Key Account Manager

Key Account Manager (German‑speaking) - Healthcare Sales & Distributor Growth (Zurich)

Hybrid (80–90% home office) | ASAP Start | Healthtech Scale‑Up

A fast‑growing European digital‑health / medtech scale‑up is hiring a German‑speaking Key Account Manager to own and grow a strategic European distributor in the DACH elderly‑care market.

This is a sales‑driven KAM role: you will inherit an existing distributor relationship, but your primary mandate is to grow revenue: opening up new sites, deepening adoption and building a wider DACH pipeline in nursing homes and long‑term care.

What You Will Own

1. Revenue Growth & New Business (Sales‑First Focus)

• Take commercial ownership of a key European distributor and its downstream customers.
• Build and manage a qualified pipeline across nursing homes / care homes / long‑term care groups in DACH.
• Drive new business: prospecting, qualifying, running meetings, progressing deals and closing contracts.
• Turn a relatively small but strategic account into a material revenue contributor through upsell, cross‑sell and site expansion.

2. Key Account Management & Distributor Development

• Act as the day‑to‑day lead for the distributor: targets, forecasts, joint business plans, quarterly reviews.
• Map and manage a complex stakeholder set (commercial, clinical, operational) within the distributor and key end‑customers.
• Ensure smooth onboarding, activation and ongoing utilisation at customer sites to protect and expand revenue.
• Identify and, where relevant, help evaluate additional distributor / partner opportunities in the region.

3. Market Intelligence & Cross‑Functional Work

• Spend time in the field (customer visits, conferences, distributor meetings) to understand how DACH elderly‑care providers buy and operate.
• Feed structured market and customer insight back into product, clinical and operations teams to inform roadmap and service model.
• Work closely with founders and senior leadership on pricing, packaging and commercial strategy for the elderly‑care segment.

What We’re Looking For

Experience

• 3+ years in quota‑carrying B2B sales / business development, ideally with a strong hunting component; KAM experience is a plus but not a substitute for sales.
• Proven experience selling into healthcare (e.g. nursing homes, elderly‑care / long‑term care, hospitals, clinics, or healthcare distributors).
• Exposure to complex, multi‑stakeholder sales cycles (e.g. 6–12 months, multiple decision‑makers, pilot‑to‑commercial roll‑out).

Education

• Bachelor’s degree, ideally in Business / Economics or a related discipline; further commercial training is a plus.

Skills & Profile

• Fluent German (required) and strong business English.
• Based in Zurich or willing to relocate; comfortable with 80–90% Zurich / home‑office plus targeted DACH travel.
• Clear evidence of new business generation (outbound, conferences, partner‑led) and of growing existing accounts, not just servicing them.
• Ambitious, hands‑on, and comfortable in a lean, founder‑led environment where you own results end‑to‑end.
• Strong relationship‑builder who can also run a structured sales process: qualification, stakeholder mapping, commercial negotiation and closure.

Travel

• Primarily Zurich‑based (office / home‑office).
• Regular but focused travel within Switzerland and broader DACH for distributor meetings, key customer visits and sector conferences.

Why This Role Matters

You’ll be the commercial owner of a pivotal distributor relationship in a market with significant upside. Success in this role means:

• Building and closing a DACH pipeline in elderly care,
• Scaling a small account into a core revenue engine, and
• Shaping how a regulated digital‑health product is adopted across European care providers.

It’s a strong fit for someone early in their commercial career who already has real sales wins in healthcare and now wants bigger responsibility, direct exposure to founders, and clear revenue ownership.