Freelancer profile translated to English.
Back to original languageAbout Alexander
I am a hands-on Commercial Leader with 15+ years of experience in Enterprise Healthcare IT across provider, payer, and diagnostics ecosystems. My focus: revenue growth in complex buying centers (C-level, hospital, IT, procurement) and in tender/funding contexts (EU/VgV, KHZG, KHVVG/KHTFV).
I combine Value Engineering (ROI/TCO, outcome-based storylines on throughput, length of stay, utilization, and staff relief) with a field-tested Execution Operating System: clear stage-exit criteria, MEDDICC qualification, deal coaching, and weekly forecast/pipeline inspections in Salesforce. This makes pipeline and delivery readiness measurable – and closings and successful implementations more likely.
Currently, I am setting up the DACH go-to-market for a patient flow and command center platform (enterprise deals typically €3-18 million; pipeline build-up >€100 million) and positioning eligible programs. Previously, I rebuilt the commercial execution for an interoperability platform (~30% organic growth; repeatable tender playbooks) and managed the market entry of a clinical data platform.
German
Native or bilingual
English
Native or bilingual
Can work on-site
Überlingen (up to 50km), Hamburg (up to 50km), Ulm (up to 50km), Stuttgart (up to 50km), München (up to 50km)
Experience
- TeletrackingVice President of Sales (VP)HEALTH AND WELLNESSJuly 2025 - Today (11 months)Berlin, GermanyDigital platform for patient flow management and capacity management (Referral, Transfer, Command Center).
- Development of a national DACH go-to-market approach in the context of KHVVG/KHTFV; value messaging focused on throughput, length of stay (LoS), and staff relief.
- Building a quantified enterprise pipeline of >€100 million (avg. deal sizes €3-18 million) and lighthouse strategy for university and maximum care hospitals.
- Activated partner motion with consultancies; sharpened pricing/packaging (CAPEX/OPEX, SaaS Tiers) and tender narratives for major pursuits.
- Implemented MEDDICC qualification and weekly forecast cadence in Salesforce; improved pipeline hygiene and inspection rhythm.
- €2.3 million in new business (Order Intake/OE) in the first 7 months; lead in submissions in the range of €2.3-8.0 million.
- März Internetwork Services AGChief Sales Officer (CSO)HEALTH AND WELLNESSNovember 2023 - June 2025 (1 year and 7 months)Essen, GermanyMärz Health Suite - Interoperability platform (FHIR/HL7) for hospitals, insurers, and diagnostics.
- Approx. 30% organic growth in 12 months; doubled active customer base; built qualified 5-year pipeline of ~€30 million.
- Rebuilt Commercial Operating System (AE/SE/CS Pods, stage-exit criteria, pursuit governance) and improved Salesforce hygiene - higher hit rate and lower cost of sale.
- Standardized tender and bid playbooks (including KHZG); >€2.1 million in order entry in 12 months (largest deal €8.2 million).
- Opened the payer segment and strengthened partner positioning for integration-heavy pursuits (FHIR/HL7).
- Led and coached the commercial team; P&L scope ~€5.8 million p.a.
- Vitagroup Health Intelligence GmbHVP Sales & Business Development (HIP-CDR)HEALTH AND WELLNESSJune 2022 - October 2023 (1 year and 4 months)Mannheim, GermanyHealth Intelligence Platform - Clinical Data Repository (CDR/HIP) across provider and payer ecosystems; Market entry (Germany & Spain).
- P&L >€12 million; built budget, headcount, and scalable operating model in coordination with CFO.
- From 0 to Scale: €0.6 million in license revenue in the first 6 months, >100% customer growth, and 5-year pipeline of ~€54 million.
- Built/led cross-functional teams (Sales, Pre-Sales, Sales Ops, Medical Informatics) and routes-to-market across provider, payer, diagnostics, and pharma/CRO.
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Education
- B.A., Business Administration (Focus on Healthcare & Social Management)FH Riedlingen2024Bachelor Studiengang, Gesundheits- und Sozialmanagement
- State-recognized Teacher for Nursing ProfessionsKrankenpflegehochschule Marburg2002Ausbildung zum Pflegepädagogen und Trainer
Certifications
- IT Specialist for Business SolutionsIBM Open Group Certified2014
- Principle-Centered Leadership; 7 Habits of Highly Effective PeopleCovey Institute Washington2010