Senior Key Account Manager Surgical Robotic Mako - Italy

Reporting to the Mako Senior Director, the Senior Key Account Manager / Account Executive Mako leads high-value capital sales efforts within the MedTech sector, targeting C-suite executives in healthcare. This strategic role will enable you to use your expertise to propose financial solutions, develop business case, and manage complex negotiations to drive adoption of premium technologies. The Account Manager will engage key stakeholders to secure successful outcomes and foster long-term partnerships with high-impact customers.

If you are passionate about healthcare products and the opportunity to create a name for yourself in the Joint Replacement & Robotic product marketspace – this is your chance!

Find more information about the division checking the link(s) below:

https://www.stryker.com/us/en/portfolios/orthopaedics/joint-replacement/mako-robotic-arm-assisted-surgery.html

What’s in it for You:

Step into a pivotal role at the forefront of surgical innovation. As a Senior Key Account Manager, you’ll have the opportunity to make a real impact—both in the lives of patients and in shaping the future of healthcare technology. Here's what you can expect:

• Innovative Technology Leadership: Represent Mako, a groundbreaking robotic-assisted surgery system that is transforming joint replacement procedures. You'll lead with a truly differentiated, high-impact solution that improves patient outcomes and offers hospitals a competitive edge.
• High-Performing Team Environment: Work alongside some of the most driven and successful professionals in the industry. Being part of this high-achieving team means accelerated learning, strong peer support, and an energizing culture where your contributions are recognized and celebrated.
• Global Visibility & Strategic Influence: Operate in a high-profile role that directly contributes to Stryker’s strategic growth in Iberia and globally. Your success in this role will open doors to future leadership opportunities across the organization.
• Career Acceleration: Enjoy a clearly defined development path, access to world-class training, and opportunities to move vertically or laterally within one of the most respected companies in MedTech.

Your key responsibilities:

• As Account Executive Mako, you’ll manage the sales cycle by guiding cross functional teams as well as post sale installation and training activities at customer site in Iberica.
• Collaborate with local implant teams, orthopedic surgeons, and hospital administration to move accounts through the sales process of differential technology over $1,000,000
• You’ll move sales through a budgeted and more importantly, an off-budget process and effectively manage stakeholders throughout the process.
• You’ll develop and maintain outstanding relationships with the company’s prospective and installed base customers, and leverage relationships to drive recurrent sales cycles for the company’s products.
• You’ll cultivate new sales opportunities with the Mako Sales Director and manage leads generated by the company.
• You’ll create, monitor and revise lead generation plans to ensure a substantive sales opportunity pipeline.
• You’ll inform customers of new product/service introductions and prices and you are internally giving input to new product commercial planning.
• You’ll provide consistent and timely reporting of key account activities, forecasts, and other reporting as required.
• You’ll attend sales training meetings, as well as trade shows and other events that would tend to promote and give visibility to the companies’ products.
• Demonstrate ability to translate financial opportunity and market data to customers
• Promote surgeon validation labs and roadshows with the Mako clinical support team to move surgeons to the next step of clinical validation
• Effective in partnering with internal teams, Marketing departments, on a common goal of building a robotics program pre- and post-install.

What are we looking for?

Required:

• Bachelor’s degree within the field of biomedical engineering, health sciences, business administration or similar
• 8+ years of sales experience
• 5+ years of high-value capital sales experience in healthcare & med-tech
• Experience in negotiation at decision-making level
• Excellent presentation and communication skills, verbal and written in Italian and English (minimum C1 level)
• Medical Device or Diagnostic experience is required
• Executive C-Suite selling background (CEO/CFO/COO of hospitals) with deep understanding of hospital financial operations
• Strong ability to communicate in a structured, clear, and persuasive way, both in writing and in person
• High capability to connect with internal cross-functional teams and influence without direct authority
• Demonstrated ability to translate clinical benefits of products into economic value for healthcare providers

• Comfortable using financial-based selling tools and building business cases for high-investment technologies

Preferred:

• Proven experience navigating complex matrix organizations
• Track record of partnering effectively with marketing and sales management to develop go-to-market strategies and selling tools

Role details

• Territory: Italy
• Based Location: Any well-connected city of Italy
• Type: Field
• Travel percentage: up to 70%

What We Offer

• Company Car. As this is a field-based role with regular on-site meetings with customers, you will be provided with a customized company car including fuel card and all services.
• Flat hierarchies and responsibility. Through flat hierarchies, we strengthen the initiative and willingness of our employees to take over responsible tasks.
• We grow talent. At Stryker we offer great personal and internal career development for our employees, with the possibility to make both vertical and lateral position movement.
• Team spirit & engagement. We create engaged and inclusive teams that encourage colleagues to share their diverse perspectives and opinions.
• Competitive salary. With us, you will receive a competitive salary commensurate with your job.
• Recognition of your performance. At our company, outstanding individual and cross-functional team performance is rewarded. Ideas, projects, or other exceptional achievements can be submitted for various awards on a local and global level.