEM Management

• Develop and manage long-term relationships with strategic OEM partners and regional distributors.
• Create and execute joint business plans to achieve revenue, market share, and growth objectives.
• Lead commercial negotiations, contract renewals, pricing discussions, and partnership agreements.
• Monitor partner performance and implement corrective actions where required.
• Identify and qualify new OEM and strategic partnership opportunities across EMEA.
• Lead technology transfer activities with OEM partners, ensuring successful integration of Thorasys technology into partner solutions.
• Coordinate cross-functional teams including R&D, Product Management, Regulatory Affairs, Quality, and Operations to support partner programs.
• Develop onboarding, training, and commercialization plans for new partners.
• Ensure partners are equipped with the technical, clinical, and commercial knowledge required to successfully market and support Thorasys solutions.

Market Development

• Drive sales growth in assigned national markets across EMEA through direct engagement and partner-led models.
• Develop and implement country-specific market development strategies.
• Identify key opportunities within hospitals, pulmonary function laboratories, respiratory clinics, research institutions, and healthcare networks.
• Support major tenders, procurement processes, and strategic account negotiations.
• Deliver and exceed annual sales and profitability targets.
• Build strategic account plans for priority customers and partners.
• Maintain accurate sales forecasts and pipeline visibility.
• Prepare quarterly business reviews and executive-level presentations.

Clinical & Market Expertise

• Act as a trusted advisor to customers and partners regarding respiratory diagnostics and pulmonary assessment technologies.
• Collaborate with clinical key opinion leaders and professional societies to enhance market adoption.
• Monitor industry trends, competitive developments, and emerging opportunities within respiratory care and diagnostics.

Competencies and Qualifications

Education

• Bachelor's degree in Engineering, Biomedical Engineering, Life Sciences, Business, or a related field.
• Minimum 5 years of experience in medical device, diagnostics, or healthcare technology sales.
• Demonstrated experience managing strategic partners, distributors, or OEM relationships.
• Strong commercial acumen with a track record of achieving growth targets.
• Experience negotiating complex commercial agreements.
• Excellent presentation, communication, and stakeholder management skills.
• Ability to travel internationally (approximately 40-60%).
• Fluent in English to master negotiations, German is an asset.

Preferred

• Engineering degree strongly preferred.
• Experience in respiratory diagnostics, pulmonary function testing, medical instrumentation, monitoring technologies, or critical care.
• Experience leading technology transfer projects between medical technology companies and commercial partners.
• MBA or advanced business qualification is an asset.
• Multi-lingual capabilities are advantageous.
• Strategic Partnership Management
• OEM Business Development
• Technology Transfer Leadership
• International Market Development
• Commercial Negotiation
• Customer-Centric Selling
• Cross-Functional Collaboration
• Executive Relationship Management
• Business Planning & Forecasting
• Results Orientation

Success Measures

Within the first 12 months, the successful candidate will:

• Deliver measurable growth within assigned EMEA territories.
• Strengthen strategic OEM and distribution partnerships.
• Successfully execute partner onboarding and technology transfer initiatives.
• Establish robust account and market development plans across the region.
• Contribute significantly to Thorasys' long-term commercial growth strategy.
• Join Thorasys and help expand pioneering respiratory diagnostic technologies that improve clinical decision-making and patient care worldwide.

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