Head of Commercial
No salary listed
Expert
Bachelor's, MBA, PhD
Bern, Switzerland
Hybrid
Sales & Account ManagementAccount Executive, Business Development & Partnerships
About the job
Requirements
- A degree in Business, STEM, or Law is required; an MBA or PhD is preferred.
- Fluency in English and a major European language (German, Italian, or French) is preferred.
- Swiss or EU work authorization is required.
- A proven track record scaling software solutions in healthcare, including expertise navigating procurement and implementation cycles for pharma, large hospital systems, and clinical networks.
- Ability to design value-exchange business models involving software platforms for data acquisition and commercialization.
- Strong consultative selling background with life science stakeholders such as Big Pharma, including closing large, long-cycle deals requiring significant market education.
- Ability to orchestrate multiple revenue models and balance the different cadences of clinical software and pharma research services.
- Strong partnership strategy background, including negotiating complex data-sharing, distribution, or collaboration agreements.
- Senior experience scaling HealthTech, MedTech, or Life Science B2B enterprise software during a high-growth phase.
- Experience in commercial financial governance, including managing departmental budgets and overseeing contract negotiations.
- Expertise in data-driven revenue management, including professionalizing CRMs and standardizing commercial KPIs.
- Experience in strategic organizational design and leadership, building incentive models and workflows that align Sales with the rest of the organization.
- Willingness to travel globally to represent Ikerian at leadership events and clinical conferences.
Responsibilities
- Direct and execute commercial strategy across multiple revenue streams, balancing clinic sales with life science and pharma services and research collaborations.
- Expand data-driven intelligence solutions, including real-world evidence and candidate identification, and establish high-value partnerships to deliver clinical insights to industry.
- Partner with EssilorLuxottica leadership to execute group-wide commercial synergies, including retail expansion and clinical distribution through its global affiliate network.
- Leverage internal subject-matter expertise to deepen key opinion leader relationships and strategic partnerships, ensuring the commercial voice remains scientifically rigorous.
- Establish a data-driven sales methodology and modern workflows, defining and tracking a commercial cadence to support scalable growth.
- Provide leadership and mentorship to the commercial team to create a unified approach to revenue generation.
- Standardize pricing tiers and commission structures and optimize the quote-to-cash cycle, ensuring contracts reflect accurate resource costing and enable seamless invoicing.
- Collaborate with Research to align market demand with project selection and establish resource-allocation frameworks balancing immediate financial performance with long-term strategic research and development value.
- Translate market intelligence and competitor trends into commercial strategies, ensure customer needs inform the technical roadmap, and position Ikerian as a strategic partner to pharma, clinics, and clinical networks.
- Transform Customer Operations into a value-driven success function that maximizes customer lifetime value through renewals, expansions, and upselling.
- Oversee brand strategy and marketing execution to position Ikerian as a distinctive, top-of-mind leader at international conferences and digital channels.
- Monitor and optimize company-wide revenue key performance indicators and report on annual recurring revenue, project margins, and pipeline velocity to support strategic decision-making.
Desired Qualifications
- Ophthalmology and regulatory expertise, including Medical Device Regulation or U.S. Food and Drug Administration requirements, is a plus.
About the company
RetinAI Medical provides an AI-powered healthcare data platform that harmonizes and analyzes unstructured medical data from formats like DICOM and proprietary systems. It helps medical professionals, researchers, and healthcare organizations manage, access, and analyze data to reveal insights about disease progression and treatment outcomes. The platform supports data collection, processing, visualization, and global collaboration through a subscription model and partnerships with clinics and research institutions. Its goal is to help healthcare providers make data-driven decisions that improve patient outcomes.
Company Size
11-50
Company Stage
Series B
Total Funding
$16.7M
Headquarters
Bern, Switzerland
Founded
2016
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Simplify's Take
What believers are saying
- LuxIA won CE-MDR Class IIb certification on April 30, 2025, expanding regulated use.
- June 24, 2024 MDR certification covered four devices, strengthening RetinAI's compliance moat.
- EssilorLuxottica's October 15, 2025 acquisition opens hospital, pharma, and retail eye-care channels.
What critics are saying
- Swiss study in April 2026 found server-hosting, anonymization, and interoperability barriers.
- RetinAI Discovery's automated AI modules remain research-use-only in the United States, limiting adoption.
- By 2027, EssilorLuxottica can absorb RetinAI into its stack, killing standalone identity.
What makes RetinAI Medical unique
- RetinAI Discovery holds FDA 510(k) clearance and CE marking, rare in ophthalmic AI.
- Its platform unifies OCT, fundus, and biomarker data for clinics and pharma partners.
- EssilorLuxottica acquired RetinAI on October 15, 2025, giving global distribution leverage.
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